Sales after the consult

J

Jasonk

Participating member
  1. Everyone has their own style of selling work and explaining the process when meeting with potential clients. Personally, I'm not a super hard seller. It's just never been my style. I inform the client to my best ability but when they are in a rush etc. not everything gets put on the table.

So I'm considering generating a sort of why choose us type of attachment to send out with our quotes. It would spell out insurance coverage,ISA certification etc etc. just wondering if anyone else is doing anything like this and if it seems to help?
 
Yes! That's a great example of what I'm considering. basically having something along those lines that would be emailed as an attachment with the quote. Thanks for the link.
 
No problem. They are great guys with a stand-out operation.

Just remember that people don't like to read anymore, so keep it short and to the point. Depictions will help.
 
It all begins with TRUST. People never hire any contractor if they can read even an iota of dishonesty from.

I like what I am reading and since I have been selling full time for most of my career may I suggest these observations that have been working for me.

Use, modify or discard, your choice.

Research who they are; where they work; who they live near that you know; who they may work with, etc. People enjoy connections no matter how small because finding a common thread is just human nature.

People expect to be disappointed so when you come on time, wow. Set your appointments for an odd time like to arrive 5:18 to 5:42 with a call once on your way. But come ten minutes yearly and park down the street to prep yourself to impress and never be late without calling as soon as can. Stop speeding down the street, braking hard to stop in front of the house; jumping out all worried like sorry I am late; terrible impression. People hate to be stood up and will have negative thoughts the moment you become tardy. Tell them that preciseness is the cornerstone to safety and Safety Comes First, Second and all the others.

Do not assume that anyone will take the time to read any of your printed materials but you have to compose them. Not so much for distribution but so you can recite your accolades by heart in person in front of soon to be customer. Getting face to face makes a good first impression; you only get once to make it good.

Ask their permission to repeat back to you what they think you just told them. It is most effective to have them say it; then it must be true.

Let them own it first. Have a story to tell of how you had to come back to job that the other guy messed up or just might have quite because he priced it too low. We all have those stories or more than one that you can select from. Paint that picture and let them feel the pain and decide that they never want that to happen to them and so going with you is their best option.

You can’t close every one you quote the first visit so never leave without scheduling next time together. Again if let it go vague now then they will be vague on saying OL later.

Sorry to run on but nothing happens until they say: “Yes”; shake your hand and give you a deposit.

Ten most important two letter words are: If it is to be it is up to me.
 
All very good points. A few questions, you mention setting up the next meeting. Do you present all of your proposals in person? Many times during a consult the potential client may be in a rush or run the conversation. After gathering the info you need to quote the job, do you still make it a point to address all f the advantages to hiring you?
I have been selling work for 12 years or more. Never have pushed info on clients unless they asked. But now we have worked so hard to become a legit solid outfit providing a product better than most in our area. The better we get, the more it pisses me off seeing the cheaper guy with no workers comp or not paying their help OT or whatever it may be getting the job.
 
What Dan says about learning who your customer is will help with connecting your advantages to their values. These are the only advantages that count. While you may have a long list, you need only cite the one's that directly relate to them. There's a simple formula, FAB, Feature, Advantage, Benefit. What is your feature, certification, bucket truck, crane, ongoing learning, etc... the advantage of having that.... the benefit to that particular client.

The importance of establishing a specific follow up can not be emphasized enough. Leave it vague and you've lost control of the sales process. You'll be second guessing yourself as to when to call and it will come across in your voice. Instead, making a specific date AND time for the next step lets you put it on your calendar and then it's a simple step you know you must take. You sound confident and professional when you come through. The client takes you as a serious business person not some dude with a saw.
 
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