Not all quotes result in a sale - but are you losing out on more clients than you should be? We’ve compiled a list of do's and don't's proven to help you nail down more jobs!
Whether you hang drywall, landscape, paint, build, or demolish, selling your service is one of the most important parts of your job. In fact, if you don’t know how to sell your services you’re going to have a tough time getting a chance to do them at all. If sales skills don't come naturally, don't worry, there are a few things you can learn and practice to make converting an estimate into a job easier.
Read on to up your sales game, land more jobs, and grow your business today.
Do's of Selling
Do: Be Friendly, Polite, Respectful
You may be talking to a customer, but they’re talking to a stranger that’s come into their home. Smile, offer compliments, and actively listen. Be on time. Ask if it’s OK to wear your work boots in the house. Make friends with the pets. Do everything you can to leave a good impression and not just come across as someone there to do a job and get paid.
Do: Treat Every Quote as a Potential Job
Sure, you may walk in and think there’s no way this homeowner can hire you for this job, but they might surprise you. If you don't sell yourself like you’re going to get the job, you won’t. And if that job isn’t right for you, a good impression means they’ll keep you in mind for something else in the future.
Do: Know Your Elevator Pitch
An elevator pitch is a 30 second bio about yourself and your company. In that time you need to be able to make an impression or you’re much less likely to land the job. Highlight what makes your company the best option. Be clear and concise so you stand out to the homeowner right away.
Do: Be Honest
Whether it’s the price, the time frame, or the materials, be totally, 100% honest with the homeowner, even if it’s something they don’t want to hear. Giving the homeowner as much information as possible from the beginning helps build trust and encourages them to sign on with you. They’ll be much more comfortable knowing what to expect and that you’re not trying to pull the wool over their eyes.
Do: Bring References
Anytime you finish a job, ask the homeowner if they’d be willing to be a reference (either in person, over the phone, or in a written testimony) for other homeowners looking to have similar work done. Homeowner testimonials go a long way to making your crew stand out from all the others.
Don’t’s of Selling
Don’t: Treat Every Homeowner the Same
While you should treat all people fairly, ‘fairly’ doesn’t mean ‘equally’. Try to read how each homeowner is feeling and adjust your pitch accordingly. Your sales pitch should be less scripted than the elevator pitch and more tailored to the homeowner’s particular wants and needs. Remember, other contractors will probably say the same things if you aren’t creative.
Don’t: Assume You Know What’s Best for Them
If you assume you know what’s best, the homeowner is going to feel pushed into options they don’t want. They may even feel ignored or ridiculed if you take the reins too much. While homeowners might be ignorant about the details of your work or reasonable prices, if you ignore their wants, they’ll find find someone else who won’t.
Don’t: Trash-Talk Your Competitors
Sure, you’re better than those other guys, but trash talking the competition is inappropriate and ultimately bad business. Take the high road, stay professional, and whether or not you get the job your reputation is solid.
Don’t: Forget about Social Media
If your online presence is lacking, you might not be getting calls back because of what a homeowner finds (or doesn’t find). Check out our tips on growing your social media presence, and make sure you know what people will see when they go looking.
Don’t: Be a Sore Loser
You’re not going to get every job you give an estimate on. Period. It’s still worth it to leave a good impression. Be cordial, let them know they can always call you back if they change their mind, and move on.
Tips for other readers? Questions about anything else? Something else you'd like to see us write about? Drop us a note in the comments down below!