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Old 03-30-2010, 07:11 PM   #21
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A lot of people would find that level of aggressiveness uncomfortable, but I think that it is a great approach. If you want to sell a job, why pretend otherwise?

There is certainly a line between being rude/ pushy and simply asking for what we want. But if we don't ask for the job, the customer might think we really don't care. And if we aren't asking for what we want, I would argue that the customer is correct.

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You are correct sir. !!

It's a balancing act, reading a customer, and selling YOURSELF is critical.
I'm a master, at it....just saying


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Old 03-30-2010, 07:24 PM   #22
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It's a balancing act, reading a customer, and selling YOURSELF is critical.
I'm a master, at it....just saying
I agree. If we don't believe in ourself, why should we expect the customer to?

Selling is largely about trust and confidence. Before the customer can have confidence in us, we must have self-confidence. The lack thereof is why many contractors compete on price.

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Old 03-30-2010, 07:49 PM   #23
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I'm just curious, what is your closing rate meaning how many bids does it take for you to close one? I thought follow-up was a standard, you telling me you dont call back at all? Just asking
It has just been my experience that if a HO does not like my presentation or price then I know in the two initial visits. I do not give them a hard sell and do not like to call to "follow up". I will call if I have emailed or if the HO asks me to just mail or drop off the estimate. If they are shopping for price then we are probably not a good fit to begin with.

My residential closing rates are low but that is how I want them.
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Old 01-12-2012, 08:03 PM   #24
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I dont do follow up calls. Maybe a follow up email but no calls.
never have made a follow up call. Once the estimate goes out, move on. If you got the job, they will call you.
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Old 01-12-2012, 08:07 PM   #25
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Everyone is a salesman whether they like it or not. You are selling clients on why they should use your painting company, kids are selling their parents on why they should be able to stay out later, the preacher is selling salvation.....read a book called "sell to survive", I actually bought 12 copies for my sales team before at my last store. Those in business today who think selling is beneath them will perish!
Thirty years later, never made a follow up call. Never have any down time. If you show up knowing your trade, knowledgable about products, and honest about what the job will take you will get jobs. Pressuring the client does not sell the job. Leaving them with the impression you are competent, knowledgabe and reasonable will sell the job.
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Old 01-12-2012, 08:12 PM   #26
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Follow up from what? All sales closed before I leave the porchlight.





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Old 01-12-2012, 08:26 PM   #27
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Thirty years later, never made a follow up call. Never have any down time. If you show up knowing your trade, knowledgable about products, and honest about what the job will take you will get jobs. Pressuring the client does not sell the job. Leaving them with the impression you are competent, knowledgabe and reasonable will sell the job.
Of the jobs I don't close on the spot, 50% are closed in a follow up. Its not pressure. People put stuff on the back burner. You can make your follow up calls very benign. "Hi Mary, Joe Painter callin' from Ninety-Nine Dollar Rooms Painting. Just calling to see if you had any questions or concerns about the bid I sent over on Monday." I have found they always thank me for calling, mention something that has taken them off course from making a decision and either book or tell me they will let me know. Or, they ask questions which lead to a close. If you have cajones you can box them in (gently) and ask when they will have a decision and then follow up again at a predetermined time.

Not everyone's personality is aggressive, but.. the aggressive are the ones that eat. Its just the nature of selling. The whole 'I never call back to follow up' is either ego or fear. If a person was willing to go out and do the proposal in the first place, it means they wanted the job. What changed in between giving the proposal and now? Its usually fear of rejection. Not following up has been proven to give away a good chunk of jobs that could be yours. With respect to my friends, I can not fathom the whole anti-follow up sentiment. Its business.
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Old 01-12-2012, 08:29 PM   #28
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Darren had a good post about this today.....
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Old 01-12-2012, 08:30 PM   #29
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Darren gets it.
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Old 01-12-2012, 08:32 PM   #30
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Just lost one today that I was certain I had.

Last edited by straight_lines; 01-12-2012 at 08:34 PM..
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Old 01-12-2012, 08:37 PM   #31
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Just lost one today that I was certain I had.
Why do you think you lost it? I don't mean prove to me you lost it, I mean have you analyzed and determined why you were not hired?
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Old 01-12-2012, 08:38 PM   #32
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Of the jobs I don't close on the spot, 50% are closed in a follow up. Its not pressure. People put stuff on the back burner. You can make your follow up calls very benign. "Hi Mary, Joe Painter callin' from Ninety-Nine Dollar Rooms Painting. Just calling to see if you had any questions or concerns about the bid I sent over on Monday." I have found they always thank me for calling, mention something that has taken them off course from making a decision and either book or tell me they will let me know. Or, they ask questions which lead to a close. If you have cajones you can box them in (gently) and ask when they will have a decision and then follow up again at a predetermined time.

Not everyone's personality is aggressive, but.. the aggressive are the ones that eat. Its just the nature of selling. The whole 'I never call back to follow up' is either ego or fear. If a person was willing to go out and do the proposal in the first place, it means they wanted the job. What changed in between giving the proposal and now? Its usually fear of rejection. Not following up has been proven to give away a good chunk of jobs that could be yours. With respect to my friends, I can not fathom the whole anti-follow up sentiment. Its business.
Is your 'closing rate' lower for follow up calls?
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Old 01-12-2012, 08:40 PM   #33
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Just lost one today that I was certain I had.
Hate that.
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Old 01-12-2012, 08:42 PM   #34
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Why do you think you lost it? I don't mean prove to me you lost it, I mean have you analyzed and determined why you were not hired?


Price, to be more specific $2500. I haven't yet asked all the questions I want to ask, but I am struggling with "We really liked you a lot more than this other guy, and feel so much more comfortable with you but...

but not $2500 more.

I will make contact and at least make sure the scope of work was the same. I knew I had this one sold from the first ten minutes with them. Thought it was a done deal, then today I got the call of death. I feel like I have wasted two trips and 25 hrs of my life.

11k job.
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Old 01-12-2012, 08:47 PM   #35
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Yeah that's tough to hear. Can really rock your confidence. But it is an easy one, straight. If you are not rocking customers real hard in your area then there are only a few ways you can be undercut by that much. A completely different set of parameters (service and materials), a not legitimate business, or a new guy that has little clue how to bid a job. I know you well enough from your writings that I don't have to get into ways to overcome all of those. Good luck. Its still yours.. just a speed bump to get over.
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Old 01-12-2012, 08:49 PM   #36
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Price, to be more specific $2500. I haven't yet asked all the questions I want to ask, but I am struggling with "We really liked you a lot more than this other guy, and feel so much more comfortable with you but...

but not $2500 more.

I will make contact and at least make sure the scope of work was the same. I knew I had this one sold from the first ten minutes with them. Thought it was a done deal, then today I got the call of death. I feel like I have wasted two trips and 25 hrs of my life.

11k job.
Tommy

Sometimes you do nothing wrong, there are just too many dollars stacked against you in relation to god only knows how many other paint contractors.

I was thinking about this today, the whole competitive bidding thing. It is flawed. Especially in an industry where it is really hard to get true apples to apples. And the ones that are apples to apples are not the kind of apple to be anyways.

Sometimes on a first generation lead, its predictable. If it starts happening to you on repeats and referrals, it would be more disturbing.

When people say "we were so much more comfortable with you and know you would be great..." it really means "this sucks, we cant afford you, so we are going with someone else and we hope it works out..."



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Old 01-12-2012, 08:57 PM   #37
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TO much cold medicine.

Last edited by straight_lines; 01-12-2012 at 09:17 PM..
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Old 01-12-2012, 09:04 PM   #38
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Saw a bunch of clicks come over from PaintTalk today and thought I would see what's been going on. Looks like my post was pretty timely!

I would love to get the rationale to not following up on bids? I bet there is another 30-40% more business in just putting in one or two more phone calls.

As a sales guy, I call until I get an answer. It can be no, but if I have done the work of doing a proposal, spending time on a call then I am sure as hell going to get an answer at least.
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Old 01-12-2012, 09:21 PM   #39
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Darren! How the hell are you?
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Old 01-12-2012, 09:45 PM   #40
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Originally Posted by salestrainer View Post
Everyone is a salesman whether they like it or not. You are selling clients on why they should use your painting company, kids are selling their parents on why they should be able to stay out later, the preacher is selling salvation.....read a book called "sell to survive", I actually bought 12 copies for my sales team before at my last store. Those in business today who think selling is beneath them will perish!

You sell the job being on time for the appointment, knowing your trade, treating the client with respect, answering questions with knowledge you've acquired over the years and sending a prompt written estimate. Pressure does not sell. Being good at what you do sells. Thirty years of success tells me I am not perishing.
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