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Old 02-24-2013, 06:06 PM   #101
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Originally Posted by cdaniels View Post
I'm doing a bedroom today that I gave a quick estimate on last week.I was in a hurry and overlooked about an extra hour of work taking down a border.Not a big loss but wish I had that extra hour for Sunday afternoon.Lesson learned.

you are real lucky it only took an hour
the last 3 borders I have removed were applied with VOV over unprimed painted drywall
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Old 02-24-2013, 08:29 PM   #102
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Ken thanks for taking the time out of your day. I'm reading a book right now so full of marketing gold with a statement of a guarantee for reaping the benefits. There is a catch with it though. There are a few paragraphs in which the author makes it clear that simply reading the data will not be sufficient, the data has to be put into action. It's time consuming work. It's not brush in hand work but it is indeed work. Working on the business rather than working in it. Anyway thanks again.
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Old 02-25-2013, 07:31 AM   #103
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Quote:
Originally Posted by HouseOfColor
Ken thanks for taking the time out of your day. I'm reading a book right now so full of marketing gold with a statement of a guarantee for reaping the benefits. There is a catch with it though. There are a few paragraphs in which the author makes it clear that simply reading the data will not be sufficient, the data has to be put into action. It's time consuming work. It's not brush in hand work but it is indeed work. Working on the business rather than working in it. Anyway thanks again.
Isn't that a great book! Have in my truck just to get me motivated ...
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Old 02-25-2013, 02:30 PM   #104
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Mine stays in my briefcase so it's everywhere I go pretty much. I look through it at least once a day.
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Old 02-25-2013, 04:03 PM   #105
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I think there is a common middle ground and that a mix of all of the above works depending on the situation at hand. What PP says does work. I know.
But I am also little bit Like Pat and Neps. I don't want to feel like a high pressure salesman or desperate. I always felt if I asked for the sale on the spot that i would be sounding desperate. And I don't have the software and presentation setup either. I want to go to the office and do it on the computer and fax or email a nice version instead of my hen scratched version that would probably kill the sale on the spot I write so bad.
And I do give verbal prices or written on my business card with a promise for a written proposal. And I have asked for the sale on the spot more and more lately with some success. Because like someone else pointed out. WE deserve the right to ask for the sale. WE have spent a lot of our time and money to give a "Free estimate".

So I have put it to the test lately and asking for the sale on the spot or with a follow up call in a few days, increases closing rates for sure. And decided i had a good test foir it again just now before this post. I got the call this morning. It was a roof cleaning, house cleaning and window cleaning job. A 1 or 2 day deal on a fairly large house. I never visited the job. But I googled it and told her i looked at her job (because I did, For p/w and flat work I can bid it that way.) I gave her a price on the phone. She siad OK and was ready to end the conversation. And I simply asked, "Do you want me to put it on the schedule." And she did not hesitate and said Yes. Done deal. One step close at home. I know its not a 10k remodel. But its proof the principle works regardless.

I will follow up here in a few days as to weather i bid it too low or not without seeing it in person. But I don't think I did. If anything I have myself covered even if its 2 full days. I cannot for the life of me seeing it even taking that long. WE have a lot of experience in this and a great roof cleaning system and the material can't be to much.
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Old 02-25-2013, 08:06 PM   #106
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On the washing side, I like being able to verbally sight unseen give a ballpark through a couple questions, google earth or some similar thing. Ballpark though. I know this can be seen various ways, but aside form bidding too low maybe..... upsells. Rust stains, gutter brightening, patio furniture, awnings....Hopefully she is there when you do the work and is open to them if they are there for the taking. Again, being able to ballpark just from a couple questions on the phone is real nice though especially if it comes up as a sell. That's worth a couple bucks at least. Hope it works out.

Software and presentation... I bet I could do it all from the ipad. Washing anyway. Just gotta make the time.
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Old 02-25-2013, 08:51 PM   #107
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If its relevant to you washing guys, my washing proposals are very simple Word documents with a little space to write extra things in and that is what is given to the customer. I want to be "real" and not make myself out as this guy that carries a laptop and a book of 101 closes. These are most often sub $1000 sales and they don't require everything I listed in previous posts. I have been blessed to build a nice referral business and good name so the great majority of my sales for a house or roof are conducted on the front lawn. I wouldn't include that tidbit in a book on selling or estimating but I don't want anyone reading to feel they cannot close a ton of (this type) work without going through all of these steps.
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Old 02-26-2013, 01:04 AM   #108
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Quote:
Originally Posted by HouseOfColor
Ken thanks for taking the time out of your day. I'm reading a book right now so full of marketing gold with a statement of a guarantee for reaping the benefits. There is a catch with it though. There are a few paragraphs in which the author makes it clear that simply reading the data will not be sufficient, the data has to be put into action. It's time consuming work. It's not brush in hand work but it is indeed work. Working on the business rather than working in it. Anyway thanks again.
What book?
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Old 02-26-2013, 01:16 AM   #109
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Originally Posted by PressurePros
Dave in sales talk that is called a one-legger and they are nearly impossible to close. The conversation above is how you handle "we are getting more estimates". You have to find out what they hope to accomplish by having 3, 5, or 20 bids. I had a lady say to me the other day, "we never make a decision to buy on the spot." I call that BS for exactly what it is.. a crock. I asked her, in a non confrontational way if she goes to several supermarkets to price before she buys her groceries. 75% of people buy a car from the first dealer they visit. The goal is to get to the bottom of their concerns, address them, resell the benefits and keep closing until you get an outright yes or no.

And congrats! Sometimes that's all you have to do is ask for the business.
Hey Ken (and all)
This is in response to the challenge of "I'm going to have to talk with my husband / wife before making a decision". You called this a one legger I believe. I ran into this today.
The only way in know how to deal with this short of trying to meet both people at the same time is something like this:
"Mrs. Jones I understand that you would want to talk with your husband about this before making a decision. Since you've already said that there's nothing else keeping you from moving forward other than speaking with your husband about this, what do you think some of his biggest concerns would be? What do you think you will tell him based on what we talked about?" Etc etc.
of course when I heard it today I just replied "ok, well let me know if he has any questions, and I'd be glad to meet with him as well if that would help". Fortunately they live 8 minutes from my house. Still, I'm thinking there's a better way to deal with this major obstacle to closing the sale.
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Old 02-26-2013, 11:27 AM   #110
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Quote:
Originally Posted by Damon T

Hey Ken (and all)
This is in response to the challenge of "I'm going to have to talk with my husband / wife before making a decision". You called this a one legger I believe. I ran into this today.
The only way in know how to deal with this short of trying to meet both people at the same time is something like this:
"Mrs. Jones I understand that you would want to talk with your husband about this before making a decision. Since you've already said that there's nothing else keeping you from moving forward other than speaking with your husband about this, what do you think some of his biggest concerns would be? What do you think you will tell him based on what we talked about?" Etc etc.
of course when I heard it today I just replied "ok, well let me know if he has any questions, and I'd be glad to meet with him as well if that would help". Fortunately they live 8 minutes from my house. Still, I'm thinking there's a better way to deal with this major obstacle to closing the sale.
And then you get the. Can you start Wednesday instead of Tuesday.? My husband is going out of town for a couple weeks and I don't want him knowing I am spending money".
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Old 02-26-2013, 12:27 PM   #111
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you are real lucky it only took an hour
the last 3 borders I have removed were applied with VOV over unprimed painted drywall
Thats called borderlined!
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Old 02-27-2013, 07:11 AM   #112
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[QUOTE=the paintman;381392]I think there is a common middle ground and that a mix of all of the above works depending on the situation at hand. What PP says does work. I know.
But I am also little bit Like Pat and Neps. I don't want to feel like a high pressure salesman or desperate. I always felt if I asked for the sale on the spot that i would be sounding desperate. And I don't have the software and presentation setup either. I want to go to the office and do it on the computer and fax or email a nice version instead of my hen scratched version that would probably kill the sale on the spot I write so bad.
And I do give verbal prices or written on my business card with a promise for a written proposal. And I have asked for the sale on the spot more and more lately with some success. Because like someone else pointed out. WE deserve the right to ask for the sale. WE have spent a lot of our time and money to give a "Free estimate".

So I have put it to the test lately and asking for the sale on the spot or with a follow up call in a few days, increases closing rates for sure. And decided i had a good test foir it again just now before this post. I got the call this morning. It was a roof cleaning, house cleaning and window cleaning job. A 1 or 2 day deal on a fairly large house. I never visited the job. But I googled it and told her i looked at her job (because I did, For p/w and flat work I can bid it that way.) I gave her a price on the phone. She siad OK and was ready to end the conversation. And I simply asked, "Do you want me to put it on the schedule." And she did not hesitate and said Yes. Done deal. One step close at home. I know its not a 10k remodel. But its proof the principle works regardless.

I will follow up here in a few days as to weather i bid it too low or not without seeing it in person. But I don't think I did. If anything I have myself covered even if its 2 full days. I cannot for the life of me seeing it even taking that long. WE have a lot of experience in this and a great roof cleaning system and the material can't be to much.[/QUOTE]

Turned out great. In fact had i bid it in person i probably would have bid it for less. Because online the roof looked bigger and more difficult than it did in person due to the fact that it had four or five angles/levels. We had inclement weather also yesterday or otherwise could have finished the job in one day. We are going back today for maybe 2 hours to clean the windows with soap and water as part of the scope of work.
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Old 02-27-2013, 08:12 AM   #113
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Originally Posted by Damon T

What book?
Ill pm you the book name don't want to ruffle any spam feathers.. Or just go to the thread I started called Good read for marketing and business.

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