That's something we can't do over the phone. And when we pass that test, the customer is often willing to spend more than they orginally planned.I did pass her "character test' un be knownst to me that I had been tested.
It's annoying sometimes, especially w/o a full time sales person....or if you are the salesperson and the technicianThis thread probably pertains to the 1 to 2 man operations. With gas going up it is getting real old going out and giving tire kickers estimates who love to chat it up. Do any of you have good screening techniques to screen out the I’m just wondering crowd?
Bingo. If you don't like the results you are getting, then don't keep doing the same thing.It's annoying sometimes, especially w/o a full time sales person....or if you are the salesperson and the technician
But it's part of the deal you know....you will never sell them all, and will always have people trying to get a feel for you and your company
You'll want to keep track of your closing rate, then you can tell if your getting excessive tire kicking going on
If that's happening, you may want to change your marketing strategies and/or advertising techniques
These types are the ones i like most because this is where i become their friend and not their painting contractor. It's the people who yell for you to come in when you knock on the door without getting off the couch and tell you...."oh, my wife never told me you were coming, what did she tell you we need painted."(had this type 2 days ago). I told him i was there to look at the 2nd floor hall and 1 of the bedrooms for plaster repair due to a roof leak. He said, i don't know why you are here cause we lived with it for over a year now, go on up and take a look." After doing my assessment i ask him a few questions with replies of " you are going to have to ask her"(i'm thinking, no wonder i'm here, you can't get off the couch smacka$$). Later that day i call "her" with a price and questions i had about the repair and paints. Her reply was with an attitude"I don't want prices for painting, we do that kind of work. We just wanted a price for repairs". I gave her a price for repair only and she responded with "i'll have to talk it over with my husband and we'll get back to you".:no: Please don't.who love to chat it up.
I do the same thing with my submittals. I give it a 30 day window, although at times I have given in 3 months later when I was slow.The standard proposal starts out with a prewritten line that goes, "I propose to funish the materials and labor...."
At the bottom of that form is also a preprinted area to enter an expiration date for the proposal. If they don't hire you by that date, the proposal is no longer valid.
It can be very easy to misinterpret words, particularly written words.Phone conversations are like the internet, You never know what you will get. Face to face we see expressions and body language that tell more than words.
Now--that is one great way to cut to the chase Kelly! And, btw a page borrowed from some of the very best sales people in the world.A Ben Moore event I went to a few years back had a great speaker, who went over this...in fact I bought his book...I'll look around....but he said when a new customer calls and describes the job to you, ask how much money they have budgeted for this project...and then shut up. Whatever you do let the customer respond no matter how long the silence.