Your sales strategy is just as important as the actual hands-on work you do. Why? Because the way you communicate what you can do for the customer is the way you’ll land the job. Sales are incredibly important for any business owner. Knowing your best approach will help you win new jobs and gain referrals.
However, not everyone is great at selling. But, with a few easy tips and techniques, you can gain new business in no time at all.
The Goose Island Beer Company has a great slogan, “Not The Only, But The Best.” The company recognizes that you are likely to drink and choose from more than one beer. However, among all the options, they want to be the best one you drink.
In the video below, Noah explains how this slogan can translate into business. It’s likely other contractors will be bidding for a job, but how can you go above and beyond to be the best?
Becoming the best first starts with exceptional customer service and exceeding expectations. A few ways to do that is through open communication, showing up on time and being prepared.
Though every job is different, contractors should be willing and ready to provide estimates to their customers. Knowing what to present and how to present them can be tricky, especially when you’re trying to land the job.
Providing an estimate can be the hardest part of the business. Your estimate needs to be high enough to make a profit, but low enough to win the job. These tips below will help you create a good estimate and win the job.
To gather information on the project, you’ll need to have a conversation with the customer. Some clients are already aware of what they need and can provide you with information over the phone. However, it’s always a good idea to see the job in person, as customers can leave out important details. In all situations, this is your first impression with the client, so you’ll want to provide them with great customer service.
When was the last time you self-evaluated your work and operations? Many times, we can go months without looking inward at what we can learn and where we can improve. It’s important in any industry to always seek ways to continue growing, to better yourself and to better your business.
One of the best ways to learn new things is by listening to customers and their stories. As Noah explains below, some pros may have forgotten that no matter how long you’ve been in the business, you can always improve.
Sincerity can go a long way and that starts with your very first sales call. As soon you receive that lead, give the homeowner a call (after all, you receive a 10% discount). As you call, remember that real people are on the other end. They should feel like you’re calling to help them. A consumer should never feel like they are inconveniencing you and that all starts with your tone and sincerity.
As Noah explains below, some salespeople forget these very basic, yet important aspects of sales or estimates over the phone. See how a negative or insincere tone can ruin your chances of closing the sale.