Hi Guys,
I figured I should start a new thread rather than hijack Eric Paulson’s thread asking for sales tips on his tile job.
My granite countertop business has been disturbingly slow since January and I am hugely relieved that last week a local realtor I have gotten a lot of referral work in the past called with two projects for me. They are small and one involves installing prefab chinese countertops but I am thrilled to have work.
I went by the local (Santa Cruz) stone and building material yard where the realtor had identified some stone she liked and the countertops were identified with masking tape with her name on them.
I also noticed four other groups of countertops with customers first and last names on them. I wrote them down and went to Zabasearch.com and found their phone numbers.
My plan is to give them a call and sell them my services as an installer/fabricator.
The problem is I don’t have any sales background and don’t have a clear plan for cold calling them other than saying “I was at Granite Rock and noticed you had a few slabs, selected. I would like to offer you a quote on installing them”.
Can any of you please advise on a more effective opening line and strategy for turning these completely unknown individuals into actual clients?
Thanks in advance.
Karl
Replies
1st...make sure you're not going o bite the hand that feeds you
call the retailer that gave you te two referrals and ask what they think
don't trip on your own shoe laces and make enemies
ask your retailer for advice on the sales call.... they may knwo local cnditions that will effect your approach
Good point,This supply house is discontinuing the prefab slab countertops, they weren't my referral (a realtor was) and I am not using the material my client had considered from them. I am getting it from an entirely different source. Essentially I have no connection to the supply house that I got the names from and only use them to buy concrete which is very seldom.The best analogy is if I heard "Mike Smith" was looking at granite pre fab countertops and then you get a call out of the blue from Karl trying to sell you his services.Karl
Usually, by the time the slab has a name on it, the installer/ fabricator has already been selected.
Copying names from slabs does not qualify as a referral nor is it adding to your credentials. Instead, be straight-up with the supplier and ask who the buyers are and if they have a fab/ installer. This qualifies the "client" further and quasi-qualifies you when/ if you do call and say "so and so from stone supplier X referred me to you..."
You can always ask the Supplier to pass on your card.
Yes, this is to drum up business, but you are asking to be invited as a stranger, into someone's home. Be respectful of that. You may show your resourcefulness by finding their info but you did it without invitation/ introduction. Just think how many times cold callers have had success calling you.
Friend of mine cold called for a while. If you have a conversation with someone in 100 calls you were considered very good. If you closed 1 in 2000 you were brilliant.
You're talking about less than that. Improve your odds by cultivating connections.
People like to business with those they know and those they like. Work on that.
Hope this helps,
Frankie
Flay your Suffolk bought-this-morning sole with organic hand-cracked pepper and blasted salt.
Thrill each side for four minutes at torchmark haut. Interrogate a lemon.
Embarrass any tough roots from the samphire. Then bamboozle till it's al dente with that certain je ne sais quoi.
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Hi Franke,
Thanks for the input.You make good points.karl
I think Frankie and Mike are right.
But, if you choose to just make those calls, your initial statement is honest and gets right to the point. Nothing ventured, nothing gained.
I agree with Blue.
I'd call.
simply say I'm a granite installer and saw their name while picking out materials.
then ... I'd just say "Sorry to bother you at home but I 'd love to offer a price on installation".
if they don't hang up ... just roll into your little intro.
write it up first ... keep it short and sweet.
"I'm Karl, the owner of XYZ countertops ... we've been in busines for 300 years and try to focus on customer satisfaction, referals and repeat business. I have a full picture portfolio and list of client referals I'd love to show you."
old telemarketing trick ... don't give your company name in the very first sentence.
if they'r gonna hang up ... let them hang up w/o hearing your company name.
of course ... if they ask ... give both your name and company name.
Jeff
Buck Construction
Artistry In Carpentry
Pittsburgh Pa
Thanks Jeff,
That was very helpful advice.Karl