long time listener, second time caller…
I am a novice general contractor, having 18 years experience as an employee and freelance carpenter in mid- high range remodels. I’ve had my license for 2 years now, but would love advice on how to present myself and my work at the first meeting. I would also like to know how other GCs proceed with estimates and design work. When do you start charging for your time? Any and all advice and anecdotes are appreciated.
Replies
how to present myself and my work at the first meeting. Kinda depends on how you got to the "first meeting". Was it a referral? Then the initial ice breaker has already happened. I assume there was a phone call inviting you to the meeting...be prepared to talk about things that you have done that are germane to what the client wants to do.
There are several lengthy discussions about charging for time and estimates...hope you can find one...maybe in the business section.
Do it right, or do it twice.
Your 1st priority is to sell yourself.
In selling yourself, your 1st priority is to come across properly during that 1st sales call.
I selling yourself, your 2nd priority is the instant perception she/he will develop of you from your “image.†What you look like when you present yourself, and later, what comes out of your mouth.
As stated in “Permission Marketing†(read it) , this customer is giving you permission to sell her/him something, hopefully what they want, and by you.
When in their home, find something about them or their past that is common with your. Commonalities brings people closer together, granted a weak bond, but a bond none the less.
Ask questions and listen more than you talk. Do not interrupt.
This 1st meeting is like a date. In effect each of you are saying to the other: “Let’s see if we like each other.â€
Treat it as a 1st date.
Only after the above has been established can you then go on.
"Treat it as a 1st date."
Sonny, you have summed it up beautifully.
It is also important that you don't come off as a phony. Be yourself. You are interviewing them as much as vice versa. Some customers are just not a good fit and it is better to know this earlier rather than later. We are often working with a customer for a year at a time and if your personalities are not compatible, it is a serious problem and not really anybody's fault. As Sonny says, do more listening than talking.
Was gonna say "wheres Sonny when you need him" but sure enough......
For me.What I've learned over almost 30 years in the biz is "to be myself"!
A few earings...poney tail and bald......jeans (no dockers..echhhhh)....I don't try and come across as Mr. Professional...but rather as the ar-teest I feel I am.
I dont try and come across as Mr. Say all the right things but rather say whats on my mind about their job.
I'm as far away from generic as one might get...maybe thats why I've had the success I have...I'm "real"!
I also learned not to talk "too much"...always gets you in trouble..never fails.
My work is my life and thats all I have to say and all I let loose to potential customers.
I don't "ever" try and sell myself......I just am myself.
Seems to have worked real well so far.
Your working days are far more consuming than your home life, so in my mind.....keep it real and conscious and happy!
Be yourself and "charge" for estimates after 20 minutes!
andy
My life is my practice!
http://CLIFFORDRENOVATIONS.COM
Oh my gosh,
an actual thread I can post to and be helpful! I should also introduce myself - I'm a longtime member of CooksTalk, but just finished a remodel/addition of our home, but we're only halfway up the remodel mountain, since my DH and I are having to finish up the job (he has some experience, I have almost none, hence I've been visiting here almost obsessively for the past month). Whew, that's over!
Anyway, we met our eventual GC for the first time over a year ago now. I had gotten his name from the NARI website as an acredited remodeler, contacted his office for the portfolio (nice pictures, glowing recs, of course) and then interviewed him a few weeks later. He wore Dockers, a work shirt, and had his briefcase, and basically was himself (now that I know him a little better). His anal-compulsive nature came through in the meeting (which was not a drawback in our eyes!), and he was very matter-of-fact, honest (we now know) about the drudgeries of remodeling, costs and inevitable conflicts we were likely to have. He was also quick to say "I don't know" if he really couldn't answer a question. His passion for doing quality work shone through (he told of having conflicts with previous clients about doing quality work vs. cheap work, and sometimes you can get away with that and sometimes you really can't). He was realistic, encouraging, and acted interested in our project, ideas and questions, but he wasn't slick, obsequious or false. I'm sure there are honest and excellent GC's out there who act like salesmen, but it really would have turned me off.
I also had an online referral (from a parents' message forum), and felt very good about him and his firm, but the personal interview nailed it for us. We ended up not going the route of him giving us an overall bid for the job, but rather paid directly what each part of the job cost, plus his 10% fee for his part. Using him was a good decision, one that we are very happy with.
Kris
p.s Steve was kind and natural with our two boys, which is always nice!
Thank you for some good advice. I'll keep it in mind at my next meeting.
I just wanted to say a few things ,yes for sure be yourself , if your very professional then be that if your not dont worry . I dont look like a suit, t- shirts, jeans sweat shirts , thats me, not thin, grey hair pony tail ,47 yrs old. if you need good work fair prices then call me, if you want stiff, serious , dull, then you dont need me im old time carpenter with modern tools and can do almost anything . My way is comfort, if you like me and i like you then ill let you be my customer if not then you need to get somone else, my customers are good to me and im good to them. they like me for who i am not who im not , its so much better. they wont hire anyone else most of the time and when they need to they call me to tell them what they need.I even had one customer hire me to be at her house when tree crew was cutting down trees on her property just so it was done right . its a trust thing dogboy