How many people know how to qualify leads? Do you know what it means? Do you jump in the truck and look at every job? Do you find yourself looking at the wrong jobs and missing the right ones? Do you b*tch about giving “free estimates” or tire kickers wasting your time?
If your successful then you probably already know how to qualify your leads, which is the first and most important part of selling.
Qualify, Sell, Perform.
More to come……
Ditch
Replies
I see we think alike in other things as well.....
keep em coming......I miss the old sales seminars....
You get the mag.....QR....Qualified Remodeler?
if not..go online and "subscribe".....free.
http://www.qualifiedremodeler.com
it's very business/sales oriented.
Jeff
Buck Construction Pittsburgh,PA
Fine Carpentery.....While U Waite
Deck Bids
I try my best to qualify my customers before I hop in the truck to go meet with them.
1.First I ask how they found out about me.
2. How high off the ground is the deck? Above 30" requires a permit, railing, and the higher up the deck the higher up the price.
3. Do they have an Idea how many square feet do they want their deck to be?
4. After doing some quick calculating I ask are they ready to spend appx. this many dollars on a deck that size?
5. If they seem receptive then I ask are they willing to wait 3-4 months to have their deck built?
6. If they still seem receptive I will make an appointment and meet with them BOTH at the same time to qualify their needs before I take the first measurement and start designing their new deck.
The problem I am having is after designing and pricing each component of the deck and offering 3D renderings of the design some of them will not even return my calls to answer questions, re-design, or scheduling openings?
I am currently booked till October but that doesn't mean we won't have an opening due to re-scheduling.
Some people are just plane rude and don't have the decency to call back.
Bob
"Rather be a hammer than a nail"
Bob,
That's what I'm talking about! You have the answers to the most important questions before you burn one drop of gas. How many guys would drive 30 miles to ask those questions....only to find out that the homeowners aren't willing to spend that kind of money right now?
That first question is the most important:
1.First I ask how they found out about me.Ditch
Bob (Pro-Deck) posts:
1.First I ask how they found out about me.
1). Referrals:
The holy grail of selling. More guys screw this up than any other. This lead doesn't need qualified. When you get a referral....call and make an appointment....period. Even if you think it's a waste...go. Why? Respect. It's like when the godfather sends for you...you don't stand him up.
I'll drive 50 miles to sand a 10X10 room if it's a referral. Know what I make on 100 sq. ft.???? Zilch. Nada. Zip. Costs me more in gas, paper and finish than the invoice amount. It's about respecting the person who handed my card to someone and said "Call this guy, he does nice work, he's fair."
So..... I'm sanding a floor last winter and the homeowner asks me if I know of a painter. I have one of those biz card binders you buy at office max, holds like 250 cards. I hand her the card of a good, neat painter I know. She calls, tells him I referred him, says she wants a small room painted, dark color, some spackle work. He declines...right on the phone...won't even come look at it. She calls me back and asks if I know of another painter....I go to the binder and get another number. He visits her the next night. Agrees to do the job. Skinny job....but it's a referral....and he won't diss me.
So....This spring she decides to have the whole exterior of her period victorian painted. 35k job. First and only guy she calls...you guessed it... painter #2.
So.... #1 sees #2 at the paint shop. #1 says: "Man, I heard you're doing the old Devito place, How'd ya luck into that"?
Ditch
When Some one refers you it is a reference. Period. people don't generally ask for refrences, but they get one anyway. before you are even there to met them. as long as your truck isn't rusting out and smoking, and you speak to them like you've installed a 1000 tubs and showers. you can't lose. but be careful. If a guy sends you the job because there was somthing about it he didn't want to deal with. You may have been his exit line. and he refered you because it makes him look good, and he wouldn't dare offer the job to one of his good buds.
It depends who offers the job, of course. like i had a contractor that i worked for about 7 years ago refer me for a job. first time as far as I have been told by anyone. what did i do to deserve it? Haven't seen him since and didn't even know who they were talking about when they called. i went anyway, and gave a solid price but they didn't feel comfortable with having me do the work. They never really did explain why, I scared them so bad. The price of doing buisness. Free estimates and abuse.
Where there's A wheel there's a way, got any wheels?
Edited 5/24/2003 10:03:08 AM ET by MuleSkinner
I hope you are charging for your design and estimating services.
You deserve to get paid for it and they shouldn't expect your expertise to come free!!Mr T
Do not try this at home!
I am an Experienced Professional!
Bob... i show 'em all the bells and whistles.. but i never leave anything with them until i have either a design fee in hand.. or a deposit on the job.
and i never mail anything .. it's face to face or nothing
did i say never ?... well, i meant ..... hardly ever.....
Mike Smith Rhode Island : Design / Build / Repair / Restore
Edited 5/24/2003 9:02:34 AM ET by Mike Smith
You're right Mike- I spend so much time and am so proud of my deck designs that I leave them with the customer, thinking they will be so impressed with my professionalism that they will surely call me back wanting the opening I've told them about.
Well it hasn't been happening and I think it is because I am Not charging them for the drawings and 3D designs, making them feel like they are purchasing something of value.(My design/their dream).
In my honesty to price each component of the deck - stairs, benches, railing, arbor, I've given them a breakdown to show the the other guys that will gladly build it cheaper.
From now on I will charge for these drawings and credit the expense if they utilize my services.
Thanks for the input.Bob
"Rather be a hammer than a nail"
Pro - what software do you use for the 3d renderings?Do it right, or do it twice.
An old "Floor Plan Plus 3D"- that is the name of it , but I don't think you can get it anymore.Bob
"Rather be a hammer than a nail"
Bob,
The key here is not to leave your deck designs with the prospect at all.......
Unless you plan on making your living selling just the plans & designs.
There is always someone who can build anything for less.
The prospect will value your professionalism and you will definitely separate yourself from other contractors with your presentation , just wet their appetite with your designs don't give them the steak [prints, designs , sketches , etc. ] until you have a signed proposal. Then you'll admire your own professionalism and your bank account.
Have you considered showing two designs, one they might have conceived and the second a different configuration. Now all they have to do is choose which one they like best , rather than choosing between you and some other contractor.
DON'T LEAVE THE STEAK OR SOMEONE ELSE WILL EAT IT.
You've wet the appetite. I probably need some work in this area. Today I was happy I had the foresight to spend a minute asking questions. When I found out she wanted her 1000sf basement finished for $4K, that settled it. I didn't waste the trip. Standing by . . .
"The child is grown / The dream is gone / And I have become / Comfortably numb " lyrics by Roger Waters
Come on, Ditch, let's hear it -- what's next?
DRC
2). "I gotta little problem".
This is the 2nd best lead.
Most trades don't want to come in behind somebody who screwed up. I relish the opportunity. Usually these customers are desperate. They need somebody who knows what they're doing. Meet with them. Decide if their complaints are valid. If they are, and you are confidant you can rectify the situation, jump on it. Everybody loves a hero. Satisfied customers will talk this up.
The attachment is an example of this. I was called by a customer who was unhappy with a new floor installed by someone less than qualified. A new floor was butted up against an old one during an addition. The butt joints occurred in the middle of a room. The board edges didn't even line up and the gaps approached 3/8". The owners weren't happy but were told that once the floor was sanded and the gaps filled it would be "nearly invisible". The homeowner finally fired the guy when he watched him struggling and trying to figure out how to put the belt on a rental machine.
This was an easy fix and produced 3 more leads in the course of a month.Ditch