Before I get to my question I will give a little background. I have been frequenting BT since ’98, but I’m not addicted. Anyways… I moved back to the Fredericksburg, VA area about 5 months ago and started a remodeling company (50/50 partnership) with a former co-worker.
So far work have been good. We formed a S corp., have received our VA class A license (unlimited residential) and things have been pretty steady. The few holiday weeks were a little slow but I’m sure no matter what everything moves a little slower at that time. I never mentioned much of this in any posts so thought I would clue everyone in.
My question relates to dealing with sales call scheduling. Our area is a suburb of DC and a lot of commuters don’t get home until after 7. It’s been difficult to balance family time with the need to sell some work. I’m sure everybody would like to do all of their visiting betwen 8 and 5 but I don’t know if that is feasible for us. Without having a recognizable brand I don’t *think* many would cater to our schedule when they could find 3 other companies to come out at night or on Saturday.
Another consideration is what is the best time, my conveinence notwithstanding, to meet with a prospect? They might not be interested in talking about their addition after having fought traffic for 4 hours.
So from a salesman’s point of view what should my goal be?
And then from the POV of someone trying to have some semblance of a life apart from being a small business owner?
Jon Blakemore
Replies
jon...i 've always done it when ever i could get the best time convenient to them and me...
if they have kids.. you want to keep them in mind.. they can be a big distraction.. but they are probably the reason they need your services
i've made some of my best jobs with the adorable 3 year old daughter drawing on my prints...
if you can steal time out of your production day.. you can schedule for their day off ( maybe they have a day off in the middle of the week )
other than that.. i like daylight visits for remodeling so i can get good digiital pics and see the exterior..
whenever both parties can get together is when we do it..
saturdays, sundays... whenever..if i have something scheduled with my family then they come first.. but if nothing is on the schedule... i set up the meeting
MIike,How many calls do you go on in any given month?I have had to make several site re-visits beacuse I couldn't see the exterior when I'm there at night. This is a problem especially in the winter.This thread is appropriate for me as I have been gone from 6:45am to 10:15pm today. Tomorrow I have an initial visit scheduled for 8:00pm in a town 45 minutes away. Someday things will settle down and I will have a comfortable 9-5 (yeah, right).
Jon Blakemore
Jon,
I think we all start out feeling that EVERY call is important--------later on we realize that EVERY call is not important----or at least not equally important.
So we start to set up limits.
We limit the 1)scope of work we will do,or we limit the 2) geographic area we will serve, or we limit 3) WHO we will give estimates to based on our historical likelihood of getting the job( if your records show that over the years you have given 173 proposals to left handed ,red headed podiatrists with out completing a sale----you will eventually start screening out left handed,red headed podiatrists from the ranks of people you consider potential customers.)
Personally----I base my limits on all 3 --- plus a few others
for instance----I really wouldn't be interested in considering a project 45 minutes away----unless I had an overwhelming good reason to believe I would get the job with zero competitors( so I could charge as much as humanly possible)
After you have enough limits set up ---you find out that the sales calls you DO make are extremely productive because you have the TIME to service the daylights out of them . If you are only going to go on a few sales calls---then you don't mind if some of them are at 8:00 at night-----and if you have limited your geographic service area you can handle everthing more efficiently
Best wishes to you-----I know when you are starting out you feel EVERY call is equally important-----
Stephen
Stephen,Thanks for your reply. You have impressed me over the years by showing that you understand your market and are able to use this knowledge to achieve your goals through your company.You have a good point about using your calls wisely. I think of some that I have gone on where I did not give excellent service, the job was lost, and therefore the time was mostly wasted. If I'm not going to do everything I can to get the job why not just bow out on the phone before committing any time.So, how's the door replacement business working out for you? Are you still pushing that or focusing more on roofing/dw and plaster repair?
Jon Blakemore
Jon,
Door replacement business proceeding nicely and on schedule. Door jobs in 2004 up 6 or 7 times 2003 figures. That's not a tremendous amount as I am still under 20 a year and I would like to build it up to about 35 a year or so.
Small plaster and drywall repair coming along nicely----In combination with my Roofing business I have found this to be an amazingly easy sale. The great thing is that it can ALWAYS be postponed to a time convenient for ME-----( read " rainy day" ). I just tell the customer that I want to wait a couple weeks after the roof is repaired or replaced to let things dry out----and then I have almost complete controll over the scheduling.
I am still quite solidly in the roofing business and expect to be for at least another 3-6 years ( those would be roughly my remaining tuition paying years for my sons' education)
I am just trying to position myself NOW for a long, pleasant semi retirement beginning as soon as I write that last tuition check.
Stephen
Jon,
what a perfect opportunity for a close! You need to make a daytime trip back to see the house in full light, in essence they've asked you to do something for them.. now you are in an excellent position to ask for something from them.. You may try a trail close or a semi commitment from them..
I love semi commitments.. It gives the customer a chance to see you in a totally different light as a fellow collaborator rather than an adversary to over come..
Totally changes the dynamic of the sale.. (in your favor)
frenchy,
you are the sales pro
however
in the home remodeling business there is generally a 3 day right of recission in effect for contracts signed------so for me at least it doesn't pay to push for a close then and there----because the homeowner will back out anytime absolutely without qualms. I don't really want to begin a project for someone I held to a contract against their will.
for me---it's much more dependable to let the homeowner enter into the agreement at their own pace instead of nudging them. In fact I ENCOURAGE them to get other proposals----I also encourage them--in fact beg them----to make sure they get Cert's of insurance, workers' comp cert's, reports from the BBB etc. on all the companies they consider dealing with.
that way when they enter into an agreement---I never feel like a "SOLD" them.
Stephen
Jon,
I was a slave to preplanning sales calls for a long time untill I learned a simple fact. People are ready to buy when they are ready and not on my schedule. Once I accepted that, I spent far less wasted and frustrated hours.
Ask yourself a question, how flexible is your time? If you are building something in the shop does it frustrate you to stop to attend to other matters? If it does then chances are others who call you sense that and may be reluctant to press their interest..
I've found if someone calls me that I'd better stop what I'm doing and see to their needs. Right away while the iron is hot, (so to speak.. that way I can capture their interest before they go to many of my competitors and chisel me down to my last dime.. (requires the ability to close a sale)
My prompt interest shows that I'm willing and eager to do buisness but it does not weaken any negotiations, simply that I value their business. Since their time is valuable too they appreciate my quick response and will often do a deal on that basis alone..
Prompt response to their schedule should not cause you to make a promise that you cannot fullfill on schedule. You will find that they understand schedules.. as long as you aren't so booked up as to practically unavailable. If you are that busy either you need to increase your prices or hire more help..
.
hmm .. good point , frenchy... i can't count the number of jobs i've got just by showing up..
they didn't even bother to check on others.. first-in is often last-inMike Smith Rhode Island : Design / Build / Repair / Restore
I also agree. I get there as soon as I reasonably can. This frequently means visiting in the evening, ideally late enough for the younger kids to have gone to bed, older ones watching TV. Second advantage is that it usually means that both husband and wife are available, and this can save a second visit.
As long as you can establish a rapport with the customers right away then there is every chance that they won't bother calling anyone else (although I realise that that is unlikely if the job was a really big one)
John
The iron is hot...I definetely can identify with this side of things. I think we have gotten several jobs because I showed up on time, dressed nicely, and was able to schedlue within 48 hours of our initial contact. Especially in a hot market people seem to respond to a quick response.I am curious how you qualify your leads. We've gotten our share of tire kickers and, as of now, our pre-qualification doesn't exist. Any lead is a possibility but hopefully in the near future our schedule will be full enough to be more picky. Do you give time to every contact or are you more discerning?What techniques do you use that you think would apply to our line of work?
Jon Blakemore
As a sales pro I treat leads as gold.. perishable gold.. They are my first priority. I get my butt there as fast as possible and then I evauluate the potential.. If the alarm bells are going off in my head as I listen, I'm polite and cut it short when I feel things are hopeless.. Time is money after all..
Yet on occasions I've seen where cutting it short can bring the client back to center and I'll do a Columbo.
(that's an old TV program where his trait was to pause just before stepping out the door to ask a critical question)..
.... "So", reaching for the door knob, "when do you want to be in your new home?",... (addition, garage, deck,etc.....) "you do realize to meet that deadline means you'll need to start no later than.... do you have the rest of it lined up? finances and permits etc?"
Don't make the classic mistake of quailifing leads over the phone.. you can tell when someone is doing it to you and you'd better believe they sense it when you do it to them.. That's the wrong foot to start off on..
Far better to come across as their consultant and provide them with information rather than go into a sales speal..
Edited 1/12/2005 1:25 pm ET by frenchy
"As a sales pro I treat leads as gold.. perishable gold.. They are my first priority. I get my butt there as fast as possible and then I evauluate the potential.. If the alarm bells are going off in my head as I listen, I'm polite and cut it short when I feel things are hopeless.."
I can't agree more. The longer I am at this the more I learn about sale but also how little I am able to anticipate what people are going to do. Last week I had two calls to sell bathrooms. One was a maybe at best and the other a sure thing. Pre qualified both and felt good about my pre-read.
Mrs. Maybe asked all the tire kicker questions. All the usual stuff that folks act only too look at you stunned and say no thanks you must be crazy. So I didn't sharpen my pencil at all and just priced it like I didn't want it cause I wasn't getting it. She said the price was fine would we do a new door, some repairs and wiring while we were here and add it to the bill, and oh did you need a deposit?
Mr. & Mrs. Sure Thing were nice, liked the proposal, said it was what the expected and had a few questions. Just the usual confirmation stuff that always comes up before a contract signing. Then said they needed to talk it over privately and get their finances in order, will this proposal be good for 30 days or so? I believe them but its these examples of why I don't eliminate to many from my sales call list when they call. DanT
I wasn't there so your read may have been spot on, but the couple who asked if your quote was good for 30 days offered you a close and I think you missed it..
Given that situation I would have said something to the effect of, "Sure if I can have your commitment today," (and hold out the contract) As they are looking back and forth between each other I then give them a escape clause that will commit them to me but provide them with an out..
Something along the line that I need to order from my suppier to lock in the currant pricing but if something should come up I'll be happy to tear up the contract..I even write that on the contract...
Their willingness to sign a non binding contract will indicate much more about their seriousness than anything else I can do..
I'm not out anything yet since I didn't start on anything and they may feel an obligation to me and stop shopping..
If they don't and they continue to shop they at least need to contact you and tell you the deal is off.. You then get one last shot if you want it..
otherwise, " Well you know how volitle prices have been, so to be fair to you I really should see if prices go down next month, what day would you like me to check costs and get back to you?
Frenchy...you are the salesmaster!
Your "close with an option to cancel" is very clever. If they refuse this trial close, they would have to raise another objection....and that objection might just be the real deal!
Now I'm wonderin' who would outsell who....you or PaulB?
Frenchy....have you won any sales awards? Please list them all and don't think that you're blowing your own horn...remember...I'm asking and I seriously want to know!
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. Although I have a lifetime of framing experience, all of it is considered bottom of the barrel by Gabe. According to him I am not to be counted amongst the worst of the worst. If you want real framing information...don't listen to me..just ask Gabe!
Good point and technique. I will use it! Closing is my weakness. Took a 1 day sales seminar last year and that is what I learned more than anything. Imagine my revelation that I should ask something like "what do you think?" at the end.
Sad part is my dad was a pretty good salesman for a lot of years. He's in his eighties now and forgets what day he was born sometimes so asking him is of little value although we have chatted a bit. Anyway, thanks. DanT
DanT, I've always found that the sure things have a lower closing rate and the questionalbe have the higher rate. I thought it was just Murphy's law.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. Although I have a lifetime of framing experience, all of it is considered bottom of the barrel by Gabe. According to him I am not to be counted amongst the worst of the worst. If you want real framing information...don't listen to me..just ask Gabe!
Dan,I will keep your points in mind. I have surprised myself a few times with clients that proved to be different than what I initially thought. I always thought I just didn't read people well enough.
Jon Blakemore
http://www.gitomer.com
Buy the little red book.
Jon,
Different point of view.
Time is money. The sooner you get clients respecting your time, the sooner they respect your money. ( Bids, change orders, etc.). IIRC Frenchy is selling heavy equipment, (product), where as you are selling time and experience, (service).
Existing clients I will be a little more flexible for, but I will push for a time between 7 am and 5 pm.
How many tire kickers are going to try to arrange their schedule a little to meet you?
If I can see myself coming into a slow time I will also be more flexible, but not without taking a stab at a business hours time frame first.
I have 2 clients with vacation properties that I will meet outside of normal hours because they are only there for a limited time.
My $.02 worth
Bowz
Bowz,I have considered your point that if they are expecting a professional's services then they should be willing to adjust their schedule to suit the professional day. How many lawyers, accountants, or insurance agents meet with you at 7:30 on a Thursday evening?Since you say that you shoot for 7 to 5, I'm curious how this works out for your clients. Do they often have to take off work or do you find most are flexible enough that they can get away without using vacation time?
Jon Blakemore
>> How many lawyers, accountants, or insurance agents meet with you at 7:30 on a Thursday evening?Only the hungry ones.
I'm curious how this works out for your clients. Do they often have to take off work or do you find most are flexible enough that they can get away without using vacation time?
It may have to do with the mix of work that I do. Some of my jobs are sub-contract installs for a cabinet shop. I bid them from off plans faxed to me, so I never have to meet the customer.
I also work closely with a family plumbing business. Four generations in the same town. Their customers are used to just having things taken care of, including the carpentry end of projects.
Otherwise I find people flexible enough to meet. Teachers get done at 3:30 pm. Retirees are always available. Some clients work at home, or can work some of their time at home. Some will run home during lunch, but for you that may not work, due to the commuting times of your clients. Some have odd work schedules, and they are naturally home during the day. I had a doctor who's day off was always Thursday, so we met then.
On the phone while setting up a time, I ask when they get home from work. If it is later than I want, I explain that I have 3 young kids, and don't want to have my wife get stressed out trying to control them, while I could be there. People generally seem to understand that.
Bowz
Bowz,
Selling is an art and a science. certain things have never changed and certain things never will..
Selling equipment is no differant than selling anything else.. The best salespeople are friendly and accessable.. They provide a service in their presentation. and are percieved of value to the client..
That is how you get a client to respect your time.
Imagine how you'd feel if you went someplace to buy something and found the salesman bossy and full of his own rules?
If you don't like the extra hours/demand on your time perhaps that is an aspect of your profession you should sub out?
One final comment, not every tire kicker is waisting your time.. they may need to know costs or have an idea of whats involved so they can budget for it.. they may need to ask dumb questions because they simply don't know.. Decades ago when I was selling Motorhomes it took the average buyer over 11 trips to a dealer before sitting down and signing the deal.. Often they would start with one salesman and switch to another before going back to the original salesman.. the reason is they wanted someone else to confirm what you had said.. (as a matter of interest I made much more money selling a single $2200.00 Honda then I did selling a $30,000 motorhome) . With the Honda I'd have them line up by my desk sign a contract and give a deposit and then wait the two or three weeeks untill their Honda came in.. I could sell 4 or 5 Honda's an evening and if I sold a single motorhome in a month it was a good month!
Frenchy,
Not trying to be smart-azzed here, I'd like to learn.
Selling equipment is no differant than selling anything else
But how do I get the homeowner to take a test drive in an addition, kitchen, bathroom, until the project is built?
They provide a service in their presentation
Agreed, but the customer is paying for a tangible product, where as a purchase from a contractor, involves purchasing an intangible service.
Imagine how you'd feel if you went someplace to buy something and found the salesman bossy and full of his own rules?
My point to Jon is not about how he comes off to customers, though he needs to be aware of it. My point to him is to try to get the meetings in a business time frame, so that he can have a life outside of work.
perhaps that is an aspect of your profession you should sub out?
Funny, but my wife and I talk about this a lot. All the things I do that I should get rid of. But I am a real control freak. If they had a 12 step program for control freaks I'd be the first to sign up!!!
not every tire kicker is waisting your time..
But a lot of them are. What are your suggestions for finding out who is and who isn't?
Bowz
ooh !..... ooooh !.. i know that one..
<<<But how do I get the homeowner to take a test drive in an addition, kitchen, bathroom, until the project is built?>>>
bowz... you do that with your presentation book and your gift of listening and repsonding to involve them in the creation of their project..
it's why you take all of those before & after pictures.. so your prospective customers can see themselves in their dream.. and realize that you are the one who can make it happen
but hey, whadda i no ?Mike Smith Rhode Island : Design / Build / Repair / Restore
I'm beginning to like this thread a lot more than when it started out.
Thanks Frenchy for sharing your sales expertise. Bowz is asking good questions...and Mike already covered one. I'd drooling to hear the rest.
Frenchy, I think your 1% estimate is high for sales pros that make the grade. I know I'm not one of them...but I'm trying....
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. Although I have a lifetime of framing experience, all of it is considered bottom of the barrel by Gabe. According to him I am not to be counted amongst the worst of the worst. If you want real framing information...don't listen to me..just ask Gabe!
Blue Eyed Devil,
Selling is a lot harder than it looks, but if you are determined you can improve.. there are a lot of books on the subject and most of them only have one or two real kernels of value in them.
It's not all attitude although your attitude really has a lot to do with success. It's not all knowledge or technique although without those you'll fail. it's not just about organization or product or telling jokes or personality. I even know some professional salesmen who have many decades of experience and they barely make a living..
The grim part is the real world experience it takes to do this as a career. success is not the criteria that determines your future with a company..At least 6 times in my career I was the top selling top profit generating person on the sales staff and I was fired shortly after new management came in.. Managers need employees who are loyal to them and not to the former manager.. The good thing about success is it gets you a job right away with the competition..
Please excuse my arrogance, I know I'm not the final word on selling and my methods and techniques are not everyone's cup of tea.. In my career I've met two really great salespeople. One was a ditzy blonde who flirted and giggled her way to great deal of success selling Datsun (OK Nissan) forklifts. and the other was a former mechanic with a terrible stammer..
My point is that there is no stereotypical salesman and the most important thing you need to do is be honest...
Frenchy, I have been studying sales and sales techniques and I immediately identified everything that you have been telling as something that I've already read about, but have rarely experienced even though I've been "selling" my services for almost three decades! It wasn't until recently that I realized how weak my sales skills are, but I am trying and I thank you for all your offereings.
I like your suggestion to mark down the results of each sales opportunity and to keep the journal. You also have given us a ton of tidbits, each a gem on it's own.
I'm currently reading a marketing and sales book called "Positioning". Unfortunatly, I don't remember who recomended it (they mentioned it about a month ago) but it is a great book. Do you have any recomendations for books or tapes? What is the best book that you ever read that helped you in your sales carreer?
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. Although I have a lifetime of framing experience, all of it is considered bottom of the barrel by Gabe. According to him I am not to be counted amongst the worst of the worst. If you want real framing information...don't listen to me..just ask Gabe!
Mike,I was waiting for that response. I've been reading literally every business folder thread for the past 7 years. I know all about charging for proposals, using presentation books and past projects to give the lead a ball park price without actually committing to anything (let them figure out the ballpark themselves from the info you provided them) and so on and so forth. Therein lies the conundrum.To date we have not had many projects worthy of a presentation booklet. Since we are a new company and don't have many personal references I kind of feel like I'm in a catch 22 situation. We could use pics and references from experiences working for others but I have some issues with that both on a professional and a personal basis.I would really like to be to this point so we could start shooting for getting paid to do estimates/design. I know that the references/pics will come with time so we'll just have to stick it out.I'm not really looking for answers, just thinking out loud. On the other hand if anybody has some good solution I'm all ears!
Jon Blakemore
jon.. your presentation book has to start somewhere.... i bet you can build one in a season....
you can put a picture of your daughter in there.. or your dog...
your truck... your tools... different segments of your project.. the methods you use.. details of craftsmanship...
it's a crutch.. to engage their interest and draw them out..
it's just one more tool in your bagMike Smith Rhode Island : Design / Build / Repair / Restore
you know Mike,
I really wish I had developed a presentation book over the years---just never got around to it.
But---one of the benefits to limiting yourself geographically----is that the whole neighborhood becomes your presentation book. Of course most of my work involves exterior projects---so its easy to point across the street to a roof we did in about 98, or point to the huge church roof I did in the neighborhood. It is generally a slam dunk when you get in a neighborhood and can stand in the customers front yard and point to 5 or 6 projects within throwing distance of a baseball.
but---I am glad you mentioned the presentation book 'cause i think it is gonna be a good Idea to work one up over the next few years for door replacements, plaster and drywall repair and small carpentry repair projects. thanks for the nudge.
Stephen
stephen.. my neighborhood is only 1 mile wide and 10 miles long..
but i would guarantee that i can't see 50% of the homes from the street.. and of the ones that i can see.. i often can't see the projects.. they're hidden from view ..
i try to keep up with what's goin on... but i can't..
i can't believe that people actually know who the contractor down the street was... or who did so-and-so's house over on Maple..
they just don't know and they don't see.. not unless you tell them .. and then show them pictures of what the public may never see
in older built up neighborhoods.. sure.. you can get a curb-side view.. but even then ...it's hard to see what is really going on..
people are always commenting... " oh yes, i always wanted to get a look at that project".. well.... now they can.. " see the pretty pictures, see my guys working diligently, see the happy homeowner "Mike Smith Rhode Island : Design / Build / Repair / Restore
Mike,
the neighborhood I try to stay in is covered by a radius of about 12 city blocks.
Lot size is typically 40 ft. by 120 ft.
I used to have locations where I could stand in the prospective customers yard and hit more than 6 roofs I had worked on with a thrown baseball----but not any longer( my arm isn't what it used to be)
Although if I REALLY loosened up I think I can hit 9 from my own yard.
One of the nice things about limiting your geographic area----is that your prospective customers see your yard signs and truck signs EVERY day, every week, year after year after year. I think a lot of them have decided to use our services years before the need actually arises.
Stephen
absolutely..... 90% of the time , if i'm talking to a prospect in town.. they will mention our job signs and trucks ( all two of them )Mike Smith Rhode Island : Design / Build / Repair / Restore
Bowz,
It is a fact, selling equipment is selling.. the principles are exactly the same.. you try to get someone to give your their hard earned money for something.
You might be surprised to learn that 95% of my sales do not involve a demo or anything.. My prime sales tool is a scratch pad and a calculator.
I use referals and comparisons plus my promise that the customer will be happy..Same as you do..
As for being a control freak, I understand.. I might be able to help you a bit, at least I think I can give you a weapon that will help you help yourself..
Get yourself a a notebook.. write the date tiime and place of every sales call you go on.. include a brief description of what was asked for. and here's the hard part. Try to make note of when you sold the proposal or lost the sale.. Be honest..
Here's an example
Jan 1 1935 (told you I was an old fart) met the Smiths at home 1234 plane street anyplace USA
discussed kitchen remodel in old kitchen.. they had three other quotes, Jones was low at $325.50 (note the old prices?) asked why they asked me and found out thwey weren't comforatble with Jones low bid but they didn't want to pay too much.. assured them that the differnace was real and with my bid I would give them two electrical outlets instad of the one hanging from the lite bulb..
Asked for a commitment so I could order materials and get started. They said they wanted to sleep on it. I replied that they sure could do that but wouldn't they be more comfortable in their beds? (everyone laugh) Then asked if there was some issue they were worried about.. Turns out Mr/s Smith is afraid of Gas stove has only cooked on wood burning stove.. I spent a few minutes speaking about the benefits of gas and offered that if they didn't really like gas after a month I'd bring back their old stove..
they signed deal..
If the deal had not sold write that and why you believe you couldn't sell it..
Please never accept the price issue.. if you are more expensive then the customer doesn't see the added value you offer.. list what that value is and make sure to cover it on your next call.. Do not ever be vague about value, (it's not enough to claim you build a nicer addition, you need to expain your additions are made with gold plated walnut tree wood.. or you use three time as many nails etc) .. The customer needs to understand the added value if you are more expensive.. (and don't ever make the mistake of being the cheapest! )
If the customer isn't ready, it may be that you failed to convince the customer. This is only for you so be brutally honest.. I shouldn't have made the wise crack about the coach,.. they didn't like my jokes, I was too stiff, I needed a shave etc..
After every call while the details are fresh in your mind write down the call and the results.. In time you'll figure out what you need to do.
Here's a tip, try to go with someone who's very successfull and be the fly on the wall while he makes his presentation.. see what he does.. Don't figure you won't learn a car salesman or insurance salesman.. it's elling. there is a lot of technique to learn and right now you are strickly a do-it-yourselfer..
Frenchy,
Thank you for your response. If we were at a bar I would be filling you with drinks and appetizers, while picking your brain.
You might be surprised to learn that 95% of my sales do not involve a demo or anything.
Yes I would be very surprised. I am not yet in complete agreement about selling products vs services being the same, but I will keep an open mind about it.
try to go with someone who's very successfull and be the fly on the wall while he makes his presentation..
To some degree I've done that. I have gone on some sales calls with the top cabinet salesman for a local shop, where he is selling cabinets, and I am looking at doing the project. Plus some other experiences where I was able to observe salespeople, and learn from them.
there is a lot of technique to learn and right now you are strickly a do-it-yourselfer..
Yep........ in sales, marketing, bookeeping, accounting............and .......and....... where is Sam T's list again?
Thanks again.
Bowz
Of course, all this discussion about sales and the best way to make them, presupposes that there is a genuine sale there to be made. This is not always the case. JUsu because someone has called you up and asked you to come and look at their project doesn't mean that they can actually afford to have it done, either at your price or anyone else's. Window shopping isn't only done at shops with windows.
John
I agree completely John.
Early on---I thought every call was IMPORTANT.
But as time goes on I have learned that in reality many of the calls will NEVER result in a sale.
that's why I think it is important to develope some kind of a system to rank each prospect in terms of the probability of a sale developing-----and then concentrate on the "high probabilities"
Stephen
Sometimes we only see what we think we see
Me, I see a small company ( mine, not yours) with not a big reputation, so I try to work into others scheduels. I also know tht if I dont, three others will
Some of the big boys in town, I see people with a giant waiting list. If you wnat them to do your work , you fit their schedule. One guy, very well known, you call him up , he calls you back and says, .......tuesday 10:45 am, he gives no choices.
he even charges for estimates, very few of us can do that
and you hear people say, wow I got ________to do my work
I hear people say, if you wnat that kind of respect, you demand it, or dont work , but then they arent self employed
so my answer, for me , the small guy I see in the mirror I meet with them whenever I need to fit their schedule, as long as it does not interfere with another prearranged meeting or a family function/event
and if I have to I get permission to come back in the day light to measure and take digital pics on the exteior
so maybe I dont hve a real anser that fits you, I jsut know for me, Its whenever we can meet 24/7 ( well maybe 15/7)
I try to look at new work on Saturday mornings. Since I swing a hammer (actually THE hammer) myself I need to get stuff built during the week, and running around meeting people is not conducive. If I'm going to present a proposal I try to do that early evening during the week following the Saturday, sometimes later if the job is bigger and it takes longer to get a number together.
I think that early in your business you're going to be working evenings and weekends. If you make it big, hire a bunch of carpenters and an office staff, then maybe you can get back to working 9-5. Or maybe not.
This may come as a bit of a shock to you and I don''t mean to belittle you in any way but I honestly belive you need to change your perspective..
Nothing happens until the job is sold..
Please remember that.. You don't have work, there is no chance for profit, and you can't create or make anything until you have someone willing to hire you..
Look into your heart, are you doing the sales call simply to get work? (that will generate profit etc.) How professional are you? what is your close ratio? what is the profit percentage from each deal you accept? Too high and you'll lose business and won't get good referrals too low and you aren't earning as much as you should.. (the weird thing is often instead of appreciating the deal you gave them people worry that you will cheat them or there is something fishy going on...)
If it is a chore you'd rather not do perhaps you should hire a pro to do that portion of your business. Don't feel bad, Less than 1 in a hundred makes a successfull career of selling..
A good pro will generate enough profit to cover his cost.. A great one will make more than the owner while generating a lot more business/ profit.