Yup, looks that way.
With residential I do experience push back from time to time. I hardly ever turn the sales off right away. I would walk away from too many people who just needed a reason to say yes. Iām never pushy but I always try to meet their concern with some justification. For us itās usually someone who isnāt familiar with the costs of our services, I.e. someone who moved from out of state or had a super cheap guy they canāt get a hold of. Cheap guy is easy āWe pick up our phone, thatās why weāre here!ā
For people who are just genuinly ignorant to what a service costs I usually go into a short explanation that goes something like āQuality service does come with a price. We arenāt the cheapest company, feel free to get other quotes but you wonāt be able to find a company that will treat your home the way we will for a cheaper price.ā PM me if you want to hear my line I only bring out when I really want to close the deal and itās a customer who I genuinely believe is a good fit for our company. Iām batting 1000 with it, straight gold I learned from my father who has been in sales for the past 30 years.
If they are just dragging their feet when I ask to schedule, I do the same thing that @wcs suggested. These are usually the types of people who have to think and mull over EVERYTHING. They usually call and schedule before I have the chance to follow up.
Commercial is a little different in my book. If itās a sizeable job they are usually getting additional bids so there is no sense in pressing a sale right then. Consistent follow up without sounding desperate letās them know you are serious about handling their project but also have other things to do. Other things to do = Youāre good at what you do.
We stay away from storefronts because they are dominated by the fishies and bucket Bobās in my area. Canāt really speak on the best way to handle it.
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āOur price may be a bit higher but thatās what we need to stay in business and earn a living. Weāll be around next year when you need service again.ā
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You need to find a response that works well for you.
maybe something likeā¦ āhere are five reasons and explain to them why your services has value these reasons is why our price is this $XXXā
When it comes to residential money should play the least in their discussion.
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Thatās good, maybe things like āWe are a legitimate businessā āWe carry liability insuranceā āWeāre covered by workers compā whatever may be applicable.
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These 2 things can be overcome with some planning.
Very true, just hasnāt been something I really put a lot of effort into yet. I only have so much manpower and we have more demand than supply with residential, property managers and commercial projects. Care to share some tips for future reference?
Sure Brandon Pm me this weekend or you can voxer me!
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Thanks man! I will absolutely do that.
Sounds good look forward to chatting!
Again, itās eventually gonna have to become āyour own.ā
But I can guide a little, and you can expand/work with things that relate to your self.
(Iām always quick with a subtle dig, that passes for āunderstandingā - to let them know, I know. )
-
āWell I guess at one point in time we all werenāt sure of the direction we wanted to go, in lifeā¦
But when I began 30 years ago, I never really looked back.ā -
āAnd I now have 6 guys who rely on me to keep them busy.
So, Iām always willing to work for a fair priceā¦ I donāt walk away from a job, lightly.ā -
āIf you decide to go with us, thats fantastic, weād really love to do your windows,
and we can get started this week.ā -
āAnd Iāll tell ya whatā¦
if for some reason, your old friend finds his way, and decides to go back to window cleaningā¦
I would understand if you wanted to hire him back.ā
āBut for his sake, he better hurryā¦
I havenāt built up a 30 year list of customers, by NOT being reliable.
And I bet youāre going to want to keep us around.ā
āHere is my card, and Iām going to write my cell number on the backā¦
that way you can get ahold of me 24/7.
Hope to hear from you!ā
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Incidentally, I just gave up a little secretā¦
My main line is forwarded to my phone (or whoever is answering at the time.)
So they can ALWAYS get a hold of me.
I choose to go the āIāll write my personal numberā because it looks like Iām doing something different
just for them.
And in THIS caseā¦ it answers their objection (would go with him, but cant get ahold of him) without even mentioning it.
Call it āsimpleā or āgoofyā but, so are customers.
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Gold nuggetā¦ (āIām here for youā)
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Right!
(and IāM not going anywhereā¦)
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Wow, that line was used Basically three out of the four examples. When I was taught to sell, ( auto glass sales is cutthroat in Arizona) they taught ABC always be closing. Make it a āyesā question logical people will usually answer with a yes. My reply would be along the lines of "Iām going to check back with you next week ok? " And then do it.
Incidentally the whole āneed time to think about itā objection is just your prospect kicking up dust.
Try this just once: āIf I completely understand, Mr/mrs. Prospect you just need a little while to think about my proposal. Is that correct?ā
āWell yeahā they say.
Now the fun. Smile the biggest smile you can, stare at your watch (not at them) and say āGO!ā like your starting a race. Youāll get a laugh and that objection melts away. Youāre either on to the next objection, or youāve closed the deal.
That post i posted was from a guy i have alot of respect for. The style āheā uses is the āsoft sell.ā
My āstyleā of sales is different then most and it works very well for my personality.
Thanks for offering your tips and ideas @Trenchfeet!
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I wasnt going to say soft, but it is a style of itās own. I hate planting seeds for other folks to harvest is all.
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His company is a ādominating forceā in his market it works very well for them.
You just got to make what ever sales style you use āYours.ā
I guess Iām kinda lucky 3 of the other competitors are either rude and arrogant or creepy and leering or just no shows and ghost he customer.
Me I show up with a smile quote confidently always saying no problem, too easy (probably an Aussie thing) Throughout the quote explaining my process and experience and the local places I services on a regular basis, I come across friendly accommodating (within the services I provide). I donāt sell as a sales person would, I sucked at sales when I worked it in my young days, Iām just 100% honest and 100% confident in my results and guarantee the results.
Its funny how many customers I get that say āIts a big job!ā to my reply āMaybe 3-4 hours, Iāve done jobs that have taken months!ā
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