To Sell or Not to Sell
Friday, July 14, 2006
Nearly every service professional in the construction industry hates the idea that he or she has to be a salesperson. Are you a contractor or a salesperson? The answer… Both! Honestly, your REAL job is to remodel, repair, build, or install. But the best way to keep doing what you're good at is to sell yourself and your company to future clients. You don't need to become a sales expert but you should make every lead count - it can be very expensive to acquire any job lead.Your business will succeed on your ability to maintain profitability. Ensuring profits means having enough business for the future. Presentation is a key component to making a sale, so invest in how your business comes across to clients. Update business cards to include your contact information and your company’s specialties. Include your website address and a company slogan - let potential clients know what sets you apart from your competitors. Let them know why they should choose your company for their project. A business card may get passed on to family, friends, or neighbors.
They always say that a picture is worth a thousand words. Anyone can give a potential client references that include a name and phone number. But to really sell yourself, to go above and beyond mere references – create a presentation photo album with "Before & After" photos and show it to clients. When they can see what your company is capable of, they'll have an easier time visualizing what you can do in their home.
Finally, no matter your schedule, make every effort to do what you say you'll do. If you promise to return a call, return it. If you promise an estimate, do so. If you say your company can complete the job by a certain date, hit that date (or explain reasons for not making the date well in advance.)
People always remember those that keep their word and they'll come back every time. These simple communication tools should be part of your marketing toolbox. Sell your abilities as professionally as possible - they will buy.
And send us some of those BEFORE & AFTER pictures!
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