TOP 7 "Sales" Killers
Friday, September 01, 2006
If you're an experienced contractor, some of these tips might seem like old news. The reason you're experienced is that you've been around the block and know what it takes to have your bid accepted. But not everyone can close every prospective client, so we're offering some things to avoid - we call 'em "Sales Killers" - when working on your next contract:1. Lack of a Professional Presentation: if you want people to believe you're an expert and listen when you're talking with them, you need to make sure you look the part. If you're organized, prepared, well-groomed, and use proper words, you'll make an impression.
2. Talking and Not Listening: they trust you know about your service. You'll sound just like every one else if you just tout your skills. If you listen to what they want, you'll figure out what they need and you'll "hit" on what they're truly looking to have done.
3. Not Building Good Rapport: if you rush right in with facts, figures, and lay down a contract, the prospective clients will jump back in fear. Show them your sparkling personality, calm their fears, and get to know them. They'll sign on the dotted line once they trust you.
4. Talking Too Much & for Too Long: know when to say when. Give them your pitch, let them know that you will be doing quality work, with quality materials, and give them a call to action. Don't say anything else. Sometimes, you can over-talk and talk yourself right out of the bid. Give them time to make a decision. More words from you will not increase their budget.
5. Not Closing the Sale: my absolute favorite close - "What other questions do you have that would prevent you from hiring my company today?" If they have another question, answer it. If they don't, pull out your pen...
6. Skipping the Details: it's your presentation. You've done it over and over. And over again. But they've never heard it before. If you go to fast, skip the true benefits to the prospective client, they won't trust you and buy what you're selling.
7. Not Qualifying them Early: use qualifying questions as early as you can in your pitch. You'll know if the prospective client is truly serious about hiring you or if they're just trying to get a competing bid against their regular contractor. It won't be one that got away if it was never there to begin with.
Be sure to Bookmark our Contractor Update page and return to it often for new new posts, new information, and additional ways to help expand your business and make you more profitable.
Still not registered with ConstructionDeal.com to review your local job leads? Click here and expand your business today!
