Contractor Update

You've met with the project owner. You've viewed the site. You've discussed your company, your experience, and your strategy. You want the job. The trick is knowing when to pull out the contract. You want to make sure it gets signed.

How can you make sure the timing is right to close the sale? If you have done the following things, it's a good bet the project owner will sign on the dotted line:

You Built a Rapport
Trust is a great commodity. If the client trusts you, he or she will want you to do the work. This doesn't mean that you're extremely likable - even though you may be. It means you both share the same interests and values. Throughout the course of your sales meeting, you have found common interests that bring you together. That bonding builds trust. Trust closes deals.

You Became the Expert
During your inspection of the site, you've provided a smart solution. You may have talked about how you solved a similar problem on another job. You might have shown the current job won't be as difficult or expensive. When you prove you know what you're talking about, it also goes toward building trust.

You Generated Emotional Response
In any remodeling, building, or installation project you're dealing with fear. The project owner is afraid to invest a lot of money and is dealing with a ton of guilt. Part of your sales presentation is to sell the sizzle of the project. When you talk about how the project will change things for the clients and improve their lives or business, you're tugging on their emotions. Give the features of the product, as well as the overall project, but always sell the benefits.

You Spoke to the Need
The potential client agreed to hear your sales pitch. It means that he or she is interested in completing the project. There is a need or at least a strong desire. When you can ask questions during your meeting to find out what the source of the need is, you'll be able to reinforce how much the project will help meet that need. For example, the client may want to be the envy of the neighborhood. When you speak to that need, it will be hard to not get a signature.

You Answered the Questions
Finally, when nothing is left to be discussed and all the confusion has been cleared up, you should pull out the contract. If you leave anything hanging, your potential client may hesitate. You want to ensure all the questions have been answered before you close the deal.

RELATED POSTS:
The ABCs of Closing
Sell the Benefits, Not the Features
Top 9 Sales Cliches

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