Contractors - How Much Is Too Much?
Friday, March 14, 2008
When it comes to selling your services and products to potential clients, there is a tendency to want to give them as much information as possible. The rationalization is that if they know a lot about what you can do or the products you install then they will hire you.The problem is, in most circumstances, that too much information can literally stop a client in their tracks. A recent study by researchers at the University of Iowa showed when people were given a lot of information about a product they were less happy about it than those given fewer details.
The research showed that once people made a decision to buy a product, they want to like the product and justify any decision to keep it. It's part of the sales idea of selling the sizzle. They just want to connect with the emotional aspect of a new granite countertop or hardwood floors. The client may not want to hear about every little advantage or product specification.
People are bombarded by so much information these days that it might not be best to overload them during a sales presentation. Life is fast-paced enough, for your clients, without having to try to straighten out all the details on a remodeling or home repair project. Also keep in mind that some clients may want a lot of information and can handle the overload. It's good to have "leave behind" materials on the products or services you provide for those who want to digest everything they can.
RELATED POSTS:
Get the Contract Signed
What Is Your Closing Ratio?
Be Part of the Solution
Looking for more leads? Register for free with ConstructionDeal.com. Enter your information and your location and we'll show you how many job leads we have in your area - for free. Like what you see? Subscribe to one of our low cost plans and start working more!
Labels: Sales Advice
