Getting a commitment from potential clients is critical if you want to save yourself a ton of time and work putting together an estimate that won’t go anywhere. You have better things to do with your time.
Sales
The Sales Call: Budget and Design
Budget doesn’t need to be a major worry during the design and build of a project if you handle it properly during the sales call.
Four Diamonds of Communication
Sales is about communicating and interacting positively with others. Those skills make life easier in any delicate conversation.
Borrowing Jacks
I recently had to face what I thought would be an uncomfortable personal conversation. I fussed all morning, then went to visit the person involved.
Clear Sales Communication; It’s Your Responsibility
I want to share a recent phone conversation with a contractor concerning a problem they were having with a client.
Hiring a Salesperson
I’m a firm believer in treating salespeople well. When they’re treated well, they’ll sell. When they sell, you win.
Let’s Discuss an Acceptable Hourly Rate . . .
This note is a painfully perfect example of why you shouldn’t provide details on your pricing.
Words from an Expert on Hiring Contractors
A contractor sent us an online article written by a real estate investor with the purpose of educating you on “how to develop a fair relationship with your contractor.”
Insurance Quotes – Getting Paid
Insurance work can be good business, but it can also waste your time if the insurance company is playing the three bids game.
On Politely & Confidently Qualifying Leads
A guest article: How do you avoid going out on sales calls to look at jobs for folks who obviously do not qualify to purchase from your company?
Missing the Sale
Is there anything you can do about the sales you miss?
Promoting Your Business: The County Fair
It’s summer, and that means community gatherings for people wanting to have fun. In our area, the main event is the county fair. I’m confident there is a similar event in your area.
Focusing On Price
“The #1 reason I lose jobs is ‘your price is too high’ or ‘competitor was 15% lower.’ What am I doing wrong?”
Spare Topics
It’s time to catch up on some spare topics I have lying around. These aren’t earth shaking but they can and will impact your bottom line.
Sales: Have Options Ready
Give clients options when you quote the work they want done.
Transparency and Partnerships
What do you do when your partner is listening to someone who knows nothing about construction, but still thinks they knows what’s best?
First Time Homeowner, Uncommunicative Builder
We’re aware that homeowners also visit our website. This letter is from a first-time homeowner who’s ready to buy, but his builder isn’t cooperating.
3 Sales Copy Habits You Have To Stop Doing Today
Most home improvement sales copy is filled with nothing but generalities and platitudes. It gives no real reason why a prospect would want to take the next step.
Design Agreement Fees
The last thing I want to do is cause a family problem, but apparently I did with one family.
Homeowner Advice: Some Misguided, Some Correct
Flaky contractors make us all look bad. But not all advice given to homeowners to protect themselves from fraud is good advice.
