That’s what we do as contractors, right?
Call…set up an appointment for an estimate…meet the person at my house…gather a bunch of estimates…then pick one of them.
That’s the clients’ system. Unfortunately, it doesn’t favor us, the contractor.
I’m going to share 2 things for you to try that may be new to you, but will help you differentiate yourself from the masses, connect deeper with your prospects and take control of the sales process so it favors you and the prospect.
Slow Down
The first thing is for you to not run out to everyone that wants an ‘estimate.’ Take some time to have a conversation with them on the phone. In fact, I argue that you should never go physically see someone unless you’ve had a 5-15 minute conversation about what they want, when they want it, about what it will cost, etc.
When you slow down the process you are taking control and differentiating from the other companies they are talking to.
There are word tracks and techniques that we teach at the Contractor Sales Academy that help contractors become phone pre-qualification experts so these conversations are not awkward.
Slowing down shows you are in control. It communicates “I am the expert and this is how we do things here.”
Remember, an ‘estimate’ is a guess or an approximation of cost. That is easily doable over the phone with someone. This one thing will save you from numerous hours running around and talking to the wrong people.
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