Chris Dubbs
Member
That roof here would of easily commanded $1500.
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Need help closing bid.
- Thread starter JDhomeservices
- Start date
DJ Carroll
Member
3 reasons
DJ Carroll
Member
Anyone what to take a shot at them?
Tony Shelton
BS Detector, Esquire
1. Because they are on food stamps and unemployment.
2. Their house is in foreclosure.
3. Because no one asked for the sale.
Lol.
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JDhomeservices
New member
Price IS the reason. They go with the lowest bid 90% of the time.
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JDhomeservices
New member
5000 sq ft tile roof in a very upscale neighborhood. They definitely could afford it.
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Tony Shelton
BS Detector, Esquire
Mine was a general answer.
Ever watch that airplane repo show? A large house and new cars is more likely to indicate the homeowner is broke in my neck of the desert. Lol.
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When all they have to compare is price, price is all they compare.
It is not easy to differentiate, but it can be oh so rewarding.
We are all different, but D J can certainly teach us a bit about how to set ourselves apart from the pack.
JDhomeservices
New member
Honestly, I don't know how to make myself look better. The guy outbidding me has a full crew, while I am just one guy, he has better equipment, more experience, and better insurance. I just have liability coverage. And his bids seem to be coming in ridiculously cheap. If I was the customer I'd go with him too.
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Man, that's all just stuff. He can have everything in the world, but he don't have you. And you are what your customers need. Sure, there might be people that can do it faster. Sure, there might be people that do it cheaper. Sure there might be people that have done it longer. Sure, the list never ends. So what?
You are the only you that will ever be. Find out what makes you special and then go tell everybody that you can, with conviction. You gotta sell yourself to you before you sell you to anybody else. And you is all you have to sell.
People don't buy price, people don't buy equipment, people don't buy experience, people don't buy only from insured contractors. People buy you.
Tony Shelton
BS Detector, Esquire
That was a great answer Tim!
Things like Al's ad where he says he still does all work himself is a great line.
I can only speak from a homeowner's viewpoint. I haven't dealt with anything residential in years.
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1. You remind them of negative previous experience.
2. Lack of presentation/not selling yourself enough.
3. They don't like you.
Tony Shelton
BS Detector, Esquire
Some things that worked for me selling residential dry clean delivery services. This may not work other places or in other industries.
1. Be brief. Most customers with money don't have a lot of time. I had to go through a lot of arguments with Shelly about this early on in her business too. But once she learned how to be brief and show a sense of urgency productivity and sales went up.
2. Price decisively. Pausing or hesitation or waffling on pricing makes you look like you don't know what you are doing.
3. Assume the sale. You are there because they need something. Assume they will use you.
4. Make a brief connection using whatever you see that you are familiar with.... "Hey is that your son? I used to have one of those but he was too much maintenance so I traded him for a fishing boat.". ... Lol. You get the idea.
I don't know how effective expensive wraps and things like that are. Maybe they would have helped a lot. Who knows? We only had one marked van with vinyl lettering. All the others were unmarked so as not to be a lawsuit magnet.
That's just some simple stuff we used to use. Closing rate was high.
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1. Be brief. Most customers with money don't have a lot of time. I had to go through a lot of arguments with Shelly about this early on in her business too. But once she learned how to be brief and show a sense of urgency productivity and sales went up.
2. Price decisively. Pausing or hesitation or waffling on pricing makes you look like you don't know what you are doing.
3. Assume the sale. You are there because they need something. Assume they will use you.
4. Make a brief connection using whatever you see that you are familiar with.... "Hey is that your son? I used to have one of those but he was too much maintenance so I traded him for a fishing boat.". ... Lol. You get the idea.
I don't know how effective expensive wraps and things like that are. Maybe they would have helped a lot. Who knows? We only had one marked van with vinyl lettering. All the others were unmarked so as not to be a lawsuit magnet.
That's just some simple stuff we used to use. Closing rate was high.
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Absolutely.
Service that almost transcends that line into an experience. An experience that will be so pleasurable and be over so quickly that you almost can't wait for your house to get dirty again so that you can call us back.
Oh, and we are fairly decent house washers to boot.
People buy from friends
Price in my sales plays a small part in the relations.
If I loose a sale they simply liked the other person better.
If I lost a sale over pricing I most likely didn't want that customer to begin with and don't chase those.
Since my sales involve me choosing who I do business with I'm not sure I can even answer why they won't but from me. Anyone I pursue will eventually buy on my program. (My price)
My worries is how we make them buy now rather than later. Sometimes that I'm afraid just takes time others here are not willing to put in to have the clients I have.
I know the answer DJ is looking for , he talked about this in ky. (Video)
I like DJ stuff, I don't agree with it all but the basic are solid. Chuck uses stuff from many past sales gurus. Personality profiles are important because knowing the right buttons and when to push are important. I first read the book in 1983 , I do not train my guys on profiles because I think service sales people do not buy with emotion. My buyers are trained buyers. Personal selling was the books name. Not sure if it published any longer. Look at a university book store, I believe published by a professor at wichita state university in 1965 if memory serves me.
Aggressive sales won't work on good clients. It will work just not on the people I want.
Listen to the fundamental DJ has to offer. Keep in mind service business to commercial & residential differ.
My clients are pro buyers. Residential are people who are not. Fluff and frills to pro buyers translates to more cost. Flash to a home owner might translate to them I want you, to a pro buyer I'm paying for that flash.
Just some thought
Oct event San Diego free free text me for more details !!
Price in my sales plays a small part in the relations.
If I loose a sale they simply liked the other person better.
If I lost a sale over pricing I most likely didn't want that customer to begin with and don't chase those.
Since my sales involve me choosing who I do business with I'm not sure I can even answer why they won't but from me. Anyone I pursue will eventually buy on my program. (My price)
My worries is how we make them buy now rather than later. Sometimes that I'm afraid just takes time others here are not willing to put in to have the clients I have.
I know the answer DJ is looking for , he talked about this in ky. (Video)
I like DJ stuff, I don't agree with it all but the basic are solid. Chuck uses stuff from many past sales gurus. Personality profiles are important because knowing the right buttons and when to push are important. I first read the book in 1983 , I do not train my guys on profiles because I think service sales people do not buy with emotion. My buyers are trained buyers. Personal selling was the books name. Not sure if it published any longer. Look at a university book store, I believe published by a professor at wichita state university in 1965 if memory serves me.
Aggressive sales won't work on good clients. It will work just not on the people I want.
Listen to the fundamental DJ has to offer. Keep in mind service business to commercial & residential differ.
My clients are pro buyers. Residential are people who are not. Fluff and frills to pro buyers translates to more cost. Flash to a home owner might translate to them I want you, to a pro buyer I'm paying for that flash.
Just some thought
Oct event San Diego free free text me for more details !!
CL Scott
New member
I try not to focus on the why people "don't", I rather focus on the "why they do!". People buy from people for 2 reasons: Like and Trust. It's that simple. People like value, but have to trust where their money is going. Nordstroms is the epitome of sales-by-service. Not the cheapest by far, but the next chance you get, walk in the store. You will leave with something. Every other store I've been in, "I'm just looking" is an acceptable objection. Not at Nordstroms. When you say that to them, they ask "For What?" then it's on!
Up until I relocated to Houston from Detroit in 2010, I sold Yellow Page & Yellowpages.com advertisement for AT&T. If you think that's hard, get this: It was mostly over the phone. To the Midwest!
AT&T prides themselves for investing in training, training and more training. I'm so glad I kept all my handouts, powerpoints, pdf, charts, notebooks and videos. I'm finding it to come in handy.
We sell a service people purchase, and there is less competition than other industries. Compared to plumbers, mechanics, dentist, painters, landscapers, etc - selling should be easy as shooting fish in a barrel.
People won't trust you if you don't present yourself as an industry expert, have the b&a pics to prove it, or if you don't LISTEN to what they say they need.
Don't think like a contractor! When we see a dirty exterior, we all know they need it. But why???
Speaking of why...
Up until I relocated to Houston from Detroit in 2010, I sold Yellow Page & Yellowpages.com advertisement for AT&T. If you think that's hard, get this: It was mostly over the phone. To the Midwest!
AT&T prides themselves for investing in training, training and more training. I'm so glad I kept all my handouts, powerpoints, pdf, charts, notebooks and videos. I'm finding it to come in handy.
We sell a service people purchase, and there is less competition than other industries. Compared to plumbers, mechanics, dentist, painters, landscapers, etc - selling should be easy as shooting fish in a barrel.
People won't trust you if you don't present yourself as an industry expert, have the b&a pics to prove it, or if you don't LISTEN to what they say they need.
Don't think like a contractor! When we see a dirty exterior, we all know they need it. But why???
Speaking of why...