Questions you ask to qualify your "BREAD & BUTTER" clients.

Diamond Jim said:
Knowledge is king ! Immerse yourself into learning everything about every substrate , material's, design concepts , landscaping, and preservation. Develop preventive maintenance plans and know what to do and not what to do . Have the answer!

I always talk into the future and what does work ! If a prospective client doesn't want to hear about it they are eliminated.
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That's fantastic... You also build rapport with them and they start to have a level of trust with you when you know what the heck you're talking about!

Good stuff, Jim. Green dot for you!
 
What else are you all asking your customers to elicit emotions?

How do you take someone from a Prospect to CLOSED?
 
But to be honest, I like assuming the sale and overcoming objections which I feel pretty confident about...

I just sometimes have problems creating emotional responses from the questions I ask... they come off very logical and don't elicit a customer to make their decision. It's always... "Let me get back with you on that"

.. Given that I'm even talking to the decision maker.
 
I don't solicit small customers anymore, but when I get one
I have always treated them the same. I got over a million in sales in my dry clean company from one lady who was nice and we went out of our way to serve her when she moved to a distant part of town. She eventually ended up getting us hundreds of customers as she promoted our service to every car dealership she moved to over the years. She would change jobs, next thing I knew we would be getting a call to sign up 40 salesman and managers.

We have done emergency coil cleanings for a one man show HVAC company at a loss that ended up being tens of thousands when he failed and went to work at a large company and told them about us.

You never know what might happen.

But, like I said, we don't solicit for that kind of work anymore, but when God drops it on our laps we take it.

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DJ Carroll said:
Very simple for me ---- there are two kinds of clients .... VIP & NON-VIP

VIP
===========
1- Big Money
2- Now Money
3- Large Sphere of Influence (referrals)


Non-VIP
==============
1- Little Money
2- Later Money
3- Small to No Sphere of Influence
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I've noticed this as well... Sometimes determining that is the part to crack...

Tony Shelton said:
I don't solicit small customers anymore, but when I get one
I have always treated them the same. I got over a million in sales in my dry clean company from one lady who was nice and we went out of our way to serve her when she moved to a distant part of town. She eventually ended up getting us hundreds of customers as she promoted our service to every car dealership she moved to over the years. She would change jobs, next thing I knew we would be getting a call to sign up 40 salesman and managers.

We have done emergency coil cleanings for a one man show HVAC company at a loss that ended up being tens of thousands when he failed and went to work at a large company and told them about us.

You never know what might happen.

But, like I said, we don't solicit for that kind of work anymore, but when God drops it on our laps we take it.

Sent from my DROID RAZR HD using Tapatalk
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That's just good business/networking for ya! Treat your customers great, everytime. Good stuff.

However, I feel like soliciting (STARTING OUT) is... well... VITAL to the business. Once you have an established company, it's not necessary anymore unless you want to expand.. It's all preference at a certain point I suppose though... Kudos to you my friend!
 
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