Marketing For Contractors To Get Clients.
Yes, for as long as I can remember I have been studying on how to close more sales then the next guy or gal. Lets face it this is how I earn my paycheck. When you sell on commission you learn real fast that you are only as good as your last sale.
So when the boss tracks your sales closing ratio against your leads that he has provided and paid for I might add.
To have your game on all the time you need that edge that sets you apart from the rest of the crowd. I for one like to sell alone and I have my own style of close. I have never been one to share my sales techniques.
So sales training for me was always out of the question even thou I have been asked a million times on my secrets to closing in the home improvement business.
Yes, I have been doing this for over 25 years so you kind of get a feel for your client. I am not a hard core closer and never will be. I like to say I have a quiet way about me when I am closing. To me the client is the most important!
But, if I had to let one of my closely guarded secrets away it would be PAIN! See once you have warmed up to your client and ask all the right questions about “them” now it’s time to start taking things away that you already no your client wants.
Now, there is a balance or a point that you reach because you no a client can only take so much pain before you need to bring them back under your wing. If you have done this correctly then now is the time to bring them back and into the close.
You see, no one likes to be told they can’t have something or afford something. It drives them crazy. They will jump threw hoops to get or afford what they want.
So, if done right and with respect of your client you make it easy for them to say yes and can I approve your contract and when will you start? The magic words. Right?
Everyone has there own unique way of closing sales but I like to do it without any pressure and make a referring client for life.
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Happy Closing!
Glen Kohlenberg
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