Have Consumers Lost There Mind?

Customers must think they are buying a car, not home improvements from a contractor.

Yes, I understand things are a little different right now with the economy the way it is right now. But when the guys and gals out there selling everyday come back to the office telling me that the last appointment they were on the customer wanted to make an offer for the work they wanted done.

Now it took me awhile to control my laughter, but the sales staff didn’t think it was so funny. My first thought was do they think there buying a freaking car or what?

I mean OK on one hand they are closing most of the new car dealers in our town but come on people we sell true value for your home. Do you think things are that far out of hand?

Yes, we do have a ton of foreclosures in our 3 local county’s but Sarasota county is the 3rd richest in our state. This is a new animal for me to overcome because I am not used to our clients dictating pricing.

Oh, I forgot to tell you that the price they wanted to pay was about 1/3 less then we quoted.

But, I have been around long enough to no that I needed to call this client and set the record straight and try to work the back end of this deal and to also challenge myself to come up with a way to satisfy my client that they were already getting a great deal.

So, the client accepted my appointment to come out and talk to them. Now, the job was only $12,000 but hey it could have been $500 and I still would have been knocking on there door. It’s the principle to me.

I basically started from scratch with this client and I built value as I did my presentation and hit on all the benefits of my product and want the end result would be by dealing with our company.

Upon finishing my presentation and asking them for there approval by signing my contract they were stunted by my price being $15,875.00? They explained that I had to make a mistake because the last sales person from our company was about $4,000.00 less.

But, as I turned my laptop around and went down there list of things that they had ask for, when we got down to the bottom line of the sheet there was my price. $15,875.00

Now, you will need to come back tomorrow to find out the rest of my story with my client.Do you think I made the sale….

If you enjoyed this post please share it, and sign up for my RSS feed by hitting the big orange button.

Happy Selling

Glen Kohlenberg

Tagged as: Consumer, Contractor, Marketing