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Develop a Referral Before Finishing the Job
Thursday, July 12, 2012, 4:15 PM
[General]
Deciding on price and other matters can come later. After you have won the job, mention the referral source again. This lets them know that you pay attention and you are considerate of their opinion.
Most contractors are excited when the phone rings and a prospect is on the phone. The basic questions of the type of work, estimated time frame and costs usually make up the gist of the conversation. Instead of talking only about the work,Cheap Mike Williams Jersey, contractors should begin the conversation with "How did you hear about us?" This will lead to a conversation about a mutual contact or an advertising source. Regardless of the answer, talk about the source of the lead. Find out what made this person get in touch with you.
In sales there is an old expression A-B-C. It stands for "Always Be Closing." Years ago, when the only way people sold anything was through pushy sales tactics,Cheap Josh Cribbs Jersey, the mantra for sales people was to always focus on closing the deal. There is some benefits of this mentality that can translate to the contractor world.
After the job is completed two important tasks will make you stand out from the crowd. First,Cheap Jake Plummer Jersey, buy a inexpensive thank you card and mail it the day the work is finished. Make sure to personally sign it. Secondly, call the customer about two weeks after the job is finished. Ask the customer if they are satisfied with the results. Then ask them "Who else do you know that would be interested in my service?" This gets them to thinking. They may give you a name and number or they may tell you to expect a call. Either way, you have them in the frame of mind to refer business to you.
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