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Phone Facts
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A formal proposal by phone is not the way to present your bid When you call in your price, people can t visualize what they are getting or the person giving them this information They can t linger over the estimate and evaluate it Chances are good that the
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customer may write down your price and then lose the piece of paper it was written on Phone estimates also tend to make contractors look indifferent, since they don t even take the time to present a professional, written proposal In general, use the phone to get leads, set appointments, and follow up on estimates, but don t use it to give prices and proposals to possible customers
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PRO The dress code for contractors covers a POINTER wide range, depending on what you are selling and whom you are selling to The dress code for contractors Whatever you wear, wear it well Be covers a wide range, depending on neat and clean Dress in a manner that what you are selling and whom you are selling to Whatever you wear, you can be comfortable with If you are wear it well Be neat and clean uncomfortable in a three-piece suit, you Dress in a manner that you can be will not project well to the customer If comfortable with you usually wear a uniform, wear it when presenting your proposal, but make sure it is clean and pressed Jeans are acceptable and so are boots, but, again, both must be clean and neat Avoid wearing tattered and stained clothing; it not only reflects on you but it also reflects on the product you wish to sell You don t want the customer to be afraid to ask you to sit on the furniture When you are deciding what to wear, consider the type of customer you will be meeting If the customer is likely to be dressed casually, then you should dress casually If you suspect a suit will fit in with your customer s attire, consider wearing a suit Choose a wardrobe that will blend in with the customer By overdressing, you might make the customer uneasy And avoid flashy jewelry that is usually a turn-off
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Your Vehicle
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What you drive says a lot about you If you drive an expensive car or truck, you are sending signals to the customer When customers look out the window and see the contractor getting out of a fancy car, they think your prices will also be fancy If you drive an old, dilapidated truck, they may assume that you are not very successful Choosing the best vehicle for your sales calls is a lot like choosing the proper clothing You want a vehicle that will make the right statement A clean van or pickup
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is fine for most any occasion Cars are okay for sales calls, but avoid pulling up to your customer s house in an expensive luxury model unless you are catering to high-end clients
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Confidence, the Key to Success
Confidence is the key to success You must be confident in yourself, and you must create confidence in the mind of the consumer If you can get the customer s confidence, you can almost always get the sale You will gain your own confidence through experience, but you must learn how to build confidence with your customers Gaining the confidence of your customers can often be done by the way in which you talk to them If you are able to sit down with customers and talk for an hour, the chances of getting the job increase greatly Showing customers examples of your work can build confidence Letters of reference from past customers will help in establishing trust If you have the right personality and sales skills, you can create confidence by simply talking As a business owner you are also a sales professional, or at least you need to learn how to become one Unless you hire outside sales staff, you are the person customers will be dealing with If you learn basic sales skills, you will become a successful contractor even if your prices are higher than your competitors
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