As a contractor, you must have a continuous influx of new customers. Home improvement projects have seen a rise in recent years. Many homeowners are on the lookout for a capable professional who can guide them through the process. This results in competition between contractors in the same region.
Because of so many options, your potential client might be in two minds about hiring you. Here are tips to turn those stagnant discussions into something meaningful.
Have A Conversation
Many contractors make the mistake of selling their services till the last minute of negotiations. At times, the client doesn’t react positively to your pitch. That is the time to stop selling and start having a conversation.
Get to know who they are looking for. Shape the rest of your conversational pitch by focusing on fulfilling their criteria. Sometimes, you will have to go beyond the technical language to convince them on a personal level.
Target Their Needs
During the conversation, ask about the plan for their project in detail. By understanding their idea, you can specifically target their needs.
Are they in the market for a renovation? Pitch astonishing ideas that will wow the customers. Remember that they are looking for skills that apply to their project. You can also impress them by suggesting changes to their plan that end up saving their money. Offer to guide them, even if they decide not to go with you. It helps build your name in the community.
Dive Into Specifics
When done right, discussing specific details of the project tips the scales in your favor. It invites excitement by showing the homeowners a sight of their finished project.
Suggest the designs you are planning to implement along with their benefits. Talk about the materials that you think should be used. You should know about expensive as well as budget options. Cement the argument with valid reasons & a rough price chart. Offer a free site visit so that you can quote an approximate timeline and cost.
Use Your References
Proof of previous projects can work miracles. Provide references to your old projects.
They will be more convinced if they hear from fellow homeowners who chose you. Their exceptional experience in working with you and praises will help you speed up your discussions. The key is to provide references that match the client’s requirements. This means suggesting bathroom renovation projects if they are looking to renovate only their bathroom.
Follow Up
Owners get almost similar offers from contractors. Following up on the progress of their plan is often the differentiating factor.
Call after a few days and inquire if they have made their final decision. You can further entice them by using a discount or other lucrative offers. Avoid cutting your profit too much to land a single client. This will end up having the opposite effect instead. They won’t trust a contractor who gave them a huge discount out of nowhere.
After you agree on a deal, the next step is billing them. Here are things you should know before you bill your client.
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