"Just a quick note to thank you for helping me get a job. last month I downloaded your free "8 simple steps to close more sales". The day before I had presented an estimate to a customer for a project I was really hoping to get. since I had already met with them I decided to follow step 6.... I just found out today that they have hired us to do the project. I know they spoke with other contractors and I'm certain that I was not the low bid but I still got it."
-K. Howell
Last week I had the opportunity to survey a group of 30 homeowners about home service contractors.
When asked about what were their concerns BEFORE they hired a contractor, they were concerned about 2 things:
The final price was going to be more than quoted, and
The job wasn’t going to look as good as promised.
AFTER they hire a contractor, homeowners had two frustrations that drove them nuts.
Not getting their calls returned and
The job always takes longer than promised
I have to admit, I was not surprised by these answers since we do these periodically and we almost always get the same answers.
What does surprise me is that too many contractors fail to address these concerns of the prospect – specifically – in their marketing, advertising and presentation.
We do address these issues in the tools of the Closing Success System™ and they clearly address these concerns and 16 others.
You should do the same. If you don’t you will be lumped in with everyone else AND as always be Specific about how you address these concerns.
Our tools pave the way for you so before you ever show up for your prospect meeting, the homeowner will know exactly what it is you do and how you do it, to overcome these common fears and frustrations.
When you do this first, you position your business as a professional company that knows what they’re doing and is the obvious choice to do business with.
If you want to know how the tools in the Closing Success System give you the ammunition to clearly demonstrate your real VALUE to a customer call or email us.
