Rule #2

How to Attract The Low Price Shopper – Guaranteed!

If you want to attract the low price shopper do these 2 steps:

1. Meet with the prospect for as little time as possible or not at all
2. Simply complete your proposal with a price and mail or email it
   

At best, the only people that will hire you are the low price shoppers and at worst, this is a complete waste of time because you are far less likely to close the sale.

Now I know many of my readers are probably thinking “Hey we know that and we don’t do that.”

Ok but here is what we found working with some very successful clients:

• They didn’t have a sales process in place that they followed consistently
• The busier they got, the more likely that they would only do the 2 steps above and hope for the beOk I don’t always follow my diet and exercise plan either.
  

So what can you do to fix this?

Set up a sales process that works for your size company. For example:

Step 1 - Create a lead or prospect sheet and include the key questions to figure out if this is a lead you want to pursue (hint: you can make money on it.)  If you get a call from someone 30 miles away that wants you to: paint 2 rooms or cut their lawn or patch a small roof leak or some other small project – my advice is don’t waste your time unless this is a referral.

Just screening out the deadwood up front will save you hundreds of hours a year. You can use that time to work smarter at getting better leads and closing them and that means more time to deliver that proposal in person. There are so many advantages to delivering the proposal in person yet most contractors drop it in the mail and hope for the best. Have a system and you can easily knock them out of the box.

Just being busy doesn’t translate into success. People sometimes think that since they are busy they are effective and making money. Maybe they are but I have met a lot of busy people that weren’t making much money and they didn’t have time for themselves either.

Following a system will make your more efficient and help you close more business because your prospects will realize you are organized and many of your competitors aren’t.

Let me repeat this.

Your customers and prospects will be amazed that you took the time to deliver your proposal and answer their questions. It’s also a lot tougher to tell someone “no” in person.