Today we are going to focus on contractor sales tips!
What is the number one mistake that contractors make? Here are some thoughts: You may not want to admit it, but being a contractor also means you’re a salesperson. Yes, you build things, but if you don’t sell the jobs, and yourself, you don’t work. It’s pretty simple. Only so many jobs will come without marketing and selling yourself, and even then you need to sell the client on the items needed to be done.
Well, it’s a mistake that all sales people typically make at one time or another. In a word, it’s follow-up. Sounds like a pretty dumb thing not to do, but not following up with people is very common. The thought process is either “I don’t want to pester them” or “if they need my services they will call.” Sound familiar? Well neither thought is correct.
You aren’t pestering them!
Whether you heard from them directly asking for information or a quote, or they asked because of your prospecting efforts, they were interested enough to ask. Never mind that you took the time to visit their home or meet with them and write out the quote. If you wanted to waste your own time you should have just taken the day off. How do you think it looks to the customer for your to provide a quote and then effectively disappear?
The second thought “if they need my services they will call” is also wrong
People are busy. They want to get things done, take steps to do that and then get distracted onto something else. Think about your own busy life. How often have you forgotten to do something like pick up milk on the way home from work or call a doctor back to reschedule or set an appointment? How great would a follow up call have been to help you remember? Same goes for your customers. Between running kids here and there, working and all the other errands, being busy means things fall through the cracks.
A follow up call can make a customer very happy. They know they haven’t been forgotten and that their business is important to you.
There you have it…our best contractor sales tips for increasing your revenue!