Sales are about addressing your customers' needs and problems. By understanding the issues clients face, you can show them how your service solves their problems.
Here are some tips for asking the right sales questions to better understand and help your customers.
1. Don't jump into sales questions right away.
Sales aren't just about making a sale, although that's certainly part of it. Instead, sales are about building relationships. That's how you make a sale today and encourage repeat business tomorrow.
When you start asking questions, don't begin by asking questions about the sale specifically. Instead, ask questions that develop a relationship and give you a chance to get to know the client better.
For example, ask questions about their long- and short-term goals. After that, move into questions about the issues they face and what solutions they currently use. Then, find out what does and does not work about those solutions. That will help you understand your potential customer, which allows you to meet their needs right now and anticipate future needs.
Now that the internet has become an integral part of our daily lives, modern consumers no longer depend on television, radio, and print advertisements. We look and go through a plethora of information first, accessed through popular search engines (Google, Bing, and others), before deciding to make a purchase or hire a local service.
Technology advancement allowed companies to promote and connect with a larger number of potential consumers than the traditional, physical presence of a brick-and-mortar store. As a contractor, you are no longer confined to your neighborhood and push services directly to them. Your online presence enables you to reach out and pull qualified leads towards your construction company. But what should you do when you don't have a marketing manager that handles this side of your business? I say work with what you already have and go from there.
Go through a quick search of construction/home service-based businesses near you, whether it’s a Handyman, Plumber, Painter, or a Framing company, or better yet google your competition and look at their information. Does it link to their websites? And if so, do they maintain a blog?
How many people, including you, search the web for information before making a decision – buying equipment, booking a hotel, or eating at a restaurant? While a company website establishes your credibility as an industry leader, blogging presents an excellent opportunity for you to develop a relationship with your audience, strengthens your reputation as an authority in your field, and helps you stand out from the competition. You care enough to provide your prospects and followers relevant and useful information that they can practice and apply.
When creating content, ask yourself these questions:
• What is the purpose of this blog post?
• Am I adding value?
• Why is this important to my readers?
Yes, I know, as a Web Content Developer and Fast Easy Accounting’s resident Webmaster, this blog post could come quite a surprise to you but bear with me on this. I realized that writing about Online Marketing Trends and the power of Inbound Marketing doesn’t obviously support a more traditional way of marketing, but I am taking this topic head on to bring you a different point of view. In this day and age, despite the steady growth of the web, still, about 10% of U.S. adults do not use the internet - that means not all your target clients are online. This is an opportunity for you to implement some offline marketing methods to add to your overall promotional strategy.
If you’re just establishing your contracting business, have no office support or crew to assist you, and looking for ways to promote your company without spending a lot of money in advertising costs, then this could be the answer you’re looking for. If you’re a seasoned contractor and just want to do more networking in your spare time, this can also work for your company. Notice I mentioned “free” – however, this is going to cost you a bit (or more) of your time and effort (perhaps gas). Consider having a marketing budget if you want to take it up a notch and optimize your plan. For now, take out those box of business cards and shove it in your glove box and let’s get rolling:Read More
Inbound marketing is about creating valuable experiences that have a positive impact on people and your business. How do you do that? You attract prospects and customers to your website and blog through relevant and helpful content. Once they arrive, you engage with them using conversational tools like email and chat and by promising continued value. And finally, you delight them by continuing to act as an empathetic advisor and expert. - HubSpot
Now that the internet has become an integral part of our daily lives, modern consumers no longer depend on television, radio, and print advertisements. We look and go through a plethora of information first, accessed through popular search engines (Google, Bing, etc.), before deciding to make a purchase or hire a local service.
Technology advancement allowed companies to promote and connect with a larger number of potential consumers compared to the traditional, physical presence of a brick-and-mortar store. As a Trade Contractor, you are no longer confined to your own neighborhood and push services directly to them, your online presence enables you to reach out and pull qualified leads towards your company. But what should you do when you don’t have a marketing manager that handles this side of your business? I say work with what you already have and go from there.
For Most Construction Contractors Your World Is “Hurry Up” And “Wait.”
- Hurry up and answer the Call from the Customer.
- Wait to make the appointment.
- Hurry up and get to the job.
- Wait for the Customer to come home, to be available.
- Hurry up and create the proposal.
- Wait for a decision.
- In some cases, the Customer says “Yes” and then it is Wait for the Job Deposit.
- Wait to Start The Job
- Contractors doing Insurance Work are expecting to wait for Approval from the Insurance Company
- Wait for the 1st Installment from Insurance Company
- Wait for Inspection By Insurance Company
- Wait to collect Homeowner’s Deductible
- Wait for Final Payment By Insurance Company
All of this Hurry Up and Wait for activity makes it hard for The Contractor to schedule other jobs.
Many contractors are only holding a place open for the customer once a job deposit has been received.
There Is A Better Way - Fill The Funnel And Let Them Clamor To Get On Your Schedule!
Today's Guest Article Features Patrick Ingram
President of Construction Accounting And Consulting
The Following Is An Outline From Patrick Ingram's Guest Appearance On The Contractors Success M.A.P. Podcast which you can listen to below. It is on iTunes, Stitcher Radio, Pocket Casts and all popular podcast directories.
Editor’s Note: I have known Patrick Ingram for many years, I trust him and find him to be very knowledgeable and capable on the subject construction and mentoring emerging contractors as well as helping contractors who are facing current challenges to turn around their construction companies and put them back on the road to growth an profits.
I Highly Recommend all contractors spend some time on his website www.constructionaccountingandconsulting.biz and get to know him/her. He/she is a valuable resource to all contractors, not just remodel contractors. Please be sure to let him/her know Randal DeHart, The Contractors Accountant, recommended you.Read More
A lot of contractors like yourself have asked for ideas on how to find more opportunities and increase your sales so I would like to share one of our resources; Footwork Express.