When you’re quoting for work, it’s important that you’re also selling your business. Many tradespeople already understand this and take steps to present themselves in the best possible way. However, you should also be persuading your customers to choose you rather than simply picking the lowest quote they receive.
This doesn’t mean simply giving customers the hard sell. Often, being too pushy will actually lose you sales, as people don’t want to buy from someone who they see as desperate.
To persuade prospects and leads to choose you over your competition, you want to appear friendly and attentive, as well as competent. To do this, you need to figure out what matters to the customer. Are they price focused? Are they looking for someone to carry out additional work after the current job? Are they worried about hiring a messy tradesperson who’ll damage their house?
By understanding the needs of each individual customer, you can tailor your service and quote accordingly, giving you the best chance of winning each job.
Here are 3 ways that you can be persuasive when you’re giving quotes. Use these to understand the needs of your customers and you’ll be on your way to converting your quotes into jobs.
1. Engage them in conversation
When you’re asking a customer questions about the job, it’s important to listen to their responses and understand their perspective. Don’t simply run through enough questions so that you can give a quote. You can ask them what the reasons are for undertaking the work, especially if it’s more than just a simple repair job.
Also, if it’s appropriate to the situation, you could ask questions about their previous experiences with tradespeople. By understanding what went wrong or right with your customers’ prior experiences, you can figure out what they’re looking for from their interactions with you.
2. Use objections to learn what’s important to your customer
While it can be difficult to hear objections from a potential customer, it’s vital that you listen carefully. Don’t simply write off a quote if the customer tells you that you’re too expensive. You should see objections like these as an opportunity to learn more about the person and to understand what’s important to them.
For example, if a customer tells you your quote is too expensive, ask them questions like ‘I understand price is important to you, but are you sure that you’re getting the same quality from the other quotes you’ve received?’ If you’ve specified certain brands or types of lightbulb, for example, highlight the benefits of these.
You’ll often find that even the most price-conscious people are actually looking for a quality job at a reasonable price. When a customer tells you that you’re expensive, you should take this as an opportunity to justify the value of your work.
See objections as a chance to move a conversation forward. This allows you to learn more about your customer, and you’ll find that it helps you win work.
3. Pay attention to the way you’re speaking
It’s essential that you’re speaking to customers in the right way. Be friendly and polite, and try to empathise with the customer and understand their perspective.
Even if you’re only popping round to give a quick quote on a small job, don’t appear bored. Your customers want to feel like you’re paying attention to them and that their job is important.
Use these tips to be persuasive when you’re giving quotes. And, if you’d like to find out how the NAPIT KeepBusy scheme can help you get more work, click here.