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Five Ways to say “I’m a Professional” on Sales Calls
By Terry | April 3, 2010
By Terry Begue
I’ve given thousands of bids over the past thirty years as a residential painting contractor. During that time I’ve learned there are certain things you absolutely must do or say to create a positive impression with a client.
It’s nearly impossible to be the kind of guy, or gal most homeowners want to hire to paint their home if you don’t know what qualities they’re looking for in a painter. Below is a list of five important ways to be aware of when making that all important “great first impression” with homeowners.
Always be on time: When you make an appointment for an estimate be sure you leave yourself plenty of time to get there. If you’re running late, call and let them know when you’ll arrive. Ask, if you should reschedule for another time if you’re too late. I always call to tell prospective customers I’m on my way. Be considerate of their time, it will set you apart from most of the competition.
Listen Carefully: You can learn so much by paying attention to what clients say. They will tell you what’s important. Focus on those points when presenting your proposal. In fact, when you listen carefully most clients will subtly tell you how they want to be sold and what’s important to them. For example if a prospective customer mentions he puts a lot of time and money into the plants around the house, and, takes pride in how healthy they look, point out the care you will take covering and working around their plants.
Or, if you feel the homeowner is pinching pennies, take all the time necessary to explain the value they will receive by hiring your company to paint their home. Listen and your clients will tell you exactly what they need to hear before they say “yes” to confidently doing business with you.
Self Assurance: When meeting with homeowners your every action should convey the fact that you care about their wants. You’re a responsible business owner, and you can do the job. Don’t tell prospective clients what you can’t, or won’t do; tell them what you can and will do. Remember we’re problem solvers. There are plenty of flaky competitors out there. With a little effort to act as a professional and with a solid dose of respect, you’ll rise above everyone else.
Insurance and Referrals: After presenting my prospective client with a proposal I hand them a copy of my liability insurance with a copy of my workers compensation certificate on the back. I also provide several references from recent jobs. This shows proof positive that I take my business seriously. I’ve discovered this is a powerful way to differentiate yourself from your competition in a good way.
Guarantee Your Work: People like guarantees. Don’t be afraid to make big promises, just be ready to stand behind them if and when the time ever comes. During a sales call I make many guarantees. I guarantee I:
- Won’t work on any other projects while painting their home.
- Won’t allow any overspray
- Won’t turn in an invoice for payment until they are completely satisfied
- Will stick to my quoted price (barring any extras)
Remember this is a service business; it’s only built on happy customers. Becoming successful as a residential painter comes down to meeting people’s needs, wants and desires. Never forget, although this is your company the person who hires you to paint their home is still your boss. Even if it’s only for a day or two, they are signing your paycheck, so to speak. Show them the respect they’ve earned and they deserve.
Every good business deal should be a win-win for both parties. Your client gets a brand, new facelift for their home and you get a job for a couple days and a pay check. That’s the win-win tradeoff. Remember, you can have anything you want in life as long as you see to it enough other people get what they want.
Terry Begue is the owner of Begue Painting Inc., and author of the popular e-book, “The Wealthy House Painter’s Guide to Having it All.” He’s been a successful house painter and enjoys helping others start their own successful painting businesses, too. Discover more at: http://www.yourhousepaintingbusiness.com
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April 3rd, 2010 at 8:56 am
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