Forum Title: Lost A Job For Offering A Discount! ‚Oldie but goodie I saved.
INFINITY- I was doing follow-up calls for estimates I gave the week before. Most of the responses are: ‚??We'really like your company but your price was a little high.‚?ù Oh well, I can deal with that. One lady tells me That'she didn‚??t like handwritten estimates (now mind you these are not blank generic proposals- they are a nice design with logo and stuff). She also tells me that ‚??I was trying to rip her of by giving her a ‚??same day sale‚?? discount. What the ‚?¶.! How many of you employ the same day sale to entice people to sign? It is part of sales 101 I thought. REPLIES- SHINGLE MONKEY- No same date sales discount, I don‚??t want them to feel rushed. TROOP- I never give any discounts except for senior citizens. SEEN IT ALL- I never discount as you get a reputation when getting referrals that your price can be moved. If you move out of the drivers seat on the first phase of a project, chances are that they are going to grind you on everything else. Experience shows things go better when they ‚??want‚?ù you rather than you ‚??wanting them‚?ù. If asked for a discount I usually respond ‚??If I discount it only shows you I was charging too much to begin with‚?ù or I come back with ‚??I could do better on the price if I ‚?¶‚?ù They soon get the message. The most I will do is maybe install an extra roof vent or an insulation hose for a bathroom fan. KK11- It works for some but for me the opposite works best. I let them know we‚??ve been around 42 years and we‚??ll still be here when they‚??re ready to sign a contract. That is kind of a version of a well-known sales technique where you take away the product from them. With some people, the less you act like you need their business, the more they want to use you. Just my style. CMR- No same date discount here either. If I REALLY wan a job: I wait a minimum of twoo weeks before I offer an enticement bid. It goes something like this: ‚??Hello sire, we signed another contract that is very similar to your and if we order material for them both at the same time, we get a volume discount on them. We always pass this along to our customers‚?¶so here‚??s our new price. Keep in mind that we MUST place the order for the other project by next Tuesday, so the new price is only valid until them. At that point the old one will take over again for the remainder of the 30 days it‚??s valid.‚?ù Another way is to tell them that you have extra material left over from another project. You may or may not, but the scenario is very similar to the one above. I wait two weeks simply because they may pay the higher price from the start. If not, Knock a little off to make them feel like they are getting a deal, you were doing them a favor, and they were in the driver‚??s seat. Works in the commercial world anyway‚?¶INFINITY: How much was the discount? Just curious if maybe the amount wasn‚??t the issue. These days people acquire their ‚??Street Smarts‚?ù in their living rooms via the internet. She probably went into the scenario thinking, ‚??I cannot be made to make a decision today.‚?ù And she didn‚??t. SCOTT- I‚??m guilty of it from time to time also but it really pisses me off when someone does that to me. They didn‚??t give the best price first and they want another swing. I ask them if I wait another month will it drop again? It‚??s a bad thing to do in my opinion. Like KK11 mentions the take away sales works great! Just grab your marbles and thank them and then move on. Tell them when they are ready you will be here. As far as the hand written proposal goes. That would be enough for me to change to a typed one. I‚??m just like that. LEFTY- A guy picked up an item off my dad‚??s table. The item was marked $8. The guy asked my dad if he could do better. My dad looked at the guy and said sure $10. Something I will never forget. I was around 12 years old. BOBBY- I write everything by hand now. If they ask I tell them I lost my secretary. We had a torrid and sordid love affair and my wife found out. They looked shocked then I tell them my wife was the secretary but quit to be a 2nd grade teacher. Now not only no typing but the spelling is bad too. HOP- I got to agree about the hand written thing. Like the old saying ‚??You will never have a second chance to make a first impression‚?ù. Besides, I have really bad handwriting and without a spell checker, you wouldn‚??t be able to understand what I'meant. I‚??ve had a laptop in my truck now for 10 years (on my fifth laptop). I have a power I'verter that powers the printer. I do the paperwork on the spot (because if I don‚??t, the estimate will likely never get done). KK11- The though occurs to me That'some of us are salesmen, and some of us are just roofers who sell so they can keep roofing. I fall in the latter group. I have many books on selling, videotapes and an endless collection of Zig Ziglar selling materials. I went through the Dale Carnegie course once as a student, and 5 times as a Graduate Assistant. Been selling 6-figures worth of roofs for most of 27 years with our roofing company. Trust me, I know how to sell roofs. But that doesn‚??t make me a salesman. I‚??m not. Don‚??t wanna be. I just know roofing, and both of those things come across to the customer, usually. And my experience is that the customer would a lot rather buy from a roofer who is serious about his profession but maybe lacks closing technique, than from the most polished salesman. CMR Houston- Agreed. In order to become a good salesman you have to learn all the techniques of closing the sale, and to be a smart salesman these days you have to know how to disguise those techniques. TROOP- I have really good handwriting and my spelling is usually right, I have never lost a job because I offered a handwritten proposal. My son has a laptop and a printer in his truck, his proposals are all neatly printed, I sell more than he does, wonder why? I also hand write my invoices, never had a complainant, the money spends just as good as if I printed them out. Now if I had lousy handwriting like HOP and my son, I would print them out also. INFINITY- Troop- LOVE IT! I sold 1.2 mil this year in residential roofing myself. I get the lead, go to the appointment, run through our products, give them the estimate and discuss. I sold 147 roofs, 80 of those were on the spot, and I was the first estimate on almost half of those 80. If I know the customer is not going to sign right away and doesn‚??t want any offers or ‚??sales talk‚?ù I will send them a typed estimate so when they compare they can see. I did some sub-work for a window company/they are really just a sales and marketing company. They have 30 salesmen and sub all work. I went to some of their weekly meeting and learned a lot. I tripled my business this year with some of their techniques. They are true tin-men. They are a 15 million dollar residential company with hand-written proposals. TROOP- Think one of the reasons that I sell as much as I do is that I sit at their dining room table, write the proposal and discuss it with them and then hand it to them. The type written guys have to either sit out in their truck waiting to type the proposal, then print it our and then do back to the customer, or mail or take it to them later. Most of my sales are on the spot. I can see why the commercial guys would need to type and print theirs, but the handwritten is king is residential. (IMO) DARREL- You can wander around all day just giving estimate after estimate 8 hours of writing and at the end of the say you will have a stack of estimates. Try spending those suckers. I do not see anything wrong with closing a job the same day, in fact I prefer it that way, put the deal to bed so you may sell another tomorrow. There are quite a few sale types, you know them high-pressure types, that will tell you your roof is coming apart and unless you order today you will have lost out on whatever is going on. Just because you can close the same day does not make you a sleazy person. The whole sales concept is simple, you are there because the customer called you, knowing how to deal with that customer is an art. When you Can'turn that account and have them wanting to buy from you then you are the artist. ANITA- I cannot remember a job where we offered a sign same day discount. I know everyone had their own sales techniques that work for them‚?¶even within the same company. We have signed many on the spot without discount, but close more several days or weeks after the fact. Typically those who call us later on, tell us they were sold on our company since the beginning, and we are rarely the lowest bid, but they just felt they had done their ‚??homework‚?? by getting other bids. The only discount we offer up front (written in proposal) is on multi roof commercial projects, and it is based on volume material discount. INFINITY- Met with a lady this morning for a ranch house and garage. Husband was at work as I know there‚??s no chance at signing on the spot. I spend an hour there just chatting about stuff and gave her a ballpark figure. I'mailed a types estimate out today. I will let you know. SEAN- No discounts here. AS for hand writing the estimate, I hand write all residential estimate and I type all commercial estimates.
Category: Roofing Post By: Nick L (Meridian, ID), 02/06/2018

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