In most cases a prospect that comes from a good referral is your sale to lose. The level of confidence and trust has pretty much been established for you. All you need to do is to live up to it.
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From the category archives:
Strategy
Many salespeople for remodeling contractors lose many more construction project sales than they make by talking too much and listening too little.
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A remodeling contractor who strives for big-time success in this business should make customer service an absolute obsession of every person in his organization.
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Many remodeling contractors do not know the difference between markup and profit on their building projects. Consequently, they are not charging enough money for their services.
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One of the best ways to gain the confidence of a prospective remodeling customer is to give that person enough information about your construction company and you so that he can become comfortable enough to choose you as his contractor.
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Emotions can often get in the way of good decision making. Do not let them ruin your business and you.
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The bidding process used by homeowners and/or architects to choose a contractor for a particular project is often inherently unfair. Negotiation is a far better method.
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Sometimes a remodeling opportunity comes along that is a little out of our area of expertise but could be quite profitable with the right joint venture partner.
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To stay current in any field it is important to continually educate ourselves to the latest business techniques and trends like “building green.”
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