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:
Advice
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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Every day that you are in business you are either building or destroying your reputation by your daily work habits. Below is a good example that happened today in our neighborhood.
About 10 days ago we had heavy rains
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In building and remodeling the quality of work and the efficiency with which it is done by your trades’ people is more important than the speed.
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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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