Builders and contractors think they’re not salesmen.
But today’s way of selling isn’t like it was years ago…
Today’s way of selling is all about building rapport and connecting with people. So if you’re married, have friends, “seeing” someone, or so much as had a conversation with someone in the last 24 hours… Then you’ve sold yourself.
No matter how good your service or product is, if you don’t know how to sell it, you wouldn’t make any profit from it.
Here are some common mistakes that contractors make when it comes to selling their product or services.
Not Making an Effort
Most builders and contractors don’t make any effort to explain to their prospective customers the benefit of working with their company.
They just show the features, the price, and that’s it.
Be patient and take time to explain to each prospect what they can get out from working with you. Show them what makes you unique and how you can resolve their problems.
Make sure that you ask them if there’s anything they want to clarify, as to remove any confusion.
Remember, a confused prospect will never buy.
Not Listening
Imagine yourself trying to buy an item and the salesperson just kept talking about how awesome
their product is without even listening to you.
Wouldn’t that be frustrating?
If you think that’s annoying, then don’t do it to your own prospects.
How can you provide a solution to them if you don’t know what their problem is in the first place?
Focusing on Price Too Much
If you talk about price all the time, you’re basically planting an idea in your prospect’s mind that they can find somebody cheaper than you or that you think they can’t afford you.
Which is pretty offensive on their part and you wouldn’t want to offend a prospect.
Ask them what they’re budget is and provide them with a solution that is within that budget.
Not only will this impress them about you, but it only shows that you care about them and want to provide them with great service regardless of the price.
Criticizing the Competition
If you don’t want your prospects to go to your competitors, then don’t talk about them.
Criticizing the competition doesn’t make you look any good. It will only make your prospects wonder about your competitor more.
You should focus more on why they should buy from you and not why they shouldn’t buy from the competition.
Doesn’t Look and Act Professional
Would you buy from a person that looks and smells like they just came out from a public toilet?
If you want people to take you seriously, then look and act like one that needs to be taken seriously.
First impression lasts. Make sure that the impression you’re leaving on your prospects mind is of trust, maturity and professionalism.
The thing that most builders and contractors forget about selling, is to think like a customer.
Would you buy from you?
