This post is not just about sales. It’s about selling painting services when your prices are higher than your competitions. Sales is the life blood of your business. Just because sales are not your biggest problem right now, that is no reason to ignore how you sell your services.
Selling at higher prices is both an Art and a Science, in the 7 steps of my Client- Centric Sales system we teach you how to sell value and not price. This strategy has been powering the growth of some of the most profitable and well-known painting contractors in the country. Many of their case studies are on the web site www.contractorgrowthstrategy.com
Everyday your ideal customer is evaluating your services, your reputation and your price searching for what they consider to be the “best value” The problem is, you are not taking the time in your estimates to ask enough questions to determine what “best value means “to the customer, and rather or not you can fulfill that.
If you are the best choice then you deserve to be able to charge a premium, if you’re not then you serve only to educate the customer and provide time wasting quotes that serve only to compare you to the contractor who they want to do business with.
I believe we need to stop wasting time being unpaid for your painting expertise and show how to close 50% 60% of your estimates even if your price is 25% to 50% higher than the other contractors. I know that sounds like a bold over the top statement, but I can tell you with absolute certainty I have trained hundreds of estimators and painting contractors to do exactly that.
Start with the end in mind
The great Stephen Covey wrote in 7 Habits of Highly Effective People. Start with the end in mind. So, let’s do exactly that.
When you implement what I will be teaching you in the coming post, will have a step-by-step sales system that works incredibly well for all trades, especially painting contractors. You will all so gain a companywide language for selling so that you will get everyone involved in your company so support or sells on the same page, speaking the same language.
When you use this with customers on an estimate you will come across as:
- More professional
- More prepared
- Asking better questions
- Demonstrating genuine concern for your customers wants and needs
- You will demonstrate an attention to detail that all customer wished all contractors could do better.
Finally people like to do business with people they like, you will come across as the more likable of the other contractors making it easy for customers to say, “Let’s get this on the schedule!”
All the Best