Need help qualifying customers.

[Adrian 155]

What methods are you using to qualify customers?

... in other words, lately, they have simply been wasting my time, money and gas. I am at the point where I literally need help to find out which ones are pulling my chain, and which ones are for real. What ???'s are you asking them to find out their sincerity about a job other than timeline, and budget, and scope of project. Please help, and is there a surefire formula to keep their interest after the tirekicking.

Thanks in advance.

[PressurePros 248]

After target marketing, mentioning a minimum price helps to weed people out. Explain your process emphasizing quality then ask "Is this the type of service you are seeking?". If they say yes, you have already started closing before you even get there.

[RCBill 14]

I don't bring price into the conversation unless I'm asked. If I'm asked, I give a number, but then the prospect has a check mark in the negative column. And I start fishin' for more information.

When you qualify on price, you sell on price. This is a position that low-ballers win.

I always ask when they want the job done. This gets a conversation going that may put checkmarks in the positive or negative columns. You could also ask when they had this work done before = more useful information.

Stephen eliminates people that he doesn't want to serve by targeting those that he wants to serve. This is the best way to get profitable clients.

Leads are expensive. To burn one on the phone may be expensive. An owner would tell a salesperson to get their ass out there and turn the lead into a profitable sale or find another job. Many of us are salespeople/owners that do not answer to anyone. Except our families.

[Rick2 42]

Over time tou'll be able to feel them out and know what they are thinking. I love it when they start asking what type of chenicals I'll use, what ratio I mix and how I intend to apply them... AKA they want to do it themselves as soon as I leave. Not to worry. I tell then the most costly non-effective chems from Lowes that I can think of, the incorrect way to put them on, etc.

If they intend to waste my time I plan on returning the favor.

Eric

[PressurePros 248]

I don't bring price into the conversation unless I'm asked. If I'm asked, I give a number, but then the prospect has a check mark in the negative column. And I start fishin' for more information.

When you qualify on price, you sell on price. This is a position that low-ballers win.

I always ask when they want the job done. This gets a conversation going that may put checkmarks in the positive or negative columns. You could also ask when they had this work done before = more useful information.

Stephen eliminates people that he doesn't want to serve by targeting those that he wants to serve. This is the best way to get profitable clients.

Leads are expensive. To burn one on the phone may be expensive. An owner would tell a salesperson to get their ass out there and turn the lead into a profitable sale or find another job. Many of us are salespeople/owners that do not answer to anyone. Except our families.

Bill, good info. When I say minimum price I mean it in the context mentioned prior.. Anything less than $500 and I'm not turning a key. I need to know that on the phone. Otherwise, as I have hammered home probably a hundred times on here do not give price quotes over the phone unless you are you are positive you are the lowest priced guy in your market.

[Doug Dahlke 114]

Lots of good info here. I'm still digesting it all. My minimum price depends on how far I travel for a job. I did one recently for just over $100 but it was only a few miles from home in a neighborhood I had sent mailers to. I still made money and now others who received the mailer have seen me in the mailer and I have a reference there.

I have been in more affluent neighborhoods and had people ask me for quotes when they saw me working there. I have thought I had those wrapped up and never close. On the other hand I have quoted in more modest neighborhoods and left a quote thinking what a waste of time and the next day they want the work done.

[RCBill 14]

Ken, I did think that you were qualifying on money over the phone. Glad that you clarified. I thought you went off the deep end.

The following is written with the new contractor in mind. I would not want to offend those contractors that are already successful. I got much of this from Kaller, whom I've written off previously. I haven't invented anything.

The number two thing that a small contractor needs to do to build a business is get out of the bucket. The reason for this is to allow the contractor more time, and energy, to do other more important things. One of those things is sell. It is harder to put a good effort into turning a marginal lead into a profitable sale when you are tired, hungry, and your clothes stink. (I didn't need Kaller to tell me this.)

Anyone that spends money on marketing or advertising should know how much a lead cost them. You can learn this by keeping a tally of inquiries and their source. Divide the total expense by number of inquiries for that advertising. If you do a mailing that cost $600 and you get 10 leads, each lead cost $60. To get even sharper, divide the expense by the revenue that it generates. Stephen's targeted marketing will earn high numbers here.

Kaller was telling a small group of us how he distributed flyers. When I asked if walking flyers was really worth the effort, he responded that maybe my being in business wouldn't be a great idea. I would have preferred a slap in the face. I've walked a lot of flyers since then. I guess I'm going sideways.

So, the guy or gal that doesn't know how much a lead cost isn't a business person. They may own their job. Or be engaged in a hobby that pays pretty good. But if they think they can manage a profitable business without knowing what their numbers are, they need to start using an air filter.

Lastly, I've never met a successful business person that wasn't fighting for every dollar, every dollar, every dollar. If I'm not fighting for business, 60+ hours a week, I'm losing to the man or woman that is.

Regards from the Cape Fear

[Don M. 14]

Lots of good info here. I'm still digesting it all. My minimum price depends on how far I travel for a job. I did one recently for just over $100 but it was only a few miles from home in a neighborhood I had sent mailers to. I still made money and now others who received the mailer have seen me in the mailer and I have a reference there.

I have been in more affluent neighborhoods and had people ask me for quotes when they saw me working there. I have thought I had those wrapped up and never close. On the other hand I have quoted in more modest neighborhoods and left a quote thinking what a waste of time and the next day they want the work done.

Doug,

I found out in the neighborhoods that are nicer, people are financed to the hilt. If its not pay day they dont have money to buy the paper to wipe their arse.

This year, I sent out 1500 P.C. to household incomes of $100,000. How many calls, ZERO.

After talking with Barry and Jarred, I bought another list and lowered my income level down to 75,000. Sent the same post card and the same quantity. I got 14 calls.

I dont waste my time too much in affluent neighborhoods. If I wind up in one it is usually by referral.

[Doug Dahlke 114]

Thanks Don. I have 2500 to mail out soon. I'll keep those demographics in mind.