David Lupberger

Topic: Many listeners are hard pressed to get the best qualifying information out of a potential lead on an initial phone call. David brings a clear, effective perspective on  how to qualify your lead in 8 easy questions..

Guest: David Lupberger – President of Remodel Force

Contact: david@davidlupberger.com

Website: http://www.remodelforce.com/ 

Three Points For Success – David Lupberger:

  1.  We don’t sell a project. We actually sell an experience. And so if we can keep in mind we sell an experience as well as a project that will be the basis of success.
  2. It’s a relationship driven business. It’s why I think I’m in this industry and most of the people I know and it’s not just relationships with clients but it’s with our subcontractors suppliers and employees. Value those relationships and the work will always be there.
  3.  You’ve already made the toughest sale, so make a point to circle back to clients at least every 12 months. Say hello, send them something. They know you, they like you, they trust you. If people have not renovated the entire house when you finish a project, they’re already thinking about the next job they may not have the budget. They may not want to start but I’ll guarantee you in the next three to five years they’ll be doing another remodeling project. All we have to do is stay in touch with people.

Podcast Transcript

Magic Mike [00:00:00] Welcome to CareyBrosPros: the podcast for construction bros by construction bros.. .Now here are James and Morris Carey.

James [00:00:13] So good to have you with us for another episode of CareyBrosPros. I’m James.

Morris [00:00:17] And I’m Morris and you know as professionals we know how hard it is to get a potential clients to share information with us about their project, their needs, and their budget.

James [00:00:29] That is an understatement.

Morris [00:00:31] Have no fear on this edition of CareyBrosPros. We’re gonna learn eight customer qualifying questions to ask on the pre qualifying phone conversation.

James [00:00:42] I am really going to love this one.

Morris [00:00:43] Yeah Yeah Yeah.

James [00:00:45] And that’s because has our guest today is David Dlupberger. David is the president of Remodel Force and as such he does speaking, contractor training, and consulting. In addition he writes a column titled “Managing It” for Qualified Remodeler. Welcome to CareyBrosPros David.

David [00:01:03] Thank you gentlemen. It’s a pleasure to be here.

Morris [00:01:05] Nice to have you. Many listeners are hard pressed to get the most qualifying information out of a potential lead on an initial phone call to make sure the client’s project and budget fit their particular company’s need. How about some perspective on this David.

James [00:01:24] Dude that’s like pulling teeth. Man that is like pulling teeth.

Morris [00:01:27] Well that’s what David’s here for.

James [00:01:29] Yeah. David you know,

Morris [00:01:30] Help us pull the teeth, David.

David [00:01:31] Yes and I’ll even do it painlessly. How about that.

James [00:01:35] I like it.

Morris [00:01:35] All right. All right.

David [00:01:36] Because every contractor understands this: you start every morning with a To Do list of 20, 25, 30 items. We never get it done. It just doesn’t happen. So you really have to say look at my time and say How do I best allocate my time. So number one you’ve got to really focus on activities that produce results and I know I’m preaching to the choir here. But the thing I learned early on is I cannot go on an unqualified sales call and I can put a number to it because by the time I put together sales material, drive to the clients house, sit with them. If I’m walking out to my truck and say I had no business being here by the time I get back to the office I’ve given up about half a day.

 [00:02:28] You’ve burned half a day. You’ve run you know 15 20 25 miles and you’ve spun your wheels. I tell you that is a challenge. So how do you avoid doing that.

 [00:02:41] So I literally put together a list of eight questions and when someone calls and they’ve expressed an interest in a project I’ll say you know if they say you know you worked for a neighbor you’re a referral. Before I say yes I can help you. I always said this I ask your listeners to remember one thing when somebody says you can help me if you can help me. My answer is always you know I’m not sure. Do you mind if I ask you some questions to find out more as soon as I posed that question. Every single person says Oh that’s fine. That simply the person asking the questions I now get to direct the interview. So I’m now in the driver’s seat. Does that make sense?

Morris [00:03:31] Yes it does.

James [00:03:32] You know I think there are leaders in there are followers on the dance floor and our experience doing this for four decades is that you want to ask closed ended questions, you want to ask the right questions. You want to be a leader and you don’t want to feel like- you don’t want the consumer to feel like they’re being led but you definitely want to have the advantage. You want to know what questions to ask how to ask them and get the desired response. Typically yes or no. [laughs]

David [00:04:03] And you know let me compare this when it does that there’s a very similar analogy here. When you go to a physician and you have some kind of concern or issue a good doctor will sit down and they’ll ask questions.

Morris [00:04:18] They’ll diagnose.

David [00:04:19] They’ll diagnose right. And so a good physician can’t make recommendations until they understand what the issue is. And so I approach this the exact same way which is let’s look at this qualified call as the diagnosis because I don’t know if I can help you until I find out more.

James [00:04:39] I like that analogy that works. So let’s run through the eight customer qualifying questions.

David [00:04:47] Terrific. So I literally *literally* print these questions and put them in front of me because I want to go through each one because as I go through each one if I don’t get a green light I don’t get the answer I’m looking for I don’t proceed. So there is a consistency here. So can I start the question?

James [00:05:07] Please.

David [00:05:08] So the first one. Do you mind if I ask you some questions to find out more client potential clients. Oh that’s fine. So the first question is:

David [00:05:16] How did you find out about our company.

David [00:05:19] And I want to know from a marketing purpose where that claim came from past referral recommendation. It helps set the stage. I may know the previous client who referred them. So it’s a little bit of an information gathering but it also lets me monitor where my clients are coming from.

David [00:05:40] That’s question number one. Right. So they tell me and I’m going gosh yes I’ve worked in that area. Great area. I love going back what we probably done 10 or 12 projects you know just in that zip code.

David [00:05:52] So tell me a little bit more about the type and scope of what you want to do?

David [00:05:57] And this is what every contractor has done 100, 200, 300 times. Tell me more. And it’s my job to really that ask more questions. Tell me the extent. How long have you been thinking about doing this? Why now? Well tell me more. Are there structural changes involved? Do you have plans? It really is just to do the information gathering that we’re all familiar with, and I’m asking this because as I really ask that question, I’m also beginning to understand some financial scope because as they describe in my own mind I’m beginning to say OK that’s a nice kitchen boy the things they’re talking about. This is a 40 year 50000 dollar kitchen and could easily be 75000 based on some of the finishes.

James [00:06:50] Yes.

David [00:06:51] So in my own mind I’m getting some financial parameters. So I’ll ask you know we might spend 10 minutes just on defining the scope of the work. Then my next question and I did this and I would ask this question may sound a little silly but depending on the scope of work and for a larger project like a major kitchen remodel I would ask them you know wouldn’t it be easier to move? That’s a big job.

David [00:07:20] And the irony was that people who are considering a project like that they’ve already thought about that.

James [00:07:27] Yes.

David [00:07:28] And they would tell me No we don’t want to move. We like the school we like the neighborhood. We like to commute. We like the community and I’m looking for those people who have the emotional as well as financial investment in their project. Does that make sense?

Morris [00:07:46] Yes it does.

James [00:07:47] It makes a lot of sense and I think you’re right are experiences that but we don’t ask that question. Have you thought about moving. That’s a great question to ask. But when it does come up in discussion it does from time to time people will say you know we thought about moving we thought about moving but gosh we just love our neighbors, we just love the school. One of the kids lives around the corner. The shopping is great in the neighborhood. Oh we hate the idea of packing everything up it’s just who wants to do all that. So you’re right. It’s a good question to ask.

David [00:08:23] Well they confirm their commitment to the project. And honestly I once had you know somebody say oh no you know we’re moving we just want the work done as cheaply as possible. That’s not my client.

James [00:08:37] Right.

Morris [00:08:38] That’s right. Very good. Yeah very good.

James [00:08:41] Thanks so much. Goodbye.

David [00:08:42] Yeah yeah I don’t think I can give you what you’re looking for. So once they’ve made that commitment to the project then my next question is:.

David [00:08:52] What’s your schedule?

David [00:08:54] Because the home improvement shows that are playing on TV now they’re not doing the remodeling industry justice in regards to being reality check.

Morris [00:09:04] Ditto Ditto.

David [00:09:06] OK?

James [00:09:06] You know what. Look that’s a double edged sword really and I want to address that for a moment. The reality shows that the DIY and the home improvement shows and flip this and decorate that and remodel this are wonderful to the extent that they raise awareness create desire. And I think in general help motivate people to do things. Having said that the values that are portrayed the time portrayed the investment of energy is really unrealistic and.

Morris [00:09:42] On every show!

James [00:09:43] Puts us in a very awkward position as professionals.

Morris [00:09:46] Yes.

David [00:09:47] Yeah. Yes so I want to ask about schedule and I’m going to give you a kind of a simple analogy. You know when would you like the project done by because that’s usually the some people have some reference. Point when they say well we’re doing this new kitchen. It’s an extensive kitchen remodel and we need it done by Memorial Day. So I’m going OK you mean 2020. Correct. And I’m saying this because after doing probably 50 kitchens being the most expensive room in the house I know the design process alone. If they don’t have a design if they don’t have a plan that process the selection process is going to take six to eight weeks minimum because of all the selections all the choices and they should spend that time they’re going to make a major investment. And it’s my job as the contractor to number one give your kitchen you love but number two to work within your budget. And I can’t do that in two weeks. I can’t do that in three weeks in regards to a design and selection process and that’s my job to then orient my potential clients as this is really what this process takes.

David [00:11:01] So it may sound a little silly but I call this “a teachable moment.” And the irony is as good clients and this is my experience is when they set a date for a potential project it’s arbitrary because in most cases they are already have been thinking about this project for years. In some cases. So when I tell them you know we’re going to spend 8 weeks just on the design to make sure we get you a kitchen you love. So we’re really not going to start until about June 1st.

James [00:11:34] Wonderful.

David [00:11:35] And I would ask them does that work for you in serious clients really realistic clients will say well that makes sense and part of this once again is my job to really let people know what’s involved in doing this correctly and if someone says Well you know I spoke with this person they said that they could do that.

James [00:11:57] You know what you’re doing David Morvan managing expectations and you need to do that coming out the gate. Yep manage expectations. What’s next?

David [00:12:10] First call. And somebody says well somebody else can do this. My answer is I can’t do that. I know what’s involved. So I would ask you to be very careful you know be concerned. But I just know what this process takes so I really want to review a schedule not only to make sure my potential client is realistic but also to look at our pipeline and you know is there an alignment where I can say gosh we can probably start in June if I know what my capacity and confirming that that potential start date works for them.

James [00:12:49] Exactly exactly.

David [00:12:51] Again your point was very good this is really just about expectations. Because I don’t want to make promises I can’t keep.

Morris [00:12:57] Sure.

David [00:12:57] They don’t need to hear promises that I can’t keep.

Morris [00:13:00] Why the question about who will be involved in the decision making process?

David [00:13:04] Can I get there? That comes up here shortly.

James [00:13:06] See he’s the brother that gets ahead because he’s so excited about what you have to say.

Morris [00:13:12] Yeah.

David [00:13:13] Well I was going to say I’m going to question 5 here.

Morris [00:13:15] Okay.

David [00:13:16] And I bring this up because as I go through each one of these questions Why are you considering remodeling if I’m getting the right answer. I go to let’s talk about schedule. If I get the right answer and we’re in alignment. Now we go to Question 5.

David [00:13:31] What’s your budget?

James [00:13:34] Oh my gosh! What’s my budget? What do you mean? You’re supposed to tell me what my budget is! That’s wrong.

David [00:13:42] That’s right. Because I can’t go out there unless I know the customer’s budget Israel Westech. Now I’m going to have answers from we’re not sure we’re hoping you could tell me we’re not quite sure how to approach this and the most honest people will say we’re not comfortable telling you that.

James [00:14:00] Yeah.

David [00:14:00] Yeah I have to know something. And so really good sales trainer taught me something called bracketing.

James [00:14:07] Yup.

David [00:14:07] So if I go back to question to what’s the type and scope of the project. I already have an idea budget wise of the project. It’s loose but it’s an idea. So somebody says we’re not sure then I’m going to say well I’ll tell you what based on what you told me. I might simply describe the kitchen they describe. Yup. Then I’m going to say you know we could probably do that for as little as 45000 but could easily be 70 based on your finishes. Do you think you’re closer to 45 or 70. I never had a client not answer that question.

James [00:14:48] Correct.

David [00:14:49] Absolutely correct. What do you think most of them said?

Morris [00:14:53] 45.

David [00:14:55] Absolutely they said 45.

Morris [00:14:55] Yeah.

David [00:14:56] But the one I was looking for the person saying oh gosh we’re not spending over 20000.

James [00:15:01] That’s right.

Morris [00:15:02] There you go.

David [00:15:02] It’s not a debt deal yet. No it just means that I need to say we can’t do all that that you described for 20000. Now we can do some improvements and I want you to know that because of the conversation it’s been good up to this point and I’m getting green lights and the conversation is easy and the person wants to talk. Then I may go ahead and go out on that job even though the person says they have a 20000 dollar budget for the simple reason that when I’ve gotten on site the budget starts to grow.

David [00:15:39] Yeah and that just comes from them starting to relax then rapport.

James [00:15:44] Trust being built. Trust Trust.

David [00:15:46] Trust and rapport. Yes. Because suddenly they’re going to start to open up and this is with the feedback that they need to move forward. So again even the budget question that’s a teachable moment. This is what’s involved. All right. The next question:.

David [00:16:04] What level of research have they done?

David [00:16:07] We come back to home improvement shows we come back to the internet and I’m looking for the client that says you know I’ve ordered my kitchen cabinets already. Oh boy we’re ordering the windows. My brother was electrician and that’s not that that’s not my client.

James [00:16:23] That’s not your client. You have to know who your client is.

Morris [00:16:26] How do you let them down when you hear that?

David [00:16:28] You know what I bring that up at the end. Can you give me about two more questions and I’ll get there.

Morris [00:16:33] OK. All right. All right good.

David [00:16:35] Because the point in this is I’m an expert so I’ve gotten this for 25 years right. How do you get a dedicated group of subcontractors and suppliers. So we want to work with you to design a kitchen you love. But then I want to source and install the material because I’ve got people that are good at what they do.

David [00:16:56] If there’s ever a problem they’re going to fix it and I can give you the warranty or guarantee that your previous friends you’re told the people who referred you. That’s why they told you about us. So I want to manage every element of this project and I say this somewhat jokingly but it took me 15 years to learn how to say no and to say to people no that’s not in your best interest.

James [00:17:21] Yeah.

David [00:17:22] We do this. This is why we do it. This works. And again reasonable people good clients will say that makes sense.

James [00:17:30] And the moment you morph and you change your standard operating procedure to conform to someone else’s desires or needs things immediately fall apart and will only get worse with time.

David [00:17:48] Can we use the word control?

James [00:17:50] Yeah.

David [00:17:50] You know this is. Let me do my job.

Morris [00:17:53] Yeah and if I’m giving out elements of my job I’m giving up the quality control I’m giving up elements of the schedule. And unfortunately you know and we’ve all learned this which is once I start giving some of these things up I pay the price.

James [00:18:07] Yep.

David [00:18:07] So the next question:.

David [00:18:08] Who is going to be involved in the decision making process. And so traditionally if it’s you know two partners I’m going to say well you know we’re you both be there because the the old term the infamous one lagger. If I go to any sales call with only one partner there can never be a clear outcome becasue partners going to say well let me speak with my partner.

James [00:18:32] Yeah let me speak with my partner.

Morris [00:18:34] Yeah yeah.

David [00:18:36] Somebody says you know gosh my wife travels extensively and they meet with me. My answer is always we’re going to cover a lot of information. I just want to make sure everybody’s question gets answered when can I meet with both of you.

Morris [00:18:49] Yep yep.

David [00:18:50] And there are those occasions when one person can make the decision. But traditionally I like to meet with both decision makers because then we know we have some kind of agreement as to next steps.

Morris [00:19:05] We absolutely not meet.

James [00:19:07] Period.

Morris [00:19:08] With one partner in a partnership period.

David [00:19:12] Interesting. You’ve learned that one too haven’t you.

Morris [00:19:14] Oh listen everything you’re talking about I’ve been doing this for 42 years. Everything you’re talking about is is so sensible and so close to home.

James [00:19:26] Not to get your head to swell, David.

Morris [00:19:28] Yeah.

Morris [00:19:29] I got to tell you there are just some-

David [00:19:31] Well I got some white hair and it came from experience alright.

Morris [00:19:34] There are just some things you can’t do.

James [00:19:36] That’s right.

Morris [00:19:37] You know and another I got yelped by a customer because we said we would not come out at night.

James [00:19:44] Or weekends.

Morris [00:19:45] Or a weekend.

James [00:19:48] Sshe said Well the U.S. Post Office and I think she said Wal-Mart or something like that are open at night and on the weekends and I thought wonderful. I want this Yelp post to be up there because I want people to read that and understand that we have no interest in meeting with them at night or on the weekends period.

David [00:20:07] And if they don’t meet their lawyer on the weekends, they don’t meet their dentist.

James [00:20:12] They don’t meet their doctor they don’t meet any professional on the weekends.

David [00:20:16] We are completely aligned.

Morris [00:20:19] The state of mind of a person who wants you there at night or on Saturdays has absolutely no respect for your ability your talent your reputation or quality. What they want is somebody to beat up for twenty five dollars an hour.

James [00:20:37] I’ll tell you who they’ll meet on a weekend. They’ll meet a plumber at 135 bucks an hour. They’ll meet an electrician at 165 bucks an hour.

Morris [00:20:45] That’s right.

James [00:20:45] Thats who they’ll meet on the weekend people who are getting paid to perform a service in off hours.

Morris [00:20:52] Yeah yeah. Sorry go ahead.

James [00:20:54] Keep it going.

David [00:21:00] These next two questions are key.

Morris [00:21:02] OK.

David [00:21:02] Because I’d ask people Have you remodeled before. If so what was the outcome. And if they say no then I always ask well do you know somebody who’s book before and how did that project go. And what I’m looking for in those questions is baggage because if the client says gosh my neighbor did it. She referred me to you. She loved the process. I’m going great. Let’s go forward. Right. But if somebody says oh gosh my neighbor did it and the project came in over budget and it came in a month later when they share that with me. What they’re telling me is what they’re afraid of. So before I even get there I know what some of those primary concerns are.

David [00:21:49] So if I know that and I decide to come on the appointment because the previous questions have gone well then I’m going to bring a sample schedule and I’m going to say you know you’ve spoken with you know the person who referred you but we give all of our clients a schedule. And let me show you an example. And you’re welcome to call them past clients to see how we did in regards to a budget. We give you a fixed price and that price will only change in two circumstances. One unforeseen which is that there is something that needs to be changed. You don’t know but that’s because it has to be done and we won’t do it any other way.

David [00:22:28] And the only other reason our price will change will be a customer generated change in the scope of work.

James [00:22:33] Correct.

David [00:22:34] And you control that. If I come with those simple little examples I’m responding to their fear and they didn’t know that they told me what those fears were. But if I asked them how did a previous project go for either you or someone else They’ll tell me what I need to do and what I need to respond to. All right.

James [00:23:01] Yes indeed.

Morris [00:23:01] Got it. Got it.

David [00:23:02] So I’ve gone through those eight questions. And here is what I learned. Real clients real clients serious clients want to talk about their job.

David [00:23:14] They’ve got a licensed professional on the phone. They’ve got an experienced contractor or a salesperson. They want to talk for 45 minutes. You may not be able to get them off the phone. And so I want to have that conversation and then in the best conversations you make a connection with the person. It’s amiable. It’s easy. The questions go back and forth. What’s happening is you’re connecting you’re almost bonding this we go back to you know connecting with somebody before you’ve ever gotten there. So if I have this conversation I like to ask contractors in fact I’ll ask you guys. Have I ever done any selling in those previous eight questions? Am I selling anything?

Morris [00:23:56] Nope.

James [00:23:57] No.

David [00:23:58] And that’s the key which is that call had nothing to do with me. It was all about them and I want them to put the phone down and say gosh that was helpful. They asked some great questions. I look forward to meeting David because if I can make that connection on the phone call I’ve already got my foot in the door.

Morris [00:24:16] Yep.

David [00:24:16] And I have the information I need to proceed. And the flip side of this and this goes back to your question is letting people down gently.

David [00:24:26] If it’s not a good fit then I always try to say no as gracefully as possible and it will be along the lines of You know I just don’t think we can give you what you’re looking for. Our schedule doesn’t work. We’re not doing you know kind of. We can’t work within the budget you’ve given me and I’ll be as transparent as I can. But the idea is to truly say I don’t think I can give you what you’re looking for. But can I recommend that you speak to the local association. There’s a list of members on the local NARI chapter on the local remodelers council. I’m happy to send you their contact information send you an e-mail link because they’ve got a list of members and you can see what people can do, so even if I can’t assist them, and refer them to another resource,.

Morris [00:25:17] Right.

David [00:25:17] Then I don’t burn bridges. But I also don’t want to get into a job where I truly if it doesn’t feel right there’s a reason and I’ll just add one more thing if I’m on the phone with somebody and the conversation isn’t easy. It doesn’t flow. There’s a reason and the simple question and you’ll both understand this is this initial phone call isn’t easy.

James [00:25:42] Oh boy.

David [00:25:43] Why would the visit to their home be any easier?

James [00:25:47] Why would the interaction during a project be any easier? It only gets more difficult.

Morris [00:25:55] Right.

David [00:25:55] So we’re talking rapport here openness and if any that’s missing there’s a reason. And that’s my job to really you know find out in a simple example might be if I’m speak with you about your kitchen and your answers are not very thorough and you’re saying can’t you just come out here. I’ll even ask and some diplomatic fashion we’re talking about a kitchen when I deal with people people are excited. You don’t seem very excited. Can you tell me more?

Morris [00:26:27] [laughs].

David [00:26:27] And it’s just simple discovery because there is a reason. And it either makes sense or it doesn’t make sense. But I just come back to where we started. I can’t spend four hours with an unqualified person. I don’t have that time to waste because there are too many good clients that I can work with.

Morris [00:26:51] David here on CareyBrosPros we like to ask our guest to share three points for success with our pro listeners could you please share your three?

David [00:27:01] Terrific first one.

David [00:27:04] We don’t sell a project. We actually sell an experience. And so if we can keep in mind we sell an experience as well as a project that will be the basis of success.

Morris [00:27:18] Okay.

David [00:27:18] It’s a relationship driven business. It’s why I think I’m in this industry and most of the people I know and it’s not just relationships with clients but it’s with our subcontractors suppliers and employees. Value those relationships and the work will always be there.

David [00:27:38] And a third one. I guess when the project’s done we oftentimes shake hands and walk away. Let me know when you need additional help. And I did it and I’ve watched other contractors do it and all I can say is you know you’ve made the toughest sale so make a point to circle back to clients at least every 12 months say hello, send them something they know you they like you they trust you. If people have not renovated the entire house when you finish a project they’re already thinking about the next job they may not have the budget. They may not want to start but I’ll guarantee you in the next three to five years they’ll be doing another remodeling project. All we have to do is stay in touch with people.

James [00:28:28] Wonderful. Our thanks to David Dlupberger. Learn more about his services by visiting his Web site. It is a remodelforce.com.

Morris [00:28:38] And remember you’ll find our guest information as well as additional podcasts videos and articles on our Web site at CareyBrosPros.com.

Magic Mike [00:28:48] OK everybody hold on to your hardhats. It’s time for a quick bro tip from the Carey Brothers.

James [00:28:56] Qualifying prospects or how not to run yourself and your team ragged.

 [00:29:02] Safe to say that you’re in business because you enjoy what you do. And you want to make a profit in exchange for your hard work and risk. It’s the American way. It goes without saying that sales is the engine that drives the train. That’s your business. In order to make sales you must have qualified leads which come from a pool of good prospects that result from your marketing and advertising efforts. The process of converting a lead to a contract is nothing less than an art. It’s all about working smart and sticking to a proven routine that works for you and your company. Remember you don’t tailor your company to fit your client’s needs. You impress upon your client the attributes of your company that set you apart as craftspeople and business people and why they should do business with you. In short you must set boundaries for your company.

 [00:30:00] First be clear about what type of work you want to do. Do you have a specialty trying to be everything to everyone is a recipe for chaos and failure then be clear about what your company does in all of your marketing and advertising. Equally important is to talk to your audience. You can’t sell men’s shoes to ladies. Wrong demographic. Identify your ideal demographic and aggressively go after it if you sell high end kitchens that range from 75000 250000. You should be sending your message to prospects who are likely to make that kind of investment in their home. That means identifying the age of the home household income level of education property value the ages of the homeowners the sales history and more. Having answers to these questions will help you get to prospects who you can convert to qualified leads and will prevent you from wasting your time with calls from people who have no intention of partaking in your service. Consequently that will give you more time to focus on developing good leads and converting them to contracts. By the way, keep in mind that you don’t want to close all of your good leads. Remember you must get told no, in order to be told yes getting told yes all the time usually means that your prices to keep getting told no to often means that you may be prospecting the wrong demographic or you may need to throttle back pricing if you’re making more money than usual.

 [00:31:49] Many firms work on a 10 to 1 ratio.Ffor every 10 prospects they qualify out about 6 during a thorough telephone needs and budget consultation you need to develop a list of questions that don’t come off as an interrogation yet demonstrate your thoughtful and sincere interest in helping the client with their project. The answers to the questions will tell you whether you should jump in your truck and spend half a day chasing a worthless prospect. The four remaining qualified prospects become leads that you aggressively work by doing your dog and pony show. I design an estimate visits to previous projects window shopping at showrooms whatever it takes from your experience to convert that lead to a sale no matter how good you are and how hard you work. Be prepared to close. Only about one of the good prospects. So the process went from 10 prospects to 4 leads to one sale. That’s a 25 percent closing rate. Not a bad average. Especially if you’re making your desired level of profit. They say art is in the eye of the beholder. According to my experience die sales is indeed an art.

 [00:33:11] Well that’s our broadcast for today. Thanks for listening to this edition of CareyBrosPros the podcast for construction professionals by construction professionals. One more check out CareyBrosPros dotcom.

 [00:33:24] You’ll find articles and videos to help make your business a success.

About The Author James Carey

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