First of I had a cracking day at work and it ended with a fantastic sale for a customer who was extremely frustrated by his customer, he came in at around 1pm with his first visit and had a face like thunder, i asked him what was wrong and he told me the couple that had hired him to landscape there garden couldn't make up there mind, sound familiar?
So what i wanted to discuss today is how your merchant can help you win the job you want, the thing is so many tradesmen do all the running around for prices and options for there potential customer that they eat so much time up and get a little frustrated, this shows and can sometimes sour a sure deal.
The situation for my customer turned from him being really frustrated to finally getting the job and a start date, i said to him after he said about his customer "send them down to see me" i said this because i can address any problems they have as there at the branch, he came down with the couple and i sat down with them asking what did they have in mind when it came to there garden, they were vague at first but i managed to narrow it down and give them some options, i then proceeding to take them out to the yard and showed them what could be done, it ended in them having buff textured slabs and a large parameter wall with the smaller slabs acting as copings, they needed to be cut to suit but we all addressed this issue, i suggested it and asked the builder if it could be done and then asked his customer would you like it if it matched your paving.
The whole point of this is use your merchants and not just for materials, you can address any issue by taking your potential customer down to your supplier, make it an official visit, make your contact aware that you will be bringing someone down, explain what your expecting and let the merchant do the work, your merchant will be an extension of how you come across to your customer and this is what we do for a living and the whole thing is a bonus for everyone involved, we get the sale, the builder gets the job, the customer gets the garden they have chosen, that's the result we want, isn't it?
Side note:- I have to say this because certain situations can arise where it can go wrong and resorts back to a previous post of dealing with your merchants, your contact has to be good for you to use this option, there's no point if your contact at your merchant is someone who doesn't give a hoot and has the attitude to match because this reflects on you, when you bring your customer down to the branch your merchant is an extension of your business so make doubly sure that your merchant is up to this, most merchants are but it could cost you your job for this particular customer if your merchant doesn't have that person to make you the builder look good and help your customer make there mind up.
To summarise, this option extends to anything that the customer requires, it could be a kitchen, a bathroom, re-tiling a roof, landscaping, even hanging a couple of doors, treat your merchant as the information hub of options your customer has, if you open up your doors to your customer and they defiantly want the work doing going through the process of sitting with them with your merchant is a very professional and beneficial way of securing the work they need doing.
Try it once and see how you get on and i promise with all the things in place it will be very hard for your customer to not be impressed with how you carry yourself and your business and all this leads to one thing - you securing another pay day.
No comments:
Post a Comment