Educate Your Customers - Increase Sales

September 01, 2015

Educate Your Customers - Increase Sales

Convert more estimates into jobs by educating your customers and get paid more by emphasizing the quality of the materials you're using. Customers that can see value in the product and service you’re offering are more likely to pay more for your services. Do you try to meet with your prospective customers when providing an estimate? If you’re just leaving an estimate without any customer interaction, you’re not giving them anything that would set you apart from the competition. 

“All things being equal, people will do business with, and refer business to, those people they know, like and trust.”

Bob Burg, All Things Being Equal…

If your competition is using a lesser material, you should make sure your customer knows the difference. Many of your customers don’t know the first thing about your industry—you need to make sure they know about any quality differences.

In addition to the material you’re using, explain the process, how jobs are scheduled, etc.—the more you share, the more trust you’ll gain.

“Just figure out what they want to buy, and let them know you’ve got it. Make them feel good about buying from you, and you’ll make more sales.”

Charlie Greer, High Pressure Selling Doesn’t Work!

Information based selling is always better for repeat business. High pressure selling rubs customers the wrong way—it may get you one job, but the chance of gaining a long term customer is slim. Customers are looking for a contractor they can trust—the more information you give, the more comfortable they will feel doing business with your company.




Leave a comment

Comments will be approved before showing up.


Also in Blog

Tips for Using a Line-Striping Machine
Tips for Using a Line-Striping Machine

December 03, 2020

There are right and wrong ways to use a line-striping machine. These tips for using a line-striping machine can help you do it the right way.

Continue Reading

What To Consider Before Buying a Sealcoat Tank
What To Consider Before Buying a Sealcoat Tank

November 18, 2020

It's easy to underestimate the amount of sealcoating supplies you need. To help you make the best choice, here's what to consider before buying a sealcoat tank.

Continue Reading

How To Seal Asphalt in the Winter
How To Seal Asphalt Before Winter

November 10, 2020

In winter, the frigid weather makes sealing your asphalt difficult—but not impossible. Need some tips? Here’s how to seal your asphalt in the winter.

Continue Reading