April 15, 2014
While listening to a group of property managers recently at a GemSeal seminar, I heard some good strategies for sealcoating contractors to consider when selling their services. Property managers are responsible for the completed job—they’re focused on selecting the contractor they feel will make them look good, by doing a professional job that fits their budget. Most property managers don't understand everything that’s involved in sealcoating, but they do understand it's one of the most disruptive operations they will have to deal with. Your job is to make them feel more comfortable with you and your plan, than with your competitors. Notice I didn't say you needed to be the cheapest—if you’re convincing, they will overlook the cheapest price and select the contractor they feel most comfortable with. Your price may be a little higher, but the prospect of fewer headaches down the line is very appealing to managers.
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