Last year I had to find a new company to manage our pool. I did the typical things of searching online, reading reviews, and calling the top three to give me a quote.
All three companies had similar reviews and offered the same line item services, but one was more expensive - 12% to be exact. I chose the most expensive company.
Identical services and similar reviews, so why did I decide to pay 12% more every month? It’s very simple - the salesperson.The winner responded within minutes, scheduled a time to look at our pool before quoting, asked me enough - but not too many - questions, and communicated throughout the whole process. Their estimator even sent me a text to let me know he was at the house but that he didn’t need me - he was just letting me know that he was there. The others did nothing wrong, but they did nothing special, neither.
With the economy slowing a bit, many of the people we talk with are trying everything to show higher profitability: designing their scopes wisely, finding efficiency in their project management, and squeezing any profit they can from their projects. That’s hard and unpredictable work!
There is a better way. You can sell your way to profitability. In the coming weeks, I will share five ideas that will help you sell your way to higher profits!
See you next week for Idea #1.
