Guest Blogger: Graeme Owen, based in Auckland NZ, is the builders' business coach. Since 2006, he has helped builders get off the tools, make decent money, and free up time for family time, going fishing, and enjoying sports. Get his free ebook: 3 Reasons Builders Lose Money and How to Fix Them for High Profits at TheSuccessfulBuilder.com
To Close More Free Estimates Be There for the "Which Builder?" Decision!
Are you wasting time preparing building estimates for jobs you don’t get? Frustrating! And costly! Maybe you are like so many builders making one of the most common estimating mistakes: Not being with the client when they are deciding which estimate to accept!
There is no doubt that the builder who is with the client when they are deciding on which estimate to accept is highly likely to get the job. Wouldn’t it be great if you could be that builder? The thing is...you can.
Here are three keys to being present when the client is deciding "which builder" to hire,
1. Discuss Other Estimates
In your first meeting with your client make sure that you discuss with them how many other estimates they are planning to get. Even though they may like you and tell you you are the only one, it is highly likely that they will consult another builder - if only to check that you are not “ripping them off.” Also, if they are borrowing money for the build, they may be required to get multiple estimates.
2. Set the Estimate Close-off Date
Having broached the subject, discuss the close-off date for accepting estimates. Make sure that you give yourself enough time to get your estimate together and enough time for your client to talk to other builders.
3. Position Being There
Finally, in your first meeting ask permission to be with them when they are making their final decision. Set the date and time for that meeting on your first visit.
Here is an example
You say, “Will you be getting other estimates?”
They say, "Yes."
Accept this graciously with something like. “That’s great.” Then say,
“When do you think is a good date for us to have all the estimates together?”
“What we request is that when you have all the other estimates together we meet and go over them with you. This way you can be certain that you are comparing apples with apples. Now I know that you are probably quite capable of doing this yourself, but we have had cases where people have accepted estimates they have later regretted. They did not fully appreciate exactly what was covered and ended up paying more than they had expected. So it’s our company’s policy to do this. Is that OK?”
“When would be a good time for us to meet?”
Follow this simple procedure and you will increase the number of times that you are able to be with your client at the strategic time when they are making their decision on which builder to use. Some will not agree. But if you don’t ask, none will agree!
Post and share your comments below.
Would you try the scenario described above?
So, how many of the last 5 estimates did you close?
What have you found to be the best key to turning estimates into sales?