The best way to start thinking about how to close deals is to consider the product you are offering. Remember that you are not just a trade, you are a salesperson for your trade. You offer the best product at the best quality, and you should convince yourself of that fact. It is far easier to sell something if you believe in it that if you incessantly feel like you are charging your customers too much money. Believe your level of quality is worth the price you are charging and your customers will believe you.
If you are having trouble closing a sale with a customer who thinks your product is too expensive, you might consider the following.
1.Tell the customer that you would rather have to discuss the price with them than apologize for the quality of your service. If you use a nice tone of voice, this should make them realize the level of work you are offering. 2.Ask your customer if they care more about the cost or the price. You should then explain to them that cost means what you pay for something of poor quality. Price is what you pay right now for the product rendered. Let them know that a quality product may have a higher price up front, but it will cost the customer far less in the long term picture. Be sure that you are honest with your customer about this.
Be sure that you never argue with a future customer. Even if you do not end up handling a sale with them, they could give you a bad recommendation with other customers.
Consider the first two lessons in this course: Charge More and Close More Sales. If you made one hundred thousand dollars last year, you could make even more doing less work with the information you have gained.
The next lesson in this series will help you understand how to advertise your business and make customers knock on your door instead of the other way around. This quick read can save you time and make you money, so keep an eye out for it!
Now that you’re on the way to a healthier business, be sure to visit the HomeHammer website and sign your business up in our directory today. We are the world's largest home improvement site, and the way we stay large is by making sure we have the most extensive database of contractors and home professionals around, so make sure you’re on that list!
You deserve it. People like Donald Trump and Richard Branson charge more for their services every single day, and there are many people out there who are willing to pay their outrageous fees, and why is that? Because the perception is, they charge more because they’re great at what they do.
When people get ready to buy something, they often buy out of emotion, not logic. No matter whether you are a contractor, a plumber, a realtor, or an architect, companies who charge more are generally considered to offer a higher quality of service, while those that undercut are perceived as being more likely to do a shoddy job.
Think about it: Would you rather do one job for $10,000 or ten jobs for $1,000?
That is the real key to charging more – sure, you’ll get more customers going elsewhere for their projects, but those that accept the higher rates will make up for that loss of income, and you will be doing LESS work.
In short, you will be working smarter instead of harder.
Of course, charging more does not mean you should swindle your customers, or get outrageous with your fees. If you plan to charge more, you must also offer more value for the customer's dollar. Offer them little things – small improvements in quality that they might not have expected, a little extra work beyond the brief, maybe even just a smile and a kind word when it would be easier to keep your head down and stick to the task at hand. Sure, it’s extra effort, but it’s MINIMAL extra effort, considering you’re bumping your rates up considerably in return.
When you decide to take the leap and increase your rates, try adding 15% to your usual fee for a month. At the end of the month, evaluate your profits and see whether you think you could raise your rates even further without losing work.
Remember though, you must offer the product you have promised at the price you have promised. Customers won't be back if you are not offering a top of the line product. Do not underestimate your customer's intelligence level. They will know if they are being taken and not receiving the product they should, but if you do give them what you said you would, at a high quality level, your customers, even your regulars, won't mind paying that extra cash for your great service. And in fact, they’ll probably tell their friends about you.
You work hard. Because you work so hard, you should dedicate yourself to becoming the best professional you can be. That means learning along the way. Taking the initiative to sign up for this short course shows that you would like to better yourself. The better a business professional you become, the more you can charge your customers, and if you step up to the gold standard, customers will not only pay a higher rate, but they’ll beat a path to your door.
The next lesson in this series will help you understand how to close the sale while charging more money. This quick two minute read can double your income instantly, so keep an eye out for it!
Now that you’re on the way to a healthier business, be sure to visit the HomeHammer website and sign your business up in our directory today. We are the world's largest home improvement site, and the way we stay large is by making sure we have the most extensive database of contractors and home professionals around, so make sure you’re on that list!
Kris Koonar has sinced written about articles on various topics from Site Promotion, Certified Public Accountants and Culture and Society. Kris Koonar is President of Crack Marketing leading a team of with over 5 years of experience and 100's of projects. He is also writer. Kris Koonar's top article generates over 550000 views. to your Favourites.