Builders: Free Estimate Mistake #5 - No Professional Presentation
the-successful-builder-Builders:-Free-Estimate-Mistake-#5-Six-Steps-to-Professional-Presentation
You know it’s not fair, but you don’t look as good as the “named” Franchisee building company.Thing is, you know the Franchisee from way back, and he’s not a better home builder. He just LOOKS better! Then to make it worse, your renovation proposal looks like the poor cousin when put alongside his professionally presented build proposal. Can you compete?In this article I will show you six simple things you can do now to get your building estimates and proposals looking as good as theirs.
The real issue here is not, who is the better builder, but who LOOKS like the better builder. Because your client can’t sample your build before they buy, they make their builder decision on everything they see you do during the building quote process. So here are six simple things you can do to as a builder, to greatly improve your client’s experience of your professionalism.
1. Be a Sales Professional
Get a nice presentation satchel and place all your proposal documents in this. Use a nice pen and make sure you dress as a Sales professional. Don’t go overboard so that you are uncomfortable, but dress as your clients would expect someone to dress who is advising them on investing hundreds of thousands of dollars.
2. Presentation Cover
Visit your local stationer and purchase some really nice presentation folders. Print your logo on sticky labels and attach neatly to the outside of the folder. Better still, get your local printer to design and print custom folders…but it is not necessary to go to this expense if the budget is tight. Then place all your proposal materials in the folder.
3. Promotional Material
Your best promotional materials will let the client know answers to the “pre-sale” qualifying questions, namely, “Who are you?” and “Can I trust you?” Unless they are happy with their answers to these questions they are very unlikely to buy your quote/estimate.
4. Testimonials
Gather together a sample of testimonials from previous clients that match your new client’s profile and include these. [See my post How to attract Better Clients with Raving Testimonialsfor an article on how to collect great testimonials]
5. Give Reasons to Choose You
If you don’t tell your client why they should choose you, then nobody will! So, make a list of 4-5 reasons. For example it might be that you have lived in the area all your life and personally understand the weather patterns so you can build appropriately. Or, if you have built in other places, you bring a national or international perspective to the whole process. The purpose here is to help your client find emotional reasons to justify a logical decision to select your proposal over against others.
6. Show Them Your Process
Your client may only complete one major renovation or build in their entire lifetime! Although it may be small to you, it is big time for them! So taking the trouble to create a one page flow chart that shows them the process is a great way to settle their nerves and build their confidence in you. You show them that you really do know what you are doing and therefore that you can be trusted.
Because your client will judge the professionalism of your building business by the professionalism of your presentation, making a professional presentation increases your chances of getting the job. So take a look at your building estimates and proposals. What would be a client’s first impression? Do they suck? What can you do right now to raise the professional image of your building estimates? I’d love to hear what you are doing and what you are struggling with. Please comment below
Graeme
P.S. Whenever you’re ready….here are 4 ways I can help you grow your building business:
1. Grab a copy of my free book
It’s a road map of a successful 15 minute sales call that’s guaranteed to increase your conversion rate. http://thesuccessfulbuilder.com/book-15-min-sales-call/
2. Join Trade Mates and connect with builders who are scaling too.
It's our new Facebook community where smart builders learn to get more income, time and freedom. View our free business resources for builders. Ask questions of like minded business owners and business coaches. Give your knowledge and expertise to help others. - https://www.facebook.com/groups/TradeMates/
3. Join My New Group
I’m starting a new group called “OnRamp” to kick start sales and marketing in your business. If this sounds like you, message me with the words, “OnRamp”, and I’ll get you all the information.
4. Join Loft Members
If you’d like help to get off the tools, make more money and get your life back...just message me at graeme@thesuccessfulbuilder.com and put “LOFT MEMBERS” in the subject...tell me a little about your business and I’ll get you all the details.