So a customer reached out to you looking to get a project done. It sounds like a big job you’ll make decent profit from—but how do you get the customer to go with you, and not the cheaper tradie?
Whether you spent hours making a quote the traditional way or had the quote made for you by Kwotimation’s online pricing system, hearing a customer say “no” is one of the biggest frustrations that occur when working a trade. A “no” means wasted time, energy, and money — especially in a world where tradies are expected to quote for free.
How can you avoid that from happening, and get your customers to say “yes” more often? Read some of our top tips below.
Portray your business as competent and trustworthy. In today’s world you need to put your best foot forward in regards to your online presence. This often means having a website that is user friendly and informative. This includes customer testimonials, photos of your service and/or products, and a link to your social media pages. If you do not have a website than social media pages are a good first step into the online world as they are easy to set up and free!
A unique selling proposition for your business that would help affirm your business and set it apart from your competitors is the OPS. If your customers could get an instant quote for a service then this will make your business extremely convenient, which in turn will help improve the likelihood of job acceptance.
That first call or site visit. With the OPS you are provided with the contact details and information on the job that is provided by the potential customer in their Kwote enquiry. You and those in your trade business must be trained in dealing with calls and visiting leads. This means being knowledgeable about your service and/or products to answer any questions (or ways of how you will handle any question you do not know the answer for), speaking with a positive attitude and tone, and having patience when dealing with leads. Any discrepancy from you or your team can turn a lead off your service straight away.
Identify things that your lead did not take into consideration when they first enquired, even if it is something small and does not really have much of an impact on the work. Taking every opportunity to show your knowledge and experience gives your lead a huge amount of reassurance of your competency.
Do your follow ups. One of the most crucial things you could do to increase client conversion and grow your business is to ensure effective follow up procedures. This is particularly important as over 80% of sales conversion occurs after the 2nd or 3rd point of contact.
This follow up includes emails, phone calls, text messages or a link to social media posts. Whatever it is, ensure follow up because you have too much to lose if you do not.
Following the above pointers will help you hear “yes” more often, which will boost your bottom line and save you the frustration of customers backing out. But the way you interact with new customers and follow up on jobs is only one half of the equation.
The other half is to generate more leads in the first place — which is where having an online presence comes into play. While small businesses just getting started will find that running an account on social media will work for them, eventually it can become really useful to get a website for your business. A website lets you sit back and relax while your customers put in the work getting a quote and learning about your services — shifting work away from you, so you can focus on the things that are important to you.
If you’re interested in free advice on how to start using the Internet to grow your trades business, then get in touch with us today.