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Selling Your Services As a Home Services Contractor

Posted on May 23, 2019 by Ron Mawhorter

Selling services to potential customers is the most significant task any small service business proprietor does on a regular basis.

A typical sales process for a handyman, contracting, trades or similar do-it-yourself services business requires the next steps.

  • Marketing
  • Qualifying
  • Selling
  • Getting Hired
  • Through your marketing efforts, you're attracting people who have a house repair or do-it-yourself need. Then through qualifying, you're making certain your potential customer gets the money and the motivation to employ one to get their project done (please see my previous articles on both marketing and qualifying). After that you present yourself as well as your company and sell your services.

    How you present yourself as well as your business, and the worthiness you bring for the purchase price you're charging will be the factors which will determine if you're hired! It really is equally vital that you build initial trust and rapport - to generate connection and commonality with someone. The questions you ask potential customers through the qualifying process may also support you in finding some typically common ground to create a link and relationship.

    Your potential customer really wants to like and trust you before he is able to buy something from you. This is simply not to say that you'll become life-long friends, but having rapport means you prefer speaking with and being around someone in a buyer/seller method of trading. Remember, a lot of people desire to be active and engaged buyers - they don't really desire to passively be sold something, they would like to take the initiative and actively buy something. People generally would rather obtain someone they like, with whom they are able to create a positive method of trading.

    Providing an estimate to a person can be an important area of the selling process, which, if done well, can lead to having a person hire your organization for his project. Pricing and estimating jobs is covered in more depth in the Operations section.

    If you did an excellent job at marketing, qualifying, and rapport building, this can often lead right to selling. Potential customers will probably hire you in the event that you meet certain key criteria. What do customers typically want from the do-it-yourself company?

  • A company or individual with an excellent reputation, preferably from the third-party referral.
  • Workers that are knowledgeable and expert in what they're doing and will communicate that information in layman's terms.
  • People that are an easy task to reach by phone or email and that are flexible and an easy task to use.
  • Customers desire to feel they're getting a value and being charged an acceptable price. No-one really wants to pay an excessive amount of for just about any service!
  • A quality end product that looks great, functions as intended and can last its typical lifetime.
  • If it is possible to provide this entire package for the business, you then will undoubtedly be successful at selling your services.