Business Builders Blog

narrowing in on the right candidate (5 of 6 in the “Hiring Right” series)

Have you ever second-guessed yourself after you’ve interviewed a candidate, wondering if the one you chose is really a right fit? Or maybe you have interviewed two or more people and can’t remember some of the specifics on their skillset and are now wondering who the best candidate is to hire.

In this week’s video 5 of 6 in my Hiring Right series, I share a simple way for you to narrow in on the right candidate with confidence.

Take a few minutes now to watch so you can add this into your hiring toolbox.

Stay tuned for the 6th and final video of the “Hiring Right” series – how to know if you can really trust that person your about to hire.

Nail The Sales Process and Close More Jobs

Last week I shared an interview I did on The Designer Show on how, as a contractor, you can stop being treated like a commodity and get in the driver’s seat in the sales process. This week, I’m doing a deeper dive into how to nail your sales process by including 4 key elements that will make all the difference.

MANAGE EXPECTATIONS

When a customer first calls, one of the best things you can do is manage their expectations. From the very first phone call, let them know what your process is, and what they can expect in this first phase of getting to know one another and identify the scope of the project.  This is where you begin to build trust and confidence, and have you stand out from the competition.  This is where you begin to really drive the sales process.

Tip: When you’re done explaining your process, ask them if they are OK with that – then wait for an answer. People will say yes ninety-nine percent of the time.  Getting agreement on things like presenting the bid in person or by Zoom or Skype is an essential piece of giving you a greater chance of actually closing a sale.

SCREEN FOR RIGHT FIT AND STOP WASTING YOUR TIME

Unfortunately, some clients might be “tire-kickers.” They aren’t necessarily really interested in doing business with you, and really can’t just be pushed aside. Ask questions in your initial conversations with a potential client that help you understand if they are a “right fit.” Are they just looking for a lowball price? This is something you’ll want to establish early on.

One of the best ways to ensure that a client is a good fit for your company is to start by setting a minimum size project you are willing to complete. If a job isn’t profitable, why do it?

Create a matrix that could be used to rate a potential project opportunity:

  • Set a goal for the minimum size job you’ll take
  • Define what makes for an acceptable location
  • Identify if the timing works in your schedule

These are just a few examples, and you get the idea.

Tip:  If the rating doesn’t meet your criteria, you politely say that you don’t think it’s a good fit and offer to refer to another contractor. The homeowner, by the way, is always grateful for the honesty. And it will save you precious time by not bidding a job that doesn’t meet your requirements.

ASK POWERFUL QUESTIONS THAT MAKE YOU THE PREFERRED CONTRACTOR

Knowing how to ask questions is the cornerstone of a good sales process. When you take the time to truly understand a prospect’s needs by asking the right questions, you will understand what they value most and ultimately be able to provide superior value and experience. You’ll be able to stand out from the competition and be known as a trusted resource to your prospects and clients.

In my Sales Process Toolkit, I give you examples of some powerful questions you can ask at each stage of the sales process.

Tip: When you begin following a more ‘scripted’ process, it will no doubt feel clunky and awkward. That’s the way it is for most of us when learning a new habit. You’ll likely find that you’ll need to change up the questions to better fit your communication styles. Before long, however, the process will begin to feel natural. You’ll become consistent. You’ll start getting better information from the customer.

KEEP YOUR AGREEMENTS – YOUR MOST POWERFUL TOOL

Keeping your word, doing what you say you’ll do when you say you’ll do it, is the foundation of your reputation and identity as a contractor. In an industry riddled with dishonesty and subterfuge, you want to be known as someone who can be trusted.

Tip: If you do nothing else I’ve shared with you here other than this one thing, you’ll increase your close rate, and you’ll have people clamoring at your door to work with you. You’ll get tons of referrals from happy clients; and you’ll stand heads above the competition.

IT’S ALL ABOUT CLARITY…

Clarity breeds confidence, and confidence lets us take more powerful actions.  This applies to you AND your customers.  When you’re clear—whether clarity takes the form of knowing the customer’s pain, challenges, needs, and desires, or knowing the clear scope and budget—it’s easier to take control of the process because you’ll know what you’re doing.  Having a solid sales process will let you do just that.

Warmest,

Vicki

p.s. Using the tips I’ve shared above and using my Sales Process Toolkit will have you closing more of the RIGHT jobs.

p.p.s.  If you want to learn more about making a consistent profit and increase cash flow in your business, then check out my book, “The Profit Bleed – how managing margin can save your contracting business.”

Vicki Suiter helps people see their businesses differently, then gives them the tools to do things differently.  Since beginning her business in 1990, Vicki has helped hundreds of contractors achieve the kind of success they never dreamed possible. Today, in addition to consulting, Vicki is an in-demand speaker at industry conferences nationally and internationally. Vicki’s articles and opinions have been widely shared in print and across the web. She is also the author of the book “The Profit Bleed” How managing margin can save your contracting business.

Stop Being Treated Like a Commodity!

​In a world that generally treats contractors like a commodity, how can you get treated with the respect you deserve?

In an interview I did last week with Dan Bauman of The Designer Show, I shared…

• How to shift the focus so your driving sales interactions
• How to stand out from the competition with a written Sales Process (I’ve shared my template for this below)
• How to get the respect you deserve, and stop being treated like a commodity
• And finally, how to close more deals with the RIGHT customers

As you watch this week’s video you’ll not only gain insights into how to stop being treated like a commodity and get into the driver’s seat in the sales process but also how to quickly build more trust with prospects and gain their respect.

In this video (and in the outline I share below) I show you how to craft a Sales Process that will allow you to do all that, AND, close more sales with the right customers.

You download my Sales Process Toolkit (PDF) and start driving the sales interactions.

Dan mentions my book, The Profit Bleed, in the video (thank you Dan!) – if you’d like a copy, you can order yours here.

Warmest,

Vicki

Vicki Suiter helps people see their businesses differently, then gives them the tools to do things differently.  Since beginning her business in 1990, Vicki has helped hundreds of contractors achieve the kind of success they never dreamed possible. Today, in addition to consulting, Vicki is an in-demand speaker at industry conferences nationally and internationally. Vicki’s articles and opinions have been widely shared in print and across the web. She is also the author of the book “The Profit Bleed” How managing margin can save your contracting business.

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