| Selling services to prospective customers is the most | | | | Remember, most people want to be active and |
| important task any small service business owner does | | | | engaged buyers - they don't want to passively be sold |
| on a daily basis. | | | | something, they want to take the initiative and actively |
| A typical sales process for a handyman, contracting, | | | | buy something. People generally prefer to buy from |
| trades or similar home improvement services business | | | | someone they like, with whom they can develop a |
| requires the following steps. | | | | positive business relationship. |
| - Marketing | | | | Providing an estimate to a customer is an important |
| - Qualifying | | | | part of the selling process, which, if done well, can |
| - Selling | | | | result in having a customer hire your business for his |
| - Getting Hired | | | | project. Pricing and estimating jobs is covered in more |
| Through your marketing efforts, you are attracting | | | | depth in the Operations section. |
| people with a home repair or home improvement need. | | | | If you have done a great job at marketing, qualifying, |
| Then through qualifying, you are ensuring that your | | | | and rapport building, this will often lead directly to selling. |
| prospective customer has the money and the | | | | Prospective customers will likely hire you if you meet |
| motivation to hire you to get his or her project done | | | | certain key criteria. What do customers typically want |
| (please see my previous articles on both marketing | | | | from a home improvement company? |
| and qualifying). Next you present yourself and your | | | | - A company or individual with a good reputation, |
| company and sell your services. | | | | preferably from a third-party referral. |
| How well you present yourself and your business, and | | | | - Workers who are knowledgeable and expert in what |
| the value you bring for the price you are charging are | | | | they are doing and can communicate that information |
| the factors that will determine if you are hired! It is | | | | in layman's terms. |
| equally important to build initial trust and rapport - to | | | | - People who are easy to reach by phone or email |
| create connection and commonality with someone. | | | | and who are flexible and easy to work with. |
| The questions you ask prospective customers during | | | | - Customers want to feel they are getting a good |
| the qualifying process can also help you find some | | | | value and being charged a reasonable price. No one |
| common ground to build a connection and relationship. | | | | wants to pay too much for any service! |
| Your prospective customer wants to like and trust you | | | | - A quality end product that looks great, functions as |
| before he can buy something from you. This is not to | | | | intended and will last its typical lifetime. |
| say that you will become life-long friends, but having | | | | If you can provide this entire package for your |
| rapport means you like talking to and being around | | | | business, then you will be successful at selling your |
| someone in a buyer/seller business relationship. | | | | services. |