In sales, there’s an old expression; A-B-C. It means “Always Be Closing”. Years ago, before consumers became empowered with things like the internet, the only way salespeople sold anything was through pushy sales tactics, the mantra was to always focus on closing the deal no matter what. There’s some benefit to this style of selling that translates to contractor marketing…in a positive way!
Always be qualifying!
Most contractors are excited when the phone rings and a prospect is on the telephone. The typical consumer questions are about price and time frame. Rather than talking only about the work, you need to take charge of the conversation in the beginning by asking “How did you hear about us”?More