Getting callbacks from estimates

Hi everyone, My biggest problem so far has been getting callbacks from the potential customers once I do the estimates for them. When I leave from doing the estimate, everything usually seems to be all good, and Im expecting a call back, but I've waited over a week now for ten or so people, and still no calls. Should I start calling them, or just keep waiting? How does everyone handle this?

[Dendith]

Lawn care business tips

Personally, I would wait for at least a week and then give them a call. Ask them if they had any questions over the estimate. Then try a sales tactic to help push them to make a decision: 1.)Tell them a quick story about another customer that was having problems making a decision and what helped them figure it out. People like to hear what other people do, it makes them feel more comfortable knowing more people are just like them and they went with you. 2.)tell them you thought of something that you think they would really like for their yard and you want to drop a picture off. Gives you a second attempt to get in front of them 3.) Tell them that your company is running a special through (the end of the week, holiday) Tell them you would hate for them to loose this great opportunity. then say something like, I know I would. Pressure them to make a decision If they are still kicking tires or you need more ideas, get them to set a date, don't let the conversation go without a yes, no or date they will make a decision by. And if you get a no, don't take the first one, get at least 3. Most people say no just because its easy, its the meaning behind the no that you need to figure out and destroy. If you can't get it after 3, then respectfully let them go, but leave the door open always. And stay in contact a month later or something (even leaving a note on their door to drive by one of the properties you do to see how nice it looks, or just leave a picture then say something like "call them when you really to move forward and make your neighbors envious" (works best if you remember from the conversation their hot button)). Sales is consistent and constant and the person who is the most comfortable in their shoes and stays persistent, consistent and constant will always get the sale eventually. It may take a few years thought Again, this is what I would do. I'm open to suggestions though.

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Last edited by Dendith; 04-02-2010 at 12:35 PM.

[picframer]

I close every deal I can on the spot, I would guess less than 5% state that they will get back to me, look for buying signals, ask probing questions, make sure they are part of the conversation.

[Steve]

My biggest problem so far has been getting callbacks from the potential customers once I do the estimates for them. When I leave from doing the estimate, everything usually seems to be all good, and Im expecting a call back, but I've waited over a week now for ten or so people, and still no calls. Should I start calling them, or just keep waiting?

Are you presenting the bid in person or are you leaving it in the mailbox or something like that?

How do you end the conversation? Do you ask for the sale? Give us some insight as to how these normally go for you.

I close every deal I can on the spot, I would guess less than 5% state that they will get back to me, look for buying signals, ask probing questions, make sure they are part of the conversation.

Andy,

Does this seem like he might just be able to tweak something in his presentation and get a different result?

What is your view on how one should go about presenting their bids to be able to close it on the spot?

[picframer]

Originally Posted by Steve

Andy,

Does this seem like he might just be able to tweak something in his presentation and get a different result?

What is your view on how one should go about presenting their bids to be able to close it on the spot?

I go at it with the attitude I have already won, I know the going rates for all the services we offer but presentation and closing skills is everything. I simply ask, when would you like us to start? If they say they have to talk it over with someone, I will ask if there is something of concern, I can tell by body language if there is an issue and if there is, I will try to determine what it is, we don't get 100% but I bet we get 98% of the business we quote on.

[Steve]

So ultimately the key is not to just present the bid and say 'think about it and get back to me when you want.'

It seems if you do that, there is a good chance you will never hear from them again.

[picframer]

Originally Posted by Steve

So ultimately the key is not to just present the bid and say 'think about it and get back to me when you want.'

It seems if you do that, there is a good chance you will never hear from them again.

Exactly, sceize the moment, I understand we will all get tire kickers, I weed these out on the phone pretty quick, I don't have time to come to your property if the bottom line is price, if it is we are not the company you are looking for.

[Steve]

I understand we will all get tire kickers, I weed these out on the phone pretty quick,

When a call comes in for lawn care, do you suggest a way to weed out tire kicker callers? Does this differ from other services you offer like the higher priced excavation jobs?

[picframer]

How big is your lawn, have you used a lawn care provider in the past? Did you have any issues, when was the last time they attended to your lawn, at this point based on your answers, how high in your decision process is price vs quality? If you state quality is most important we will me, if you say both or you say price, where do you live? Sorry we are not able to add additional customers in your area at this time however we will keep you on a list should that change. Perhaps a bit brash or harsh but I don't have time to waste.

[Steve]

That is fascinating and when you have a business that is really rolling, you need to focus on profitable customers.

Do you ever hand the customers you don't want off to another lawn care operation in another area or is it not worth it?

Also why is it important to know if the potential customer had used a lawn care business in the past? If they hadn't, is that good or bad?