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Old 04-13-2010, 09:27 AM
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Knowing all this now, do you feel there is a way to present yourself to customers where this does not even become an issue? Is there a way to feel a customer out to see if they are thinking this and then show them why YOU are the best choice?
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Old 04-14-2010, 06:50 AM
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When I am doing an estimate, I am sure to mention things such as we are insured, we are servicing so and so down the road and I can give them a reference if they want to call a customer of ours from last year. When they can talk to a happy customer that really seems to be a deal sealer. Now that we are starting to gain some momentum, I am going to solicit neighbors of our current customers with another flyer although it is general in nature.
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Old 04-14-2010, 09:38 AM
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The flyer looks great! How will you be distributing them?

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I can give them a reference if they want to call a customer of ours from last year. When they can talk to a happy customer that really seems to be a deal sealer.
Do you feel like there is a % of potential customers that will want to call others for references like that? If so, what kind of % would you say?
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Old 04-15-2010, 12:26 AM
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The percentage is small I'd say around 2%. I only offer up the reference when someone asks for it. When we meet the customer, and discuss what they are looking for, usually its a sell. This flyer will be going to the neighbors that are two houses on each side of the current customer and 5 houses across the street. We will do that once a month. Today we were cutting a lawn and the next door neighbor flagged us down as we were leaving, we got his lawn starting next week becuase he liked the work we did next door. Then I told him about the mulch job we also did next door, he said "I hate doing my own mulch, we'll talk about that when you cut next", so there is another upsell for us! Always remember to bring up things like that in conversation, you never know when it may lead to something.
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Old 04-15-2010, 07:00 AM
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Very interesting! Maybe just having the ability to offer references is a bonus to a potential customer. Just knowing they can call your references might put them at ease and help you sell easier?

So ultimately the % of those who actually call them is low but the ones that feel it helps smooth the sale is a higher %.
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