By David Crary
As field service management business owners, we are always striving to get a “yes” from our customers. We want them to like what we have to offer. And let’s be realistic, while you hopefully love the work you do and enjoy doing it, you also want to make a profit. So how do you get a “yes” out of your customers?
A lot of companies simply offer the lowest price possible or “low bid” their clients. I’m sorry but this is not something I personally think should be done by a business owner. I feel you should take pride in your work and the work your field service business does. By offering the lowest price, you are basically showing your customers you don’t really care about the work you do, and therefore the work on their property will not be the best it can be.
The question then is how do you get a “yes” without being the cheapest service on the market? Below are a few tips you should try out next time you are trying to make a sale.
- Make a great first impression - Show up on time, prepared, and presentable. If your truck is a mess or you are unorganized, you may give the impression that your work will be similar.
- References – Be able to provide references. You are basically at a job interview when speaking to a potential client, so you might as well provide some references they can use to verify your work. A good solid number is five with their names and numbers. Just be sure your reference knows they are a reference!
- Portfolio – A portfolio available with designs and actual customer’s properties displaying your work is a great way to seal the deal. For instance, if you are in the landscape management business, show the different types of properties you work on. Images provide the potential client visual proof, instead of just taking your word for it. Splurge a bit on your portfolio book to have professional pictures taken. This is an investment that can be used over and over again and will really showcase your work well. A portfolio is also a great way to show the different types of services you provide. Perhaps your main line of work is landscaping, but in the winter you are a snow plowing business. Displaying images of all the things your business can do will stick with your new client when the right season hits.
- Start small – Be willing to do smaller jobs or services for your customers. If they are impressed with your work, they will keep coming back and eventually use you for bigger projects because you are a trusted source. Just because it starts off small doesn’t mean it can’t turn in to a loyal, long term relationship.
The main thing to take away from these tips is to build a strong, trustworthy relationship with your potential clients. Don’t downplay your skills by lowering your prices. Rather show you are worth every penny spent. The one line I like to tell every customer and that rings true for me as a business owner is to tell (and show) your customers that you treat each property like it is your own.
How do you get a “yes” from your customers? Share your tips and tricks in the comments section below. Don’t forget that a great website can also help you get to a yes. Click here to download our free eBook, 6 Requirements for a Website that Sells.