It was not my intent to have another thread where we knash our teeth over the idiocy of the CUSStomer.
Rather, I would like to see a discussion of how we present ourselves, how we address the concerns customers have. I used the window guys as examples, simply because the concerns are the same no matter what.
For example .... now here was a real eye-opener for me ...
The second contractors' price came down a LOT, (to $1000, from $1400) once it was clear that his 'standard' price included several 'extras' that I neither needed or wanted. Less work for him, less expense for me.
That brings up another 'deal making' tool in the second guys' toolbox: financing. His website provided a link to a major bank, where customers could apply for a loan. The contractors' telephone 'hold' message also made mention of this, and the very attractive terms of that financing. This can make the difference ... especially when a job is time-sensitive and the money just a bit lagging.
In salesmanship, it's a fine line between being 'on the ball' and being 'pushy.' I think we need to study these franchise operations, and learn from them.
