Don’t Let Simple Words Cost You Business in a Recession
This ONE question could have saved this guy….
I’ll quickly set the stage for you:
Jamie and I want to paint a few rooms in our new house to make it more to our own tastes. We bought the house off of a relocation company who painted it all one neutral color.
We have painted houses before. Like you, I have painted a few Martial Arts schools in my day and a couple of rental properties. But with both of us working and the fact that Julia’s four years old and Marissa is two it is just not possible for us to paint our own house. So we are in the market for a painter – We supply the paint- we’ll pay him/her for the job.
We have gotten estimates from a few local handymen and one neighbor but we have yet to commit to anything.
The latest ‘would be painter’ came by last night. I stumbled upon him because he was doing work for Julia’s pre-school. He was the most punctual and certainly seemed like he cared to get the job. Which was good because everyone else we have talked to was part-time and very non-committal.
But this guy made one fatal mistake that cost him the job. All he had to do was ask Jamie ONE simple question. Then because of the way he conducted his business (in a professional/ I’ll get it done manner) he would have gotten the job.
What was the question? It’s the question every one of us should ask when we are attempting to persuade anyone…
“What is most important to you?” When I am talking with a prospective client – I’ll ask, “What are your goals?” and “What is most important to you?”
If he had asked Jamie the magic question she would have told him that details are most important to her. But because he did not ask the question he ran through and assumed we were just looking for the cheapest price. He didn’t mention that he’d tie up some lose ends such as gaps in some of the crown molding like one of the other prospective painters did. He even said, “One coat should do it.”
Basically he made a presentation assuming that we were looking to cut corners and save money. But Jamie is looking for details and frankly, since I work mostly from home, so am I.
So remember that in tougher times you need to be extremely mindful of being patient and sensitive to show your prospects that you do care and are listening to them. Why let simple words cost you business?
Copyright 2008 By Mike Dolpies
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