Estimate Phobia

[Andy Miller]

I do not understand why I do this, but I really sweat giving a new customer a proposal. I am always prepared, but I feel that my sales presentation really is second rate. I feel embarrased to ask for what the job really is worth and do not feel that I put my best foot forward. It feels like I have stage fright. Am I nuts?

[parkwest]

Anxiety is caused by the unknown. Suggest you read Zig Ziglar's "Secrets of closing the sale"

[1MajorTom]

I guess my first question to you would be, "How long have you been giving estimates?" I checked your profile, but I couldn't see how long you've been in business. If you answer, "Only a short time", well then I can understand.

You need to gain confidence. And the only way to do that is to keep on giving those estimates. The more you give, the more relaxed you will feel. Before you know it, it will become second nature to you.

[RoewMow]

As a former bank manager with commercial calling responsibilities and the prerequisite "selling seminars" I have a few suggestions if you care to read on.

First don't be afraid of the first no ..... a lot of people say no at first or try to knock your price down out of habit. Remember you are offering up a valuable service.

Second, if you are giving them an estimate then they have interest in your service!!!!

People often feel guilty about not buying, so remember to ask for the business. A lot of times at first that was why I missed out on some business opportunities ..... I had the company on the hook and left my proposal without asking for the business.

And finally remember, just be yourself and treat that customer, while you're with them, like they are the most important person in the world. Don't answer your cell phone etc. better yet don't take it in the business with you.

If I've been helpful, and you have any other ??? please contact me. BTW please check out posting for "Advice" by Mowme and give us a hand.

[_GUNNER_8]

[QUOTE]Originally posted by Andy Miller
I do not understand why I do this, but I really sweat giving a new customer a proposal. I am always prepared, but I feel that my sales presentation really is second rate. I feel embarrased to ask for what the job really is worth and do not feel that I put my best foot forward. It feels like I have stage fright. Am I nuts? [/QUOTE

I would suggest not ever asking what job is really worth to them,your suppose to be in business.Do your homework, be prepared,Dress nice.Put in lots of bids you are going to be told no more than yes do not take it personal.You should be able to close high number on resd. and on commercial if u put in 20 bids and close on 2 to 4 you have done good so be proud of your self.

[HOMER]

When you get tired of being on the losing end you will learn how to spit that number out. I did it for a while and decided after feeling terrible every time I went to that site that I was going to change or get out. I started spitting out bigger numbers and people started taking them!!!!!!

I feels betta now:D

When you leave the truck to make the sale, tell yourself that the person inside does not hold your life in their hand...........believe it and move forward with confidence.

If they say no then so be it, your still alive and able to go to the next one.

[ealbertson]

Andy,

I know this is not the answer to your whole question, but as far as the low bid goes I just look at it like do I want to be stuck doing this yard for next to nothing all summer or make what it's really worth. Remember most of us don't do this for fun. We have bills to pay and more bills etc... If I can't get what its worth I don't want it. If you look hard enough there is plenty of work out there.

I hope this helps,

Ed

[BRIAN GALLO]

If you are just starting out, then esitimate phobia is normal. But like the others said, try not to sell yourself short and be steamed-off everytime you have to go to that property. Also if you get a reputation as the "cheap guy" you will keep getting low paying customer referrals. I must admit that I still get a bit squeamish asking for "big bucks" on some jobs, but then I catch myself and say this is what the job is worth!

[Fantasy Lawns]

go to your local community college n take a class in speech ... it will show you how to over come these feelings

[thelawnguy]

I used to be terrified of speaking in public, then I joined a communty group and found out that if you really believe in what you are speaking about then the butterflies seem to disappear. Now I go to town meetings etc and speak my peace with no problems. Same with potential customer presentations. Though with potential customers I tend to try to warm them up a bit first before diving right in.

My opinion is that you need to convince yourself beforehand that your estimate is fair and reasonable, you did your homework, and that only an irrational (or lowballed) person would not jump at it. So if they blow you off who cares, you didnt want them in the first place lol...

[ohiolawnguy]

everyone has given you good advice. dont back down on your original estimate. I would rather not get the job because it was too pricey than to get the job and have everyone be in a rush because of my underbid.

[slickrick]

If you live in a small community and you get a rep for being high priced ,then it will haunt you ,Ilearned that the hard way be competitive but not high.there is afine line between the two

[CSRA Landscaping]

I have a little different take on the situation, Andy. I think that you are trying to be someone else. If you think those folks expect you to be someone else and you relate that in your mind to getting the job, then you're gonna be a nutcase. Just relax and be yourself, tell them what you can do for them for how much (hint, leave some wiggle room).

You're in business to make a profit, right? How much are you going to get to keep if you do a job that seems good to an employee? Example: $25 for a yard that takes an hour. An employee thinks that's great money, $25 an hour! Wrong. You've got equipment expenses, insurance expenses, licensing expenses, taxes to pay on it (you mean the customers don't withhold that for you?) etc. etc.

Believe me, I'm speaking from experience. If someone doesn't give you the job because they don't like you then it would have been worse to get the job because you were someone that they liked when you sold them ... it only goes downhill. Birds of a feather and all.

And if you get a job because your price is killer! ... your price will kill you. Good luck, go get 'em!

[_GUNNER_8]

Well said Jeff, couldn't agree more