Register free!
Search
 
     

Click for Weather
Reply
 
Thread Tools Display Modes
  #1  
Old 01-01-2008, 08:21 AM
Mike M Mike M is offline
LawnSite Bronze Member
 
Join Date: Feb 2006
Location: South Carolina
Posts: 1,795
successful pre-qualifying liners

All I've said so far is: Do you have a price range in mind of what a system might cost? If it's almost reasonable, I get off the topic and return to it when I hand in the proposal.

I am sure there are better ways, but for now I'm just being a little direct and honest, it's all I know.
Reply With Quote
  #2  
Old 01-01-2008, 08:49 AM
NightScenes's Avatar
NightScenes NightScenes is offline
LawnSite Silver Member
 
Join Date: Dec 2005
Location: Kingsland, Texas
Posts: 2,193
I tell them that my systems start at $2500 for a very basic system. If they don't hang up and they still want me to come over, then they are probably all right.
__________________

Paul R Gosselin, Sr., CLVLT(#0632)
NightScenes Corporation
Director, AOLP
www.night-scenes.com
www.facebook.com/NightScenes
Reply With Quote
  #3  
Old 01-01-2008, 09:51 AM
INTEGRA Bespoke Lighting's Avatar
INTEGRA Bespoke Lighting INTEGRA Bespoke Lighting is online now
LawnSite Gold Member
 
Join Date: Jun 2007
Location: Muskoka, Ontario, Canada
Posts: 3,945
I usually speak to "cost" like this:

"Most properties naturally divide up into zones. Driveway / Entry, Deck, Waterfront, Boathouse/Dock are examples. A small zone might start between $3k and $4K and goes up from there according to the complexity of the system."

It seems to work very well and we don't have to get into specifics.
__________________
James Solecki
INTEGRA ~ Bespoke Lighting Systems ®
JSLDesign Inc.


www.integralighting.com

www.facebook.com/INTEGRA.Lighting

Affiliations: IESNA, IALD, IDA, AOLP, LO, MBA
Reply With Quote
  #4  
Old 01-01-2008, 01:06 PM
Lite4's Avatar
Lite4 Lite4 is online now
LawnSite Silver Member
 
Join Date: May 2007
Location: Indianapolis, IN
Posts: 2,968
that is a pretty good way to state it James. I like that.
__________________


Tim Ryan
Lite4 Outdoor Lighting
www.lite-4.com
Reply With Quote
  #5  
Old 01-01-2008, 01:29 PM
NightScenes's Avatar
NightScenes NightScenes is offline
LawnSite Silver Member
 
Join Date: Dec 2005
Location: Kingsland, Texas
Posts: 2,193
Quote:
Originally Posted by James Solecki - INTEGRA View Post
I usually speak to "cost" like this:

"Most properties naturally divide up into zones. Driveway / Entry, Deck, Waterfront, Boathouse/Dock are examples. A small zone might start between $3k and $4K and goes up from there according to the complexity of the system."

It seems to work very well and we don't have to get into specifics.
This is a good approach but the problem with it is that you get the client thinking about phasing the project right away instead of installing a complete project from the beginning. I might suggest phasing once I am on site if I see that a project will be very large and they are not ready for a $15k + (or so) project but if you start out telling people that phases are the way to go, you will get clients wanting to install phases from the beginning.

Just a thought.
__________________

Paul R Gosselin, Sr., CLVLT(#0632)
NightScenes Corporation
Director, AOLP
www.night-scenes.com
www.facebook.com/NightScenes
Reply With Quote
  #6  
Old 01-01-2008, 02:25 PM
Lite4's Avatar
Lite4 Lite4 is online now
LawnSite Silver Member
 
Join Date: May 2007
Location: Indianapolis, IN
Posts: 2,968
I can also see the logic from your point of view as well Paul.
__________________


Tim Ryan
Lite4 Outdoor Lighting
www.lite-4.com
Reply With Quote
  #7  
Old 01-01-2008, 05:59 PM
Mike M Mike M is offline
LawnSite Bronze Member
 
Join Date: Feb 2006
Location: South Carolina
Posts: 1,795
How about timing, do you usually bring it up with their first call, or what?
Reply With Quote
  #8  
Old 01-01-2008, 06:25 PM
INTEGRA Bespoke Lighting's Avatar
INTEGRA Bespoke Lighting INTEGRA Bespoke Lighting is online now
LawnSite Gold Member
 
Join Date: Jun 2007
Location: Muskoka, Ontario, Canada
Posts: 3,945
Quote:
Originally Posted by nightscapespaul View Post
This is a good approach but the problem with it is that you get the client thinking about phasing the project right away instead of installing a complete project from the beginning. I might suggest phasing once I am on site if I see that a project will be very large and they are not ready for a $15k + (or so) project but if you start out telling people that phases are the way to go, you will get clients wanting to install phases from the beginning.

Just a thought.
I can see how that might be an issue, but here it hasnt been a problem at all. It all depends on your market I suppose.

I share that 'chat' with maybe one or two prospects per year who call in to my office with a 'cold' inquiry. Most of my prospects are pretty clear on what we do before they contact me. Once again, the efficiency and magic of refferral generation as a business building technique.

Have a great day.
__________________
James Solecki
INTEGRA ~ Bespoke Lighting Systems ®
JSLDesign Inc.


www.integralighting.com

www.facebook.com/INTEGRA.Lighting

Affiliations: IESNA, IALD, IDA, AOLP, LO, MBA
Reply With Quote
  #9  
Old 01-01-2008, 06:30 PM
INTEGRA Bespoke Lighting's Avatar
INTEGRA Bespoke Lighting INTEGRA Bespoke Lighting is online now
LawnSite Gold Member
 
Join Date: Jun 2007
Location: Muskoka, Ontario, Canada
Posts: 3,945
Quote:
Originally Posted by Mike M View Post
How about timing, do you usually bring it up with their first call, or what?
It all depends on the nature of the call Mike. If the prospect calls and says "Hey James, I saw what you did at the Smith's and I want you to come light our place." well then it doesn't come up at all.

If you get the sense that you have a price shopper on the line who found your name in the Yellow Pages, then I would bring it up before commiting to an on-site consultation. Or if the prospect comes right out on that same first cold call and asks you "how much to light my home?" then you make your case.

By easing a nervous prospect into the zone & system based approach you do not offend anyone, you give those who cannot do their whole property at once an option and even a polite way out, and you can generate some pretty nice return sales and upgrades year after year.

Have a great day.
__________________
James Solecki
INTEGRA ~ Bespoke Lighting Systems ®
JSLDesign Inc.


www.integralighting.com

www.facebook.com/INTEGRA.Lighting

Affiliations: IESNA, IALD, IDA, AOLP, LO, MBA
Reply With Quote
  #10  
Old 01-01-2008, 06:35 PM
NightScenes's Avatar
NightScenes NightScenes is offline
LawnSite Silver Member
 
Join Date: Dec 2005
Location: Kingsland, Texas
Posts: 2,193
Quote:
Originally Posted by James Solecki - INTEGRA View Post
It all depends on the nature of the call Mike. If the prospect calls and says "Hey James, I saw what you did at the Smith's and I want you to come light our place." well then it doesn't come up at all.

If you get the sense that you have a price shopper on the line who found your name in the Yellow Pages, then I would bring it up before commiting to an on-site consultation. Or if the prospect comes right out on that same first cold call and asks you "how much to light my home?" then you make your case.

By easing a nervous prospect into the zone & system based approach you do not offend anyone, you give those who cannot do their whole property at once an option and even a polite way out, and you can generate some pretty nice return sales and upgrades year after year.

Have a great day.
Ditto!! This is it exactly, most of my calls are by referral and price doesn't even come up but if it's a call from an ad or someone who says "how much would it cost", then I'll tell them about the minimum project cost.
__________________

Paul R Gosselin, Sr., CLVLT(#0632)
NightScenes Corporation
Director, AOLP
www.night-scenes.com
www.facebook.com/NightScenes
Reply With Quote
Reply

Thread Tools
Display Modes

Posting Rules
You may not post new threads
You may not post replies
You may not post attachments
You may not edit your posts

BB code is On
Smilies are On
[IMG] code is On
HTML code is Off

Forum Jump






Powered by vBulletin® Version 3.8.6
Copyright ©2000 - 2014, Jelsoft Enterprises Ltd.
Copyright ©1998 - 2012, LawnSite.com™ - Moose River Media
All times are GMT -4. The time now is 10:43 AM.

Page generated in 0.10090 seconds with 7 queries