successful pre-qualifying liners

Discussion in 'Landscape Lighting' started by Mike M, Jan 1, 2008.

  1. Mike M

    Mike M LawnSite Bronze Member
    from usa
    Posts: 1,941

    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.
     
  2. NightScenes

    NightScenes LawnSite Silver Member
    Posts: 2,207

    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.
     
  3. INTEGRA Bespoke Lighting

    INTEGRA Bespoke Lighting LawnSite Platinum Member
    Posts: 4,102

    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.
     
  4. Lite4

    Lite4 LawnSite Gold Member
    Posts: 3,109

    that is a pretty good way to state it James. I like that.
     
  5. NightScenes

    NightScenes LawnSite Silver Member
    Posts: 2,207

    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.
     
  6. Lite4

    Lite4 LawnSite Gold Member
    Posts: 3,109

    I can also see the logic from your point of view as well Paul.
     
  7. Mike M

    Mike M LawnSite Bronze Member
    from usa
    Posts: 1,941

    How about timing, do you usually bring it up with their first call, or what?
     
  8. INTEGRA Bespoke Lighting

    INTEGRA Bespoke Lighting LawnSite Platinum Member
    Posts: 4,102

    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.
     
  9. INTEGRA Bespoke Lighting

    INTEGRA Bespoke Lighting LawnSite Platinum Member
    Posts: 4,102

    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.
     
  10. NightScenes

    NightScenes LawnSite Silver Member
    Posts: 2,207

    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.
     

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