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Discussion Starter · #1 ·
Man do hate selling!! This is one main reason I stopped doing installs. I don't like selling a job. I do not like giving someone a proposal for a $2000-$8000+ sprinkler system. It honestly seems like a waste to me.

I looked at a backyard install today. 3 zones with 12 total rotors. backflow, controller and wires in place. Open dirt lot. $2250. When I wrote up the proposal, I dreaded going up to the homeowner and presenting it. I basically folded it, handed it to him with my business card and just kind of said "please discuss it with your wife and call with any questions". Actually a little more than that, but not much more.

I kind of get the idea they will get lower bids anyway. She told me over the phone "Other companies have told me $500 per zone. What's a zone?" So I know I will be higher in price than the others. I did tell the husband that, but also stressed that we are a service company first, and will be around to service it in the future.

I could never be a salesman. Good luck Tony :)
 

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The key to selling is to make yourself stand out from the rest. I also like to find something to connect with the prospect. When I get there I take a look around, what do I see? a fishing boat? snowmobiles, a Harley? Those things will always come up in conversation. Usualy if they have a dog , they end up buying from me.
 

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Discussion Starter · #6 ·
The key to selling is to make yourself stand out from the rest. I also like to find something to connect with the prospect. When I get there I take a look around, what do I see? a fishing boat? snowmobiles, a Harley? Those things will always come up in conversation. Usualy if they have a dog , they end up buying from me.
I always try to interact with the dogs too. Kids on the other hand.... keep 'em away.

It is good to find some interaction or common interest. Met with a client that wants a couple new zones and other additions. He brought up the fact that I was wearing a Red Sox cap. So I mentioned I was born there, born a Sox fan, blah, blah, blah. he mentioned he went to law school at Boston College, etc., etc. I try and look around the garage actually - hey nice tools; nice fly rods; cool motorcycle I've never ridden one. Try to spark a little conversation.
 

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Yeah they just forget the next day that you ripped 'em off!! :laugh:
It's all about your attitude. One persons ripoff is another persons upgrade.

New terminology

use upgrade not ripoff.

value not bargain.

sell green turf and healthy beautiful flowers not pipe and sprinkler heads.

Sell self managing timers not irrigation programs.

Always add "and the best part of this deal is that you get me as your sprinkler man!"
 

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Discussion Starter · #14 ·
I guess it's because I don't like be sold to by sales people. I just want the price, will research myself, don't stand there waiting for me to make a decision and hand you a check. Had a bad experience buying my truck 3 years ago. and the one before it. Hate dealerships. Sorry Tony.

I've had guys stand right there and wait for me to make an decision on the spot for a new roof and new driveway. Sorry, not gonna happen. A purchase like that will not be made rashly by me.
 

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Always add "and the best part of this deal is that you get me as your sprinkler man!"
I've turned down some jobs because I did not think I could provide service
'cause they were such dorks. I have also said, " you never want to alienate
your sprinkler man". Few prospective clients understand that service after the
install is the name of the game. I've picked-up many clients because " we got
no phone calls returned by the contractor". With my business model, I'd be
looking up their address as they were explaining the problem, there are areas
in my market I just won't service, but if you live in one of our "gold coast"
areas, I'll be there in fifteen minutes.
 

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Danna, you just need a perspective adjustment. LIFE is sales. WHAT you sell is the key. Make the same investment in sales that you do in troubleshooting and repair. Raw sales is always a numbers game. What percentage do you WANT. I always liked 20%. That means that for every Yes, you must get 4 "no sale" answers. Promote your product and the pride you have in it and let the rest fall where it may. If you get 2 or 3 yes answers in a row, then you have to KNOW that the NO's will follow eventually. A "tire kicker" you can qualify early is still a "no". The average consumer is not a shopper. You have to do the research for them, or they will take the low price instead. If your not willing to do that, then your "number" is going to be lower than the 20%, but if your comfortable with it, then...........no worries. 10% means your hunting for those 9 that say no. Your attitude will improve if the "I'm sorry, we were looking for a cheap system" is a "win" because it counts toward the "no's" you need to make the next real sale.

I had the pleasure of seeing the same customer twice when I was in DFW years ago. The first time was to give them a bid for a system..............I gave them the "pay me now or pay me later" speech. The outfit I was working for helped me decide to make a change...........I was doing repair work for a different company and............Oooops, guess where I go for a service call from hell to fix a "cheap" system :) :) :):drinkup:
 
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