We know contractor estimating software is part of the equation to increase sales success, but are there some other pieces of the puzzle that could make your sales process more efficient and more successful? Whether your specialty is lawn care or insulation, the success of your business depends on your ability to convert your qualified leads into actual sales. How can you increase your conversion rate? Of course it varies depending on the size and nature of your business, your personality, and your sales approach, but there are certainly some simple tips that can help you close more sales. And contractor estimating software can help.
Converting a sale requires getting to know the person, understanding their wants and needs, and then fulfilling those wants and needs in a way that benefits both the customer and your business. If you’re in lawn care, that means visiting the potential customer and asking the right questions to find out their biggest priorities when it comes to their lawn.
- For many businesses, the key to actually making a sale is fast follow-up, right when the customer’s need is initially felt. If you aren’t able to convert the sale quickly, they may no longer be in the market when you follow up, which is an inefficient use of your time.
- Always go on a sales call prepared to create a proposal. Some say that if you don’t leave a sales call with a signed contract, you may never close the sale. Here is where contractor estimating software like JobFLEX can really put you ahead.
- Do you strive for a one-call close? Generally, if the customer calls you for a proposal, you are there because you have something the customer needs, not just something that they want. Especially if you can create a quote right away, a one-call close is possible without high pressure sales tactics.
- Focus your energy on the best leads sources. If your established customer base (or referrals from that base) is your bread and butter, make sure you prioritize those leads above other sources.
- Customers today don’t use a hard copy of the yellow pages; they look for contractors online. Are you using your website to generate leads, and does it look professional?
- Don’t be shy about closing. Ask for the sale. There are plenty of great books about sales, but in general, closing just involves overcoming objections and overcoming fears. Reassure the customer that you have what they need, with a company that has a good reputation, with a person they can trust and/or a product they can believe in, at a reasonable and affordable price.
- Professional proposals, created on the spot with actual pictures of their home, impress your customers. Customers today expect more than hand written proposals. Improving the look and professionalism of your proposals increases your close rate.
Converting leads to sales is key to the success of any contracting business. While no software or website can do it all for you, contractor estimating software like JobFLEX can certainly make it easier. Contact the JobFLEX team today, and request a free demo of JobFLEX contractor estimating software.
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