We all know that clients are changing, and in order to stay relevant, we must change with them. Today’s young clients have different buying habits than their parents. For instance, they want everything, and they want it now.
But first, they will research online to learn all they can about their purchase, and to ensure they’re getting the best product or service for the best price. Younger clients will want their questions answered, and those contractors who can learn to work with them will get the job.
There are many ways you can help your clients and quickly become their contractor of choice. When they go online to learn more about their project, they could find misleading or wrong information like what their project should cost or how long it should take. You need to prepare for this and have proof to back you up.
Before you can give them a price range, don’t forget to ask for your client’s budget. If you don’t know what they’re willing to pay, it is more likely you will hear “your price is too high.” Once the budget is set, you can help them pick out the design and selections. Then, you will be able to communicate the time frame for the project.
Gathering a collection of websites containing important information for your clients should be on your list of things to do. It could include products they mentioned or were considering, price ranges, the length of time it takes to receive the materials, length of time it takes to install the items, and the maintenance information. Make sure to give your clients what they need to make an informed buying decision.
While you’re building a relationship with a client, the client will be more willing to make the commitments you need to justify the time you spent helping them gather the information required to make an informed buying decision. Naturally, as you answer their questions and provide them the information they need, they’ll get even more excited about the project and say something like, “I’ve heard enough, let’s start the project”, and that’s when you close the sale.
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