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Topic:
Need a pep talk, cheap customers are making me want to quit!
This thread has 71 replies. Displaying posts 16 through 30.
OP | Post 16 made on Monday March 10, 2014 at 21:42
Dave in Balto
Super Member
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2,771
Keep em comming guys
Hey, careful man, there's a beverage here!

The Dude
Post 17 made on Monday March 10, 2014 at 21:47
MNTommyBoy
Senior Member
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1,060
On March 10, 2014 at 19:07, Dave in Balto said...
Looked at a two jobs last week, one is four rooms of audio and surround sound. Guy couldn't tell me a budget, just that he didn't want top of the line and didn't want crap. He told me that Best Buy tried to sell him an entry level 60" Sharp and a $250 receiver and he knew he wanted better.

So Best Buy quoted him $2000, he wanted to spend $5000, and you quoted him $10,000. I would say you didn't ask enough questions, or at least get all the cards on the table. Example, "That BB system would be pretty entry level, I would assume you're looking quite at bit more, based on your needs." If you keep beating around the budget bush, it should come out eventually.

The second guy, walk that sh!% if it doesn't make sense.

On the book front; Gitomer, Ziglar, Tracy, you can't go wrong, just do some reading!

I finally decided to take a break from the 50 industry emails I get every week. I've moved on to a zen-like, entrepreneurial thing in the new year, a little more big picture. Then, it's a lot easier to come down to the level of "oh, a single room setup? No problem." Close it by representing yourself as resource and someone the prospect would be crazy NOT to do business with. The rest will fall into place.
"There's a big difference between winging it and seeing what happens. Now let's see what happens." ~MacGruber
Post 18 made on Monday March 10, 2014 at 22:19
radiorhea
Super Member
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3,264
Design a system and give them three equipment proposals....good, better, best.

Works every time............
Drinking upstream from the herd since 1960
Post 19 made on Monday March 10, 2014 at 23:23
Mac Burks (39)
Elite Member
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Avid Stamp Collector - I really love 39 Cent Stamps
Post 20 made on Tuesday March 11, 2014 at 00:11
InHomeDemo
Long Time Member
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314
On March 10, 2014 at 22:19, radiorhea said...
Design a system and give them three equipment proposals....good, better, best.

Works every time............

I need to get back on that. I had a lot of success in the past with good, better, best. I don't think I sold a "good" system one time when I used that approach.
Post 21 made on Tuesday March 11, 2014 at 01:19
JustinG
Long Time Member
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April 2013
193
On March 10, 2014 at 20:39, Zohan said...
This onesbeen recommended a few times
[Link: amazon.com]

Thanks for reminding me about this book, just ordered it but it's not shipping for 2-3 weeks. Dammit!
Post 22 made on Tuesday March 11, 2014 at 07:36
drewski300
Super Member
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January 2007
3,849
Find a way to get general pricing to the customer up front. Give them a brochure that lays out your typical systems so the will qualify themselves right off the bat. Then as others have said, sell them! Even though I've complained about being too busy because of all of the small jobs we have/do, I think there is always an opportunity to make a profit on anything you do. Maybe you need a design fee for any job under $5k. Something. Make it very apparent up front so they will run for the hills if they don't have enough money to use you experts services.
"Just when I thought you couldn't possibly be any dumber, you go and do something like this... and totally redeem yourself!"
Post 23 made on Tuesday March 11, 2014 at 08:13
Mogul
Senior Member
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1,164
On March 10, 2014 at 23:23, Mac Burks (39) said...

This is great, but missing the panels for:

Client: My budget is $485
Sales Guy: That cannot be done for $485
"Whatever is rightly done, however humble, is noble." [Sir Henry Royce]
Post 24 made on Tuesday March 11, 2014 at 08:51
Hasbeen
Loyal Member
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5,273
One other thing I'd like to add to this conversation...If you're not taking credit cards (especially a mobile solution like Square) you're not doing yourself any favors.

From that, you're really not doing yourself any favors if you don't let your clients know that you take credit cards in your initial phone call.

You'll be shocked at how many customers may not have the immediate money in the bank, but they're willing to put it on a card.  It will increase your sales, it will also increase the amount of your sales.

When I started doing Square, I thought it would be a addition, and just make transactions a little easier for the "every once in awhile" client.

Last year I did just over 150k on Square. 
Post 25 made on Tuesday March 11, 2014 at 09:38
longshot16
Super Member
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3,442
Can I just come work for you? We can split that Buck fifty????
The Unicorn Whisperer
Post 26 made on Tuesday March 11, 2014 at 10:13
SB Smarthomes
Super Member
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2,634
On March 11, 2014 at 01:19, JustinG said...
Thanks for reminding me about this book, just ordered it but it's not shipping for 2-3 weeks. Dammit!

That's because I scooped up the last one last night... Sorry!
 
www.sbsmarthomes.com
Santa Barbara Smarthomes
Post 27 made on Tuesday March 11, 2014 at 10:17
SB Smarthomes
Super Member
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2,634
On March 10, 2014 at 20:48, Eastside A/V said...

Ask for the sale - Assumptive Close (We have some availability as early as next Tuesday, will that work for you?) and Alternative Closes (Did you want to go with the 55" or 60" Samsung) were also some of my favorites; as well as starting the review process with which upgrades (or control option) 'they'd' like to go with.

I'll be the first one to admit that I'm not a good salesman.  Does stuff like this really work?  I think the types of clients I work with would just get annoyed if I kept jabbing them with lines like this...

 
www.sbsmarthomes.com
Santa Barbara Smarthomes
Post 28 made on Tuesday March 11, 2014 at 10:29
SB Smarthomes
Super Member
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On March 11, 2014 at 08:51, Hasbeen said...
One other thing I'd like to add to this conversation...If you're not taking credit cards (especially a mobile solution like Square) you're not doing yourself any favors.

From that, you're really not doing yourself any favors if you don't let your clients know that you take credit cards in your initial phone call.

You'll be shocked at how many customers may not have the immediate money in the bank, but they're willing to put it on a card.  It will increase your sales, it will also increase the amount of your sales.

When I started doing Square, I thought it would be a addition, and just make transactions a little easier for the "every once in awhile" client.

Last year I did just over 150k on Square.

My take on this is the opposite.  I quit taking credit cards about 4 years ago and it hasn't caused an issue for clients.  Credit cards might make sense if I was doing a lot of small jobs and service calls, but that's not my focus.

Even at 2.75% - 3.5% that's still a significant percentage of profit.  For your $150k in charges last year Square kept $4125.  If you're doing lots of small transactions the fee is probably worth the convenience to you as much as to your client.

Does anyone accept credit cards for large transactions?  Things like deposits and progress payments $30k+???
 

Last edited by SB Smarthomes on March 11, 2014 10:52.
www.sbsmarthomes.com
Santa Barbara Smarthomes
Post 29 made on Tuesday March 11, 2014 at 10:43
longshot16
Super Member
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November 2009
3,442
I will take large charges. We never promote we take cards but sometimes te upper middle wants their miles. We need to be more designer in passing the fees on to them for their convenience.
The Unicorn Whisperer
Post 30 made on Tuesday March 11, 2014 at 10:54
KeithDBrown
Long Time Member
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December 2013
418
On March 10, 2014 at 20:39, Zohan said...
This onesbeen recommended a few times
[Link: amazon.com]

That's too expensive....do you have anything cheaper?
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