It may be winter now, but remember this ‘ol scenario?
I’m busy, so incredibly busy but how did it get this way?
I’m behind on my schedule and seems impossible to catch up and it’s only the end of June. Summer has just begun and my anxiety is through the roof!
How did I get into this mess!
My painting schedule has been booked for months, but I want to sell more jobs.
I ask myself:
Should I hire subcontractors? (but I don’t need any more problems…)
Hire more employees? (but they don’t know my systems, need training… if I can even find anyone qualified!)
How much more money can I make this summer? (and how much will this cost me in time, stress and time away from my family)
… Will it be worth it?
All while looking at my summer calendar … it’s full of “B” clients sprinkled with a few “A’s”.
Quick Client Classification:
- A Clients are Raving Fans who fully respect the value you provide and are happy to pay retail.
- B Clients are also Raving Fans, but they just need a little deal of sorts to feel good. Nothing big, maybe we throw in a front door, or a deep base color in one room for a full interior repaint, complimentary.
- C Clients need those crippling 10-20% discounts… (If they ask you, if you can do better, tell them yes, add 20%) 😀
- D Clients are unreasonable all the way around. Not only do they demand a steep 10-20% discount, but they are plain miserable to work with.
Make sure you get really good at prequalifying, so not to get caught with a C or D Client. You can download our Prequalifying Process for free here: DYB Prequalifying Process
Let’s look back to my summer dilemma.
I see some really good jobs and customers, but some of them will be too picky, will ask my crews to do small side jobs without telling me, or maybe they’ll keep asking for a discount even after the job has been finished.
Worst of all, I’m dreading the day a few of the jobs start! I’m thinking of preemptive strikes and white glove tactics to just get the job done unscathed. (This is a “C” client.)
How do I know this, Maybe I’m psychic? or have ESP?
Actually this exact thing has happened to me, and more than once….until I learned to ask myself this 1 thing (thank you Derek Sivers, pg 189 “Tools of Titans by Tim Ferris”).
But before I ask myself the 1 thing, I use this:
A stellar way to help you decide who to work for, so that cash flow and life is good, very good. 😀
Here is the Process:
When a lead calls in or books an appointment on our online appointment scheduler YouCanBookMe they are qualified with several questions that must be answered before I drive over and meet them for a price.
During my onsite visit, I ask them a list of questions that helps me determine a price but most importantly these questions help me determine what kind of customer they will be.
I am interviewing them.
I’m selfish and want all “A” clients. I want them to love us, refer us, and give us a tons of video testimonials, too!
So now, what is the question I ask myself to determine if I want to submit my proposal or do the job?
Is this job a, “OH YEAH!! I want this job!” or “NO, I don’t want this job,” or “Maybe…”?
And a “Maybe” is a “NO!”
What I’ve found is by saying “NO” I have created more time and energy to find my “OH YEAH” clients.
The “A” clients.
PS – There is a way to say no to a job with tact, leaving the prospect happy and glad they met you. More on that another time.
Less stress, fewer fires to put out, less employees, no bad subcontractors to clean up after, and, best of all, more profit!
Get started today by implementing the DYB SALES SYSTEM and saying, “NO,” to the wrong jobs!