Follow the DYB System for on the Spot Closes.
Remember this is a system, a system is like a recipe. If you leave out an ingredient of your favorite Aunt Carol’s Pineapple Upside Down Cake, you won’t get the same results. Same if you leave out part of a system.
Branding You want your name in front of your potential client as much as possible, everything I own is branded with my logo. My truck, shirts, business cards, note cards, office emails, can of cookies, employees. It conveys to the client, you are a company. You are not just a Chuck in a truck with a brush.
Name Tag with a smiley face. People are more comfortable when they feel they know you and are more apt to remember you if they remember your name. The smiley face lets them know I am a fun and likable guy.
Park in Sight of the Front Door preferable with a clean truck. What’s the first thing that comes to your head when you see a contractors truck in a driveway? Don’t let that be the first impression on your prospects mind. By parking in front of the door, the client feels safer knowing who is knocking on their door.
Knock at the Exact Time at 10AM for a 10AM appointment. It shows you are punctual and do what you say. I always knock first, you never know if they a baby or a husband that works third shift and is asleep. If you knock on time they should be expecting you.
Ask the Great Experience Question, then look at their expression. You will not believe their reaction, but their response will tell you what is important to them.
Provide Estimates on the Spot. Strike while the iron is hot. I do the estimate on the spot and then go over it with them before I leave. Recently, I have made the mistake of emailing the estimate. Don’t do it. It gives them the chance to say, “OK I’ll look over it tonight”. That might happen and it might not. The estimate should be written or printed and given to them at the time of the estimate. That is the only way to close on the spot.
Ask for the Jobs. Not many do. You would be amazed at the amount of yes’s I get, just by asking. It is hard to say no to someone that they like. The worst that will happen is you have to ask for permission to follow up.
Send a Hand Written Note Card, who does this? In your market probably nobody. Take this chance to stand out and wow your client.
Follow Up, if you don’t sell on the spot. Ask if you can follow up. I ask for permission and give them an exact time, and then call at that time. Shows you’re punctual and trustworthy. I have followed up and got jobs 6 months later that I have thought were lost.
If Still No, Ask for Permission to Follow Up. They are giving you permission to call and will be looking for your call. I make a note of the day and exact time I will call them, and follow up at that time, you are showing again you do what you say and you are trust worthy.
Follow Up Until One of You Dies or you get a NO. If one of these 3 options occur, you’ll be wasting your time calling again.