Kinds of Buyers

Did an evaluation for a potential client this morning and when I went to go over the estimate with her she stopped me and said quote " Its ruining my ceiling, I've got to get it fixed and I understand that roofing is expensive. Where do i sign? " End quote. ( This before being given a price )

Later in the day I respond to another potential client saying he has already paid two seperate roofing companies to fix a leak and it's still leaking. They had both only attempted a caulking job that failed.

The leak was at a "dead spot" where a valley ran into a wall just about a foot up from the corner where the wall turns and goes down. I bid to redo the entire valley installing ice/water in it and up the wall. Also replacing all flashing at the wall and installing a large pan in the dead spot.

When I gave him the price he said it was too high! I guess he can just keep paying idiots to caulk it up!

:woohoo:

Yes sir, you are correct. I use that approach all the time. They immediately say "OH NO" I DON'T WANNA CHANGE IT ANY AT ALL"

With some people it's just in their genes to negotiate everything that they buy and I can't say that I blame them with todays prices on everything.

But at the same time, I price my jobs as reasonably as I can and still make a good profit. I'm not trying to overcharge anyone but I quit drinking alcohol 7 years ago and I'm not interested in "BEER MONEY"!

One thing that I try to remember is " Dropping the price is not selling, sure i have been guilty of dropping the prie but that is not the norm here What I usually do is a take away policy I start taking away some items that are not in my competitions estimate example, I can do better on my price if I use 15# felt instead of 30# and etc most folks do not want a heap roof lol remember they are trying to get the best price but do not want a chitty job play on that and watch them turn lol

Hey tinner, this has got to make us the best two roof repair pros that ever chit between a pair of shoes! :laugh:

90% of my clients are like him in the respect they've already been through 2-5 other roofers. My close rate is about 80% and the satisfaction rate is 99.8%. There is no such thing as 100% no matter what the clients say. :( I can always find something on every job that 'niggles' at my satisfaction level.

After twice hiring roofers only to have his problem continue, he became a very difficult sale. He had lost all respect for ANY roofer. Even though he had a 30 year seasoned veteran right up in his face, he could not make his mind understand the difference between the 3 roofers. I threw everything that I've learned in the last 30 years at him only to have him try to get me to lower the price at the end at which time I declined to participate in the price wars.

He said I was too high because he already had $500 bucks invested in the other 2 repairs.

Like you said Darryl, Not possible to close them all.

I'm already at 65% closing rate. As they say, two outta 3 aint bad. :P

spudder

BAM !!!

B) :) :) B)

Deep Down In Florida Where The Sun Shines Damn Near Every Day

I love those people that say " your too High" my answer to that is " Compared to what" this sometimes will get the conversation going and will give you the initial time to close the deal lol you can't close them all but you will get a good percentage. Most buyers will tell you what they want if you listen. I have never just dropped an estimate off except when we were doing a seal bid on a commercial or government bid. Most consumers are like Ole Willie's first encounter they just want it done with no grief or aggravation at a fair price, and when you give them that down home smile and some friendly conversation they will feel more comfortable with you. Think about this a perfect stranger needs some work done so who are they going to call, they will check out with their friends who did they use if that doesn't work they will look at some advertisement, so they call you, you are a stranger to them your first appearance is very very important you need to cozy up and win their favor well after you check out the problem and work up a price it’s time to close the contract. Now our a perfect stranger and you give them a price and want some of their money and they have know you for less than a hour that my friends is a conquest Remember your job is to do your best and give you customer the best and you will always be a winner