#1 Change for higher closing rates (even if you are more expensive!)

Are you often being told that you lose the jobs because your price is just too high? Let me give you the most important thing you can do to increase your closing rates without really changing much of what you’re doing.

How are you delivering your estimates?

90 plus percent of painting contractors think that the best thing to do is to go back home to collect their thoughts, to email an estimate, and then wait for the client’s reply or perhaps try to harass them into purchasing your services.

I’m here to tell you it doesn’t work. Email is perhaps the absolute worst way to deliver an estimate. It’s not persuasive. It’s hard to find. It’s easily lost and it’s hard for people to share.

Further, what you will find as you research the very best painting clients is this, that they’re 60 to 80 years old, that they’re very wealthy.

What does this mean? It means they’re not always the best with technology. We know these are the best clients because survey after survey, even when I worked for a national painting franchise, we discovered that that demographic was the least price sensitive. That the projects that that demographic purchased were larger in volume. And so we must cater to this classification of folks that have the disposable income to actually pay what you deserve.

So how can you change it? Start delivering on-site printed estimates. It’s so easy. Go to Walmart, get a power inverter, get a printer, and instead of hitting the email button, hit the print button, take it inside along with your collateral.

Now, you may think this is a very small change. Here’s what I have seen. Simply presenting the estimate on site increases close rates somewhere between seven and 10 points. And it’s not just the close rates. As your close rates go up, guess what else goes up? The transaction size. Because you’re pushing those people off the fence that previously were undecided. You will never be more persuasive.

If you’ve tuned out, tune back in. You will never be more persuasive than when you are in person. And you will never be the least persuasive than when you email a dead dying document in a pile of spam messages.

It’s Brandon

Lewis here with the Painters Academy.

Let me ask you a quick question.

If you’re failing to do your estimates on site, and we know that it is perhaps the largest sales lever, imagine all the other things that you’re doing in operations, sales, and management that’s costing you money and you don’t even know it. And as one final aside, did you know when you print your estimates and present them on site, it also saves time and reduces your marketing expenses as a percentage of the project?

If this is confusing to you, I would like for you to simply email me

brandonpainersacademy.com.

I would love to have a diagnostic with you and see if I can help you improve other areas of your business. And if you’re not quite ready to move forward, but you’d like additional information, please visit paintersacademy.com, click and follow this YouTube video.

Happy selling.