You’re Too Expensive! – 5 Steps To Resolving Decorative Concrete Price Differences

You’ve met with your client to determine what he wants in his decorative concrete staining and engraving project and you’ve crunched the figures.

You hand him your estimate.  He frowns and says, “Too expensive.”

How do you answer?

Geoffrey James, author of the Sales Source column on Inc. com has these suggestions for handling the situation when a customer tells you that you’re charging too much.

  1.  Uncover the real objection. James says to ask the customer a question like, “If we set price aside for a moment, do we have the products you want to buy and the support organization that you want to buy from?”  This helps uncover whether or not price is the real problem. If not, ask more questions until you get to the real objection.
  2. Find out: objection or condition. According to James, you can determine this by asking if the concern is big enough to stop the sale. If the answer is no, then it’s an objection and can be negotiated – such as price matching a competitor. If the answer is yes, then it’s a condition – such as the client has no money – and can’t be negotiated. The deal is over for now.
  3. Show empathy to the customer. If you’ve determined that the problem is an objection, empathize with the customer as you negotiate so no one loses face.
  4. Identify the problem to be solved. James suggests saying something like, “Let’s put that objection on the table and see if we can work together to find a way to get you what you want.” This eliminates the winner/loser battle.  Both of you become winners.
  5. Brainstorm possible solutions.

To read the entire article, go to www.inc.com/geoffrey-james/how-to-sell-answering-it-costs-too-much-html.

Score Big With Decorative Concrete Clearance Prices

Clearance Sale -- Slightly Used, Overstock tools and supplies
Who doesn’t love a sale! It’s what you’ve been waiting for — the end-of-the-year clearance at Engrave-A-Crete.

We’re drastically slashing prices as we sort through and rearrange our warehouse. That means you get huge savings on small amounts of really good stuff.

Overstocks, discontinued items, demo equipment and some slightly used items must go to make room for the exciting line-up of new products and processes we’ll be introducing in 2012. All clearance items are in good condition and ready to go.

The selection lets you shop for what you need from a super-bargain trailer package to RAC stain color extender. You score big with clearance prices, and that means more profit for your pocket.

The clearance page is updated frequently, with sold items removed and new/different items added. Quantities are limited, so check the list often and give us a call. You’ll be glad you did.

Persuading a Potential Customer to Sign

When a potential customer calls you about bidding on a job, whether you like it or not, you are entering into a gaming arena.

Sales is a game, but done right, it’s a game where both sides win.

They want to fix their ugly concrete, and they want it done right.

You want to sell your services, and you want to do it profitably.

But decorative concrete is not an impulse buy, and some jobs can cost as much as a new car.

Thankfully, there are a few things you can keep in mind and a few simple mannerisms that can help you persuade them to sign the bid, and win you the job.

First, if you can, work things out so you will be sitting at a table, preferably across from your potential customer, as you write up the bid.

Second, be fair. That means be fair to them AND you. The job costs what it costs. Materials, time and labor all have a cost, so don’t under-bid, or over-bid the job.

Confidentally, unapologetically write up the bid.

Then, use your pen to cover up the price of the bid and slide the paper, pen and all across the table to your poetential customer.

This forces them to pick-up the pen in order to see the price, and how they pick up the pen will tell you a lot about how badly they want the work done.

If they pick up the pen, and immediately set it aside so they can see the paper un-obstructed, they are probably going to try and negotiate with you.

But if they pick up the pen with their writing hand, and hold it as if they are about to write, and look over the bid with it in their hand like a pointer, then you can be sure that they really really want you to do the job.

They may react to the price, they may have a question, or two, but that’s okay.

Whatever you do, once you’ve passed the paper over to them, just be quiet.

Let them talk first.

You will find, once you start practicing these techniques, that more of your bids will be accepted, more frequently without you having to adjust them.

And you both come away from the gaming arena winners.