6. Come in with all guns loaded and fire every one of them. Bring the picture book, the certificates, the references, the magazine articles, everything.
Walking in to a sales presentation without your props reduces the sensory perception your clients receive. Most lowballers we run into have about a half-hour presentation, and they end with a number scribbled on the back of a card.
7. Don’t prejudge the client. We’ve all heard it. Live by this credo. Treat every client with respect and concern. Your tendency to cut bait and run on to the next stream can cost you big. I have had many clients tell me that our company was the only one that showed up on time, followed up, put things in writing, and showed a sample. Again, establish value.
8. Embrace the challenge of educating our industry peers and contributing to their success. As a quality and qualified contractor and an active member in my local and national NARI chapters, I know that many of the so-called lowballers in the industry need help understanding the business side of their business.
Through the development of educational programs, certifications, and good practice, we strengthen the industry and build a foundation of integrity.