Every contractor is a salesperson. We’ve already discussed that in previous postings. Not only are they selling the value of their services, but they are always selling, whether in business or in their personal lives.
Because of this, here are some do’s and don’t’s to help guide you in the selling process:
Do:
Do…. realize that sales is a fundamental skill we can develop. Essentially, sales is just about “moving somebody else to act.” To do this, we persuade, inspire, and lead people, for instance, in hiring your company.
Do… your research before meeting with a prospect, find out as much about the company and the people you will meet with as possible. Most important, figure out what types of problems they are having with their current contractor, which may be causing them to make a change, so you can address those challenges in your proposal and presentation.
Do… plan and practice your sales presentation. We have discussed this before, but it bears repeating. If your proposal has moved up the ladder, you will be called to give a presentation. Plan what you want to discuss and then practice it. However, that’s not all. Give your presentation to others and listen to their feedback. They often can suggest ways to improve the talk as well as your delivery.
Do… relax before making your presentation. Nervousness is good but being too nervous can cause problems. Sometimes I tell my clients to take a walk around the blog – even jog – anything to loosen them up.
Do… make sure you try and close the sale. Rarely will your prospects hire you on the spot. Invariably they will say they must meet with other contractors and review the proposals once more. However, you can still end with closing comments such as, “what steps do you suggest we take next in the hiring process.”
Don’t
Don’t… start bragging about yourself, your business, or your accomplishments. A little bravado is fine, but don’t let your ego take over the presentation. This will bore your listeners and then bother your listeners.
Don’t… forget the people you have just met if you do not win the contract. Connect with them on LinkedIn and add them to your network. Contact them again in a few months and ask how things are going. If they say all is fine, say “I’m glad to hear that.” Be genuine about it and think long-term. In time, this prospect will likely be looking for a new service provider again. Staying connected increases your odds of eventually winning the account.
Don’t… talk too much. We’ve discussed this before. Stay focused on your proposal and address the needs and challenges the prospect is grappling with.
Don’t… take it personally if you do not win the account. You will get new clients. Also, remember you are not your business. Winning or not winning an account does not change who you are as a person.
Ron Segura is president of Segura Associates. His company works with large and small contractors helping them build their businesses and streamline business operations so that they can reduce costs and operate more profitably. He can be reached through his company website at seguraassociates@msn.com
