A guide to converting more enquiries to profitable jobs

 

As a tradesperson if you are going to spend money advertising for work and / or spend time visiting customers to provide quotes you’ll want to maximise your chances of getting the job. If you don’t you are wasting your time and money.

Of course, there are customers for whom “price” is the one and only determining factor for selecting a trades person. And that’s fine. They will get what they pay for; sometimes good, sometimes bad. Anyway, who really wants to work for any customer who always want’s the cheapest? 

The following are HomeForce’s tips to help tradespeople convert more enquiries into profitable work and, hopefully, provide customers with a better service.

 1) Call the customer

What we mean is don’t text or email instead of calling.

Sure, send a text or email if you get no answer on the phone but if you just text or email: 1) How do you know that they receive your message? 2) You are telling the customer that you aren’t too bothered if you get the job or not.

2) Text or email the customer

As we said above this isn’t instead of calling them. It’s to show them you are interested in the work. Send them your contact details in a text or email. Then they have them handy, while they have to hunt for your competitors details.

You don’t have to type out a text or email every time. Have text and email templates set up to send (HomeForce can help you with this)

3) Respond quickly

Customers will often give a job to the person who responds the fastest, and not even wait to see who’s the cheapest.

  • Call customers back as soon as you can (within the hour if possible)
  • Attend to survey a job within a couple of days of the enquiry
  •  Send quotes out the same day you survey a job
  •  Respond to questions the same day

Of course, you have on-going work to attend to and you can’t arrange other work while you are with another customer, but adopting some good job management software will enable faster responses (HomeForce can help with that too)

4) Be on time

Edinburgh traffic, customers wanting to have a chat, unexpected problems on jobs all these things can make you late and are really unavoidable. If it happens then let the customer know as soon as you think you may be later than the agreed time.

When it’s in your control give yourself the chance to be on time. Agree a window of time, not a specific time “I’ll be there between 10 and 10:45. Due to traffic I’m afraid I can’t be any more precise than that”

Advise the customer via email or text that you are on your way. Why text & email? Because it takes seconds. Yup! HomeForce can show you how.

5) Say “No”

No one likes to turn away work but worse still is to make a promise you don’t keep.

Just Say “No” if:
  • You are too busy to respond properly to an enquiry
  • The customer asks you to do something that you don’t feel you have the skills to do.
  • The customer asks you to do something that you think is unreasonable.

If you provide a bad service a customer will never use you again. If you say “no” they are likely to respect that and return to you for future jobs.

With HomeForce you can say “no” at the touch of a button. And cause no offence to any customer.

6) Appear professional

A HomeForce tradesperson once lost out on a large job because his competitor turned up to survey the job in a high visibility jacket and with a clipboard. The HomeForce guy turned up smartly dressed on his way to an evening out with his wife.

 Appearing professional in the eyes of your customer is more than just how you dress; it’s how looked after your vehicle is, the language you use when addressing the customer, the look of the quotation you send and how you write emails.

 You won’t be surprised to hear that HomeForce help it’s trades people with this too.

7) Itemise quotes

Would you buy a car from an advert that said “Used Car £6,000”?

 How about:

  • Used Car
  • 20,000 Miles
  • 2016 Registration
  • Flame red colour 
  • 3.0l Turbo charged engine
  • 4 wheel drive  
  • All leather interior
  • 0 – 60 in 4.5 seconds
  • Sun roof
  • Tow bar
  •  Split rear seats
  • £10,000

Sure, it depends on your budget, but letting the buyer know what they get for their money means they are more likely to accept your advertisement (quote)

Producing and sending itemised quotes does not need to take any longer than short quotes. HomeForce can show you how this is possible.

If your price is higher than a competitor then itemising it allows you to justify why yours is more. Perhaps you are using superior materials or you will execute the work in a better way that takes a bit longer.

Finally, if there are any problems on the job an itemised quote will help prevent or clear up any misunderstandings about the work that will be done. And few things waste time more than resolving disputes after the event.

 8) Be Liked

People buy People. If a customer likes you and trusts you they are more likely to engage your services to do work.

HomeForce can’t help you with any personality defects(!) but we can help you with all of the above items, and those should help make you more liked by customers.

Whether you are a home owner or tradesperson do you agree with our list?

What other tips do you have to help trades people secure work?

If you are a self-employed trades professional or small trade’s company and want to join the HomeForce team register here or call us on 0131 315 0000