Sales
Sales questions, answered.
Closing more of the leads you already get, without becoming a salesperson.
How do I raise prices without losing customers?
Tell the truth, give notice, and don't apologize. The customers who leave over a fair increase weren't going to stay long anyway.
What do I say when a customer says my price is too expensive?
Don't drop the price. Ask what they're comparing it to and what they were hoping to spend.
How do I follow up with leads without being annoying?
Follow up faster than you think, longer than you think, and with value not pressure. Most owners give up at attempt two when the average close happens at attempt five.
How fast should I respond to a new lead?
Five minutes if you want to win them. After an hour, your close rate falls off a cliff.
How do I close more sales?
Ask for the sale. Most owners walk a customer to the edge and then wait for them to jump.
Should I give discounts?
Only in exchange for something: cash up front, off-season scheduling, or a referral. Never just to close.
Should I give free estimates?
If your trade does, yes. But charge for the second visit, the design, or any work that takes real time.
Why do customers ghost after a quote?
Usually because you didn't ask for a decision. You sent a number and waited.
How do I ask for referrals without being weird?
Right after you've delivered something they love. Plain words. Once.
How do I get more Google reviews?
Ask every happy customer, the day the job ends, with a direct link.
How do I respond to a bad review?
Once, in public, calmly, and short. Take the rest offline.
How do I handle a difficult customer?
Solve the problem if it's real. Fire them if it's not.
Do I need a CRM?
Yes. A simple one. Today. Even a shared spreadsheet beats memory and sticky notes.
How do I handle customers who only care about price?
Qualify them out in the first call. They're not your customer and trying to convert them costs more than ignoring them.
Does cold calling still work?
For B2B and commercial, yes, if you're patient and pick the list carefully. For homeowners, no, your time is better spent on Google.
How do I write a quote that closes?
One page. Clear scope, clear price, clear timeline, clear next step. Confused customers don't buy.
What do I say when a customer asks 'Can you do it cheaper'?
'I can if we change what's in the job. Tell me what to take out.' Don't drop the price for the same scope.
How do I get rid of tire-kickers without being rude?
Move the next step earlier and harder. A real buyer schedules. A tire-kicker won't.
Should I text customers?
Yes. For most trades it's now the preferred channel. Just keep it professional, signed, and inside business hours.
What do I do when a customer asks for references?
Send three, with permission, who match their situation. Then call those references first and tell them to expect the call.