|
In this issue, we
talk about how one company is placing
its value up front. I look
forward to your comments.
I look forward to your comments.
Sincerely,
Rick Erling
(972) 727-6880
How Matt The Roofer . . . Forced Me To
Buy!
by Paul DiModica
Recently, a
series of storms and tornadoes came
roaming through Atlanta where the
Value Forward Group is headquartered
and large baseball-sized hail pummeled
our city. My house was not spared.
So, I Googled my
area and I get Matt's Roofing and
Gutters. Who could guess, his web site
is better (based on its ability to
make prospects want to work with him)
than 50% of our clients before we
coach them who are 5 to 100 times his
company's size.
If you have ever
had work done on your house, you know
that getting a qualified tradesman is
not easy. You call 5, 4 show up and 3
give you proposals -- 2 offer you
realistic price offerings and 1 is
priced out of this world.
I called Matt
and asked him to look at my
house. Five minutes before he is due,
Matt calls me and says he is running
15 minutes late . . . is that OK? So,
Matt, a young clean-shaven
20-something guy shows up in a shiny
new, white Ford F150 pickup truck with
his company's name on it. He gets out
of the truck, wearing a company shirt,
says hello, and then hands me a
business card, a copy of his insurance
coverage and contractor license, and a
list of 20 references with telephone
numbers.
This is before
we start chatting about my roof.
Remember, this is a roofing guy.
He goes through
a customer engagement outline of how
he works with his clients. It's a nice
little best practices list which he
explains to me.
After an
inspection of my house, he gives me a
written proposal describing my costs
and lists the brand of materials he
will be using and tells me I don't
have to pay until he is finished. His
proposal says 100% satisfaction
guaranteed on it. He then says, call
all of my references and let me know
if you want to work together.
No hard
close.
No pushy
get the money up front
request . . . just call
my references.
That's what I
did. But there was a problem. They all
sounded the same. They all said he is
the most professional tradesman they
had ever worked with, his work is
great, he shows up on time, he cleans
up when he is done, his prices are
little high but fair, etc.
On the sixth
reference call, his customer was so
expressive about how great Matt's
company was, I asked the lady if she
was related to him. "No," she said
"but I have recommended him to my
relatives."
Being a good
buyer, I called three other roofing
companies and of course you know what
happened. They showed up late, gave me
no written guarantees, asked for money
up front, gave me no references and
forced me to ask them for copies of
their insurance and contractor
licenses.
Yes,
Matt was more money. In fact, he was
21% higher than the lowest bid and on
average 16% higher than all of the
bids.
But he was worth
it. After the project was completed,
he came back to my house and asked me
if I was satisfied. I then handed him
his check and he pulled out a stack of
business cards and said "please refer
me to your friends."
Did I?
Definitely!
One week later
after a big rain hit Atlanta, he
called back and asked how my house is
holding up.
-
Do you prove
your value up front to prospects
without them asking?
-
Do you use
business tools to communicate your
business value three
dimensionally?
-
Do you force
prospects to see you as a thought
leader?
-
Do you have
a web site that induces prospects
to call you?
-
Did you know
that in any market (including a
commodity market) you can charge
more and increase your gross
margins if you prove your value to
prospects?
If Matt can do it . . .
so can you!
Be the
professional you know you are and put
your value up front!
I welcome
your comments.
To your success,
Rick
Erling
Top-performing organizations are
increasing their companies'
revenue, within a constricted
economy by investing in business
growth acceleration strategies.
For more on increasing your
revenue capture effectiveness,
subscribe to my
Email
Newsletter, follow me
on
Twitter,
connect to me on
LinkedIn,
or friend me on
Facebook.
If I can help you or your firms
revenue growth acceleration
strategies, check out my coaching
and consulting firm,
Business
Growth U.S. / The CxO Group,
email me,
or call me at (972) 727-6880.
|
The Guided Progress
Success (GPS)
System is a 12-month planned
business success program
designed to give growth
directed clients a step by
step architectural blueprint
and business development
process on how to increase
their company performance.
By creating a detailed,
written action list
implementation outline, we
work with the management team
in tandem to make business
design and operational
framework changes that will
maximize their corporate
success.
Click Here For
More Info (pdf)
What We Do For Our Clients
|
The Guided Progress Success (GPS) System is a 12-month planned business success program designed to give growth directed clients a step by step architectural blueprint and business development process on how to increase their company performance.
By creating a detailed, written action list implementation outline, we work with the management team in tandem to make business design and operational framework changes that will maximize their corporate success.
Click Here For
More Info (pdf)
Click to learn about The Value Forward 360° Business Success Growth Program