Any pool builder knows that the art of selling has changed a lot compared to the early years. With the diversification of the ranges of swimming pools and with the considerable increase of the number of companies that can build them, the broadly general approaches are no longer valid, but the nuance and discussion of the smallest detail, which can make the difference, has been changed. Selling means building a relationship between two people, the seller and the buyer, so that each can achieve their goal and meet their needs.
To gain the most, trust in your product, in your price and in yourself matters.
Below we will try to offer you some tactics that can help you win on the highly competitive pool construction market.
First of all, to see where you stand, try to make a record: how many potential requests you found out, how many bidding phones you gave and how many of these phones materialized in face-to-face discussions. This will tell you first how convincing you are in the first phase, on the phone.
A first tip is to use an approach technique that we can call “principle pre-contract”.
As soon as you receive a request for an offer, call the client and ask for a meeting of about 1 hour. Tell him the following: “I understand that you are interested in a swimming pool. I would like to come to you this morning to find out exactly what you want. I will also analyze your yard a little. Surely you will have some questions about our company, to which I will be happy to answer. It will not take more than 1 hour, but in the end you will be able to decide if we are the right company for you. If not, there will be no problem. If I also feel that we can’t help you, will it bother you if I tell you this frankly? In conclusion, at the end of the meeting we will be able to decide if we go on the road together or if everything stops here! Sounds good?” (Of course you will say them in your own words, according to our suggestion!). No client will be able to say “No” to such a meeting. In addition, with this determined approach, you have more chances to win that client from the start and to eliminate the possibilities for him to go in parallel and after other offers.
Even if it may seem a little strange, this way of communication calms the client, making him understand that establishing a good relationship is more important for you than winning a contract at any cost.
The customer will immediately gain respect for you, for the professional attitude, because most sellers will not do that (unless they also read this article)
A second tip is not to get carried away!
Any builder with market experience would expect a potential customer to talk to several builders until they hire a pool. By doing this, customers turn the pool into a commodity with a general value (nothing more wrong) and when they return to you they have the impression that they now know how much their pool should cost.
The buyer is trying to trap you. Once you enter it, giving a price, even approximately, you will be stuck there!
Very important : The price must first represent you and only as a consequence for the customer!
If you specialize in top projects, don’t just demolish your prices to keep your name in the competition – but briefly explain the difference in value.
A third tip: Don’t be afraid of the buyer’s fixed budget!
So the first impulse is to remove all the expensive equipment and present a project that fits the price? But that project has nothing in common with the client’s vision.
But the trick is that starting from the high price and explaining to the beneficiary how you can respect his budget, you have already shown him a lot of possibilities, which you could not have done otherwise.
Of course you have to talk about the budget and take it into account, but don’t really take everything the clients say initially. Many clients may say in the end that they had no idea it would cost them so much, but they love the project and decided to accept it that way.