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President's Message June 2009
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The market is more competitive, and the buyers are slow to decide. Even though most raw construction material prices are at a 25 year low, renovation spending has dropped nearly a quarter since its 2005 peak.
Most of today’s remodeling prospects are nervous and undecided. Many potential clients seem to look for excuses not to proceed, more than reasons to buy. People are talking to several contractors now, when in the past, they may have interviewed with one or two.
New approaches to selling to what they may want to buy will make doing business with you easier. By adjusting some of our past selling practices, we may be able to read our clients/customers better, and make their decision to buy easier.
Maybe selling to time and material as opposed to a fixed price, or allowing more customer participation, or even possibly allowing owner supplied material could be a solution. It may take an adjustment on our part to take smaller jobs than we used to in the past, in anticipation that it will lead to the opportunity for larger future projects.
The importance of making your customer easily understand your selling points, the more likely potential clients are to buy from you.
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