My wife and I were in the market for a new fence. The experience of dealing with these knuckleheads has been enlightening and frustrating and educational…but also blog-worthy!
Two quick lessons to pass along based on the time I’ve spent with fencing contractors:
- Check that your lead intake system is sound—you might be missing opportunities but have no idea. Three of six fencing companies did not reply to our inquiry. We’d either sent an email or filled out an online form. I called one and the owner said, “Never saw it.” The tip: Ask someone to send a quote question and email to make sure the intake path is not broken;
- Give someone a reason to buy from you that goes beyond price—When you are bidding a job, go beyond price and include a sentence that starts with, “Here’s why you should buy from me….”
There is a third lesson, but it is not based on this experience. Like all tradesman, fencing contractors can be excellent at their craft but can also be terrible businessmen. They will exhibit at local homeshows (generally held in the early spring) but have no idea how to represent themselves in print and signage. Do some research on events held earlier this year, then contact exhibitors and talk with them about what you can offer.
In the end, it came down to two companies. I reached out to our first choice since they did not follow up. Left a message. No response.
That made our choice easy.
I am only half joking when I finish this blog by suggesting your, “Here’s why you should buy from me” statement could be, “because I will follow up on my quote and return your calls promptly.”
Sometimes it’s as simple as that.
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Bill Farquharson—surrounded by his new fence—can be reached at 781-934-7036 or through his website, SalesVault.pro if you are looking to train your new sales hires.
