Getting clients is key to our staying in business. But getting clients can present a challenge from time to time. So how can we get creative and get clients?
Let me share a story with you.
Several months ago our shower door in our bathroom broke. The handyman we had at the time said we would have to order a custom made shower door and that it would be very expensive and suggested we just put up a shower curtain and make that work.
When another handyman had started working for us, I mentioned our shower door and he looked at it and said we didn’t need a custom door ordered….we could order a standard shower door and he would install it for a very good price…only $50 dollars!!! That really was a steal.
But, before doing the shower door though we did a couple of other projects in the bathrooms and then it was time to do the shower door.
We had already ordered it and had it delivered to our house. It was here waiting to be installed.
I contacted the handyman who was going to install it for us to let him know we were ready to proceed and he was no longer able to work at this time due to problems with his truck and taking care of his son who was having some problems.
So now we had to find a new handyman to install the shower door and I was a little worried about it.
I posted a message on one of the handyman professional website platforms for getting contacts and bids. This showed references and other information about all their contractors listed.
As it turned out the first person said it would be about $250-$300 to install. <gasp> The 2nd one said it would be around $118 to install. The 3rd person wanted to actually come look at the area and the door before giving us a bid.
He came over the same afternoon to do the estimate, looked at the area the door was to go in, then looked at and actually measured the new door and then said it would work. We told him we had someone who was going to do the job and it had fallen through, but we were really hoping he would be able to do the install, because of his price.
I don’t normally discuss bid amounts with other contractors, but he wanted to know what the amount the guy was going to do the job for. I told him he would not believe it, and when we told the handyman the price we had been quoted of $50, he said “Oh no…it would not even be close to that!” I could just see us going up to the $250-300 range again, because he had actually worked for and installed these doors with Lowes.
So now I’m thinking…OK…I’ll just have to contact the $118 person.
Here is where the creativeness comes in.
Then he said “I had already come up with an approximate price on the way over here of about $250. However…. I will do it for $125 IF you….DO IT RIGHT NOW”!!!
I looked at hubby and hubby looked at me and then hubby looked at the handyman and said…. “Have at it!!!” Yes!!!! The shower door was going to be installed that evening!!
As it turned out…he and his helper did an excellent job and were extremely neat in the process!
The moral to the story is…. You are in control of how you want to offer your services. You can strictly go by the prices you have for your services with no breaks… or not.
Many times there are people we know who would love to work with us, who would be good clients, and who we would love to work with. But price can and is often the stopping point for getting a client.
Many of the “gurus” say never lower your prices or put your services on sale. However, remember that is how they think and how they want to do their business. You still have a choice.
This is your business and you may not be at the “guru” status yet but even if you are…this is still YOUR business and you need to run your business the way you want to run it, according to what feels right for you and your prospects.
For whatever reason, this handyman decided to offer us a break if we did the job right then and there. He made some extra money (was to be just an estimate visit) and we got our shower door installed at a very good price. That turned out to be a win-win!
Does this mean you need to always lower your price for or to get a client? NO, absolutely not! But it does mean there are time you may want to. It might be for your benefit because you need a client (the money) or because you want to help the prospective client out or both! Either way it’s a win-win for everyone concerned.
So the next time you are talking with a prospect… listen closely…then decide if this is someone you want to do some creative negotiations with. It may be well worth the effort!
Want to see how you can do some creative negotiation with prospects? I invite you to schedule a Creative Negotiation Session Call with me and then just follow the two prompts, it’s that easy!
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