Post on 19-Feb-2017
How To Turn Being Late Into A Competitive Advantage
“Common Sense that is
Not So Common”
I have found that running late to an initial consultation can actually be
a COMPETITIVE ADVANTAGE
During the initial proposal process it’s only natural for the
client to be skeptical
Half of the challenge of closing the sale is winning the client’s
trust
Frequently trust is more important than price
When competing against multiple bids, winning the
project is much more difficult
Anything I can do to make my proposal & presentation more attractive and build trust I do
Every customer wants great service
Most reasonable customers realize that s*@t happens
But they don’t like hearing excuses from their contractor
When I am running late I always call the client to let them know I’m running late
“Common Sense that is
Not So Common”
This simple phone call says to the client that I am responsible
and communicate
Traits that far to many contractors do not practice
By running 5 minutes late & calling it shows the client I respect their time and pay attention to details
And you never know, that one little detail could be the difference between
my proposal and my competitors
And it costs me Absolutely Nothing!
I’ve even considered being late on purpose
Sales Motto: “People buy from those they like (or trust)”
If you believe that to be true, being late just might be the competitive
advantage that closes the sale