Pre-client meeting preparation is important.
Impress Clients and Land Jobs
As the representative of your own business, your goal is to consistently impress clients. You’ve probably had to answer your fair share of questions from potential clients when trying to land a new job. For many clients, giving up control is a hard thing to do. Although they may not be knowledgeable about the work or process, they do know what their standards are, what they like, and what they expect from the finished project.
They ask questions so they can get to know you and your credentials. This is your chance to put them at ease and let them know you understand their expectations and are qualified to exceed them.
Impress clients: for many contractors this concept isn’t the most fun part of the job. You have to sell yourself, appear friendly and approachable while making it clear you know exactly what you’re talking about.
Not always an easy task for folks whose main talent may be doing their trade.
So, we’ve done our research and rounded up a list of the most common questions a client may ask a contractor during the screening process. Appearing thoughtful and prepared in your delivery will make it easier for them to hand the reigns over to a professional.
- How long have you been in business?
- Has ________ always been your specialty?
- Are you licensed, bonded and insured with the state?
- Are your employees or subcontractors all appropriately licensed?
- Do you have worker’s compensation?
- Do you offer a written warranty or guarantee?
- How will you protect the surrounding property?
- Will this project require any permits?
- Who are your main suppliers?
- Are your bids final, fixed prices or estimates?
- What do you anticipate the daily work schedule to be?
- What is your estimate for the timeline of this project?
- Do you have a history of running behind or ahead of schedule?
- How will you update me on this project, and how often?
- Have you ever been involved in a legal dispute? If so, how did it end?
- Do you operate under contracts or verbal agreements?
- What are your concerns with this project?
- Do you have a list of references?
As for references, this is where word of mouth comes in. We always advocate following up on a job by sending a personal thank you (note, email, letter with some business cards). Ask your satisfied client if they’d mind referring you to their friends or family when the time comes.
Most people are happy to oblige and genuinely love referring a good service to their friends. These clients make for a great reference base not only because of your work, but because you took the time to reach out to them after your job was complete. Set yourself miles beyond the competition by creating this customer base for your company.
Of course, the list above is not exhaustive; your initial vetting will vary depending on the project and scope of your work. So, the best thing you can do is prepare yourself for anything. Practice so you don’t appear put on the spot or taken off guard in front of a prospective client.
After all, it’s all about the first impression!
Did we miss something others would find helpful? Let us know!
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Ever wish a customer hadn’t hired you? Read tips on productively dealing with difficult clients here.