DEAL OF THE MONTH
Tub and Shower Re-caulk
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Get rid of that moldy and ugly caulk around the tub or shower. Clear or White caulk included. All other colors must be provided by the homeowner. $150 for the first bathroom and $75 for each additional bathroom. Saturdays & Sundays only

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I have been a remodeling contractor in Austin, Texas for 14 years now.  The experience that comes with the time and commitment invested in my small business over those years has come with some priceless lessons.  I have worked hard to build a brand that I believe is a true reflection of me and my values.  That is especially true with my style of selling myself and my services to potential clients. 

My laid back, low pressure sales style is no accident.  Over the years, while striving for business success, I read every sales book ever written.  Most of them coach the reader on how to present the potential customer with a highly polished sales pitch, immediately followed by a high pressure deal closing tactic.  I have a few problems with this popular strategy.  First of all, I care about my customers.  For me, I care more about the work and building my brand and my legacy, not my bank account.  I love remodeling construction and I believe it shows in my work. Secondly, a major remodel on one or more bathrooms is a big decision, something not easily decided on the spot.  There are budgets and materials to consider along with a multitude of design and style options.  There is no way I can take in all of that information and make an immediate decision and I don’t expect my clients to either.  Lastly, pressuring someone to sign on the dotted line with threats and arguments seems desperate to me.  I may have lost some sales by refusing to go down that path but staying true to my morals has kept us very busy and brought success to our company.

I recently heard a story about one of my competitors.  A client stated that the competing bathroom remodeling company took the required measurements for their bathroom remodel and proceeded to make the necessary calculations while there in their home.  He was able to give them an immediate quote.  This is completely normal and I like to give on the spot estimates with the simpler remodeling projects as well.  The only difference is that I leave them with the estimate to discuss and think through their options for a couple of days.  After providing the estimate the competitor’s salesman pulled out a contract and offered a discount to sign it immediately.  That is a red flag in my book as it smells of desperation.  The visit didn’t stop there.  The salesman stayed in those poor people’s home for three hours arguing with them about signing the contract for the bathroom remodel on the spot.  Not letting the customers think through their options before making such a big and important decision is another red flag.  Why is this company afraid to let the homeowners make an informed and confident decision?  I will let you draw your own conclusion as to why they couldn’t afford to give their customers time to think it through.

I allow at least a day or two for potential customer to review the estimate before following up.  For a large number of clients, the estimate is just a starting point or stepping stone in the decision process for their remodeling project.  There are material and fixture choices to go over, layout and design aspects of the project, as well as product comparison to make sure that the remodeling decision has been well thought out before proceeding.  Some people need to get other bids on their project before proceeding in confidence.  I encourage other bids.  I want the client to make an informed decision and to know what they are paying for.  I am confident that potential clients will be able to see the craftsmanship of my work and the value that comes with it.  I rely on my work and reputation sell themselves.

First and foremost, I believe that my job is to inform people about their project.  My goal when I speak to a potential client is to offer my problem solving skills and technical expertise to build a custom bathroom that exceeds their expectations.  My laid back demeanor allows that conversation to happen while the high pressured approach puts the potential client on the defense and important nuances of the client’s wants and needs get overlooked.  Selling your services is easy if you are passionate about what you do, honest with your clients, and have the talent and experience to perform the work beautifully.

Chad Walker

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