Maybe You Need a Different Perspective.
April 15, 2012 by Mike Draper
Ever wonder why so many homeowners seem to take the lowest price? The reason is actually pretty simple. They perceive construction to be a commodity. We all know that is not the case and that there are good quality contractors and there are bad ones. There is good product and there is bad product. There is good workmanship and there is bad workmanship.
The challenge for the homeowner is that most contractors look at the renovation from their own perspective and not the homeowners. If you took a different perspective and looked at the renovation from the homeowners view, you would see that most are very scared to make a decision. Years of hearing horror stories at dinner parties, dramatic TV shows and sometimes their own past experiences, help to fuel the fear of making a bad decision.
Your biggest success will come from helping make the decision easier for the homeowner. To do so, you need to be taking more time understanding the needs of the homeowner and then matching your proposal to their needs. When you position your proposal to address their needs and not just the construction needs, you will close more projects. Find out what is driving the desire to do the renovation, ask them what would happen if they didn’t do the renovation and ask them why they aren’t just using a contractor that they have used before?These types of questions might seem strange to ask since it is almost like you are pushing them away from you but in actual fact, you are getting a better picture, that will help you with your proposal.
These types of questions move you away from just the construction details, to help you see the project from the homeowners perspective. When this happens, price becomes less of a focus and you will win more business.