Contractor Growth Network #39: Tom Reber: Dealing With The "Tire Kickers"
May 6, 2019
59:24
Today in the studio with the boys is the one and only Tom Reber to talk about those damn “Tire Kickers.” These are the people that aren’t ready to work with you quite yet, but if you play your cards right, could be your customers in 6 months to a year. Keep listening and you are going to hear just how to set those cards up. Sometimes you have to point people in the right direction and just let them go on their own. Remember, this business thing, it’s a marathon, not a 100-yard dash. Be patient and keep the door open. They buy when they’re ready, not when you’re ready!
In this episode, we talk about…
- Tom’s story
- Flipping the script on the contracting industry
- How to sell the idea that you’re more expensive for a reason
- Using empathy as a way to understand what the customer wants to hear
- Keeping the door open for a long time
- Staying visible to the people in your database
- Knowing if you are selling a luxury or necessity
- Making sure to move the chains
- Putting yourself in position for the short putt
- Why water always beats the rock
Links to resources:
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