Contractor Growth Network #100: Tom Reber: Dealing With The "Tire Kickers" (Special)
Sometimes you just gotta point people in the right direction and hope they can find water. You’ll find that that concept is true in almost every aspect of life, especially in the contracting business. As a contractor, you’ll run into tire kickers, that being, those people that just can’t get themselves to go through with the project. Before you dismiss them as hopeless, just remember, some people just aren’t ready to buy right now, but that doesn’t mean it will always be that way. In today’s special 100th episode, Tom Reber, the founder of the Contractor Fight, is in the studio to talk about communicating with those tire kickers at every stage of their buyers’ journey. A big thank you goes out to everyone who has stayed along for the ride all the way to 100 episodes! Let’s get this baby to even more people over the next hundred!
In this episode, we talk about…
- Tom’s story and how he got to where he is right now
- Selling yourself as different from the rest of your industry
- Importance of empathizing with everyone’s history when selling a project
- Things you can do to leave the door open to the tire kickers
- Knowing that the purchase is a journey, not a one-stop-shop
- Staying visible to the people that are in your database
- Differentiating between the luxury items and the necessities
- Moving the chains instead of going for the endzone on every play
- Doing all the work to set yourself up for the 6-inch putt
- Making yourself human in the eyes of your customers
- Why water always has and always will beat rock
- Avoiding pouring salt into the wound
Links to resources:
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