Make Your Process Remarkable!

It isn’t a secret that homeowners generally have a lack trust with the construction industry. It has been my experience through years of experience communicating with homeowners that this lack of trust weighs on homeowners minds when dealing with contractors. Consultants are even hired by some homeowners to work as an advisor and a communicator with the contractor. This just shows another level of the lack of trust.

How do you overcome that stigma, of a lack of trust?

Obviously, There Needs to be a level of trust, education & confidence for the homeowner to move forward and say,” you’re hired.”Do you have a remarkable Process?

A homeowners decision not to progress with you can be made very early on and they may not even contact or call you back for a proposal. The homeowners decision not to progress forward with you can definitely be made on the first meeting. I reiterate-if you don’t present yourself correctly, their decision against hiring you can be made fairly early on, even though you may not know it or realize it. Positive thoughts and decisions to hire you should be what you want formulating early. Build the know, like and trust with your potential client and educate them early in the relationship. First thing!

Having a remarkable process will be a huge step in the right direction. They may like you when they meet you, but they are never going to trust you until you can describe, from A -Z, exactly what you are going to do for them.  The best time to get that out is right up front! I take it a step further and educate a potential client before I meet them as well as when the first meeting takes place. Thats when I drive it home.

Your process is a tool, the lifeblood of your company, how you operate, and communicate. Your process is how you structure yourself, your business, present yourself to the homeowner and confidence builder.

This is your bible for the homeowner. Explain to them,” Let me discuss our process of how we proceed forward today & how our project with you would go when you decide to choose our business. We have a unique process designed for our customer that covers everything from the communication, to the details to the work progress, to the completion, and the meeting with you afterwards.

What you are accomplishing with you process is eliminating any doubt and uncertainty  that would make your potential client  hesitate from saying, “yes, you are hired.” Help them visualize the exact steps that will be taken from now, today, to the time they are enjoying what you have done for them. A true understanding and belief that you are taking them through a proven system will build confidence and trust.

Make your process remarkable!

Take your process and organize the steps from A-Z. Take these steps and identify and simplify them. Don’t make it confusing! keep it simple and easy for your potential client to understand. The process should have a name too. Mr. & Mrs Homeowner, I would like to introduce you to our “Customer Center,” or  present this as “Their Name and add  Project Center”  to the front of it. Any unique name you have to identify your businesses system will be memorable. Describe the steps involved and then continue to describe what is included in these steps.

The next step is the “Projects expectations or as many say, the NEEDS Analysis.” By the time you are completed with your process, your company’s system step by step and phase by phase, your customer will have a better understanding, visualize the steps, and the completion of their desires. Your customer will have a clearer understanding of how you intend to make their project remarkable and how you plan on being the right company for this project. Your remarkable process will lead to them knowing you, liking you and trusting you. All this ultimately leads to them buying from you and earning their business. What are you doing to be remarkable?

Your Process can also be a closing tool. Before reviewing your final proposal, review the process in person before presenting it. Here are some thoughts on creating a presentable process for your client. A sample process.

Thoughts on presenting your proposal

Always meet to review the final proposal. Do not mail or e-mail. You will never see their reaction, answer questions and may never see or hear from them for whatever reason. Plus, it shows they are a bid and not important. It doesn’t speak special at ALL! Don’t Bid! Present Proposals!

Never say , lets go over the numbers! Numbers?….. because then you are making it all about the (money). Do you want them to JUST think about the money? Then don’t say lets meet to review the numbers!

Get both decisions makers there. Always! Don’t you value your time? Don’t you want them to value your time?

“I can present you with your investment. When can we, you and yours meet. I request that I meet with you both as this way I can address any questions and thoroughly discuss this with you. Would you expect any less?”

After all, didn’t you just invest quite a bit of time on this? Don’t you owe it to yourself to give it the best opportunity to get the project?

Read the process over before presenting the proposal. This sets the stage for confidence, professionalism and the idea that you are going to expect an answer, its subtle and necessary, yet expected! And why shouldn’t it be?!