5 KEYS FOR WINNING JOBS

#1. Turn up on time (ie a few minutes early).

84% of homeowners rank ‘punctuality’ as the most influential quality when looking to hire a tradesperson. Being on time will show you’re reliable.

Block time out for pricing up work (ie, not when you might be stretched, or at the end of a long day).

Quoting might seem a hassle. But meeting potential clients is highvalue, important work. An hour of your time could bring in big profit.

83% also say ‘prompt communications’ makes them more inclined to choose you. Have someone answering your calls and email, or at least return them without delay.

#2. Be intentional about building rapport and trust

People do business with people they know, like and trust. Build relationships by doing the little things well:

83% would be more likely to hire a tradie with ‘a polite manner’. The obvious, commonsense stuff: “Nice to meet you”, “Yes please”. Knock and step back from the door. Show genuine enthusiasm for the project. Respect the client’s time. Use the client’s name. Listen and repeat back bits of what they say. Understand and show empathy. Smile. Be helpful.

Respect your clients home or workplace: Take boots off at door. Ask permission: “Would you like to show me…” “Is it okay if I…” Be aware of kids and pets. Don’t walk on the grass—use the paths. Look the part: Be well presented. Wear your company uniform. Have a clean spare one on hand.

47% of clients say they’re more likely to hire a tradie with ‘a modern, clean, professional-looking van’. Not a game changer but worth noting.

#3. Take the time to fully understand your prospect’s motives

Your goal here is to understand exactly what the client wants to achieve—and why.

Start with listening. 85% of clients say simply ‘listening to what I want and need’ is a sign of a good tradesperson. This helps them feel you understand what they’re looking for.

It’s also going to be easier to win the job when you know exactly what the client’s ideal outcome is. With this knowledge, you can talk the client through all parts most important to them, and easily tackle any objections they might have. Ask questions to find out their biggest priority and concerns. Is it quality, price/sticking to the budget, a deadline, or just wanting a hasslefree experience?

Once you have a good handle on what the client wants, parrot it back and ask if what you’ve heard is correct.

#4. Take the time to educate and explain

Tell them what goes into a job and what it includes so, if they are comparing, it’s apples with apples. Educate the client around what they want to accomplish. Give your expert advice on the options, so they feel informed when deciding.

81% look for a tradesperson who ‘discusses their process and explains things’. Take time to outline how you’ll go about the job. Explain any potential complications. Be transparent about likely prices and timeframes.

Tell them when they’ll have the quote. Don’t look at it as selling… Have the attitude of genuinely helping. Become the problem-solver for your client.

#5. Show proof you’re the best 78% of clients want to see a ‘professional quote’. Include details like a breakdown of what’s included, how variations will be handled, price, timeline (69% felt it was important to see ‘a solid schedule’). Outline your process, quote expiry date, payment terms and conditions etc

Include trust-builders like a professional blurb saying what sets your company apart, your quality guarantee (46% of clients look for this), media/awards, Master Plumbers logo, qualifications, licence etc

Personalise your quote, emphasising your client’s needs and priorities. Include testimonials from happy customers with before and after photos and examples of your work.

Houzz Aussie looked at what influences hiring decisions in home renos and found 79% look for reviews and recommendations (twice as important as lowest cost’ at 29%). BRANZ found ‘quality and reputation’ is the most important feature NZ homeowners look for in a tradie—by far. Back this up with a professional website, positive reviews and social proof etc Losing jobs because you quoted too late? 83% of clients are unhappy about the speed of receiving quotes. Deliver the quote promptly. Using job management software can help. Go through your quote with the client, making sure they understand what’s included. If they’re undecided, agree on a timeframe when you’ll follow up again. Ask: “What’s the next step for you?”

It takes time and effort to put a quote together, so go the extra to convert. These things will position you, so price is not the only thing.

When the tradies I work with get these steps right, not only do they win more jobs, but they also find clients are more appreciative of their professional expertise and are happy to pay for it.

Doing it this way won’t get you every job, but it will get you a lot more work you want at the right price. In the client’s mind, you become a trusted advisor—an expert whose time and expertise is respected.

To win quotes when you’re not the lowest price:

1. Prioritise punctuality

2. Build rapport and trust

3. Listen carefully

4. Educate & explain your process

5. Show proof you’re the best choice.

Some of these ideas will be new, while others you may have done before. But to get the results, it’s about consistency. To pull this off, you need good systems that ensure these strategies happen every time, even when you’re busy.

Like a copy of our how-to guide on Qualifying your leads to position yourself as the expert while also identifying the tyre kickers? So you don’t waste time on quotes that aren’t going anywhere? Then email me at daniel@nextleveltradie.co.nz