The Measure Call also allows the contractor to develop trust and confidence. The greater the communication between contractor and customer, the greater the chances that the customer will believe the contractor can meet his needs.
The Measure Call has two key components: measuring the job and measuring the customer. Measuring the job simply means obtaining the specific information pertaining to the project, that is, the scope of work.
Measuring the customer is more involved, and much more important. This part of the process allows us to identify the motivations and values of the customer. To make these identifications, we must ask questions, and then listen to the answers.
Among the issues we want to address are:
- Why the customer called at this time. This can help identify their motivation to buy a job.
- How long the problem has existe. This can indicate their sense of urgency.
- Past experiences with a painting contractor. Bad experiences can expose hot buttons or special concerns. If you learn them, you can avoid them.
- Other work that the customer plans to do. This may impact timing of the project.
- The presence of children in the home. This may impact how the work can be performed or which materials to use.
- What criteria the customer will use in selecting a contractor. This can help develop a sales strategy.
This list is hardly exhaustive, but it shows the types of issues we want to address with the customer. Not only will the answers help us in developing a proposal that meets the customer's specific needs, it will give us an opportunity to develop trust and confidence on the part of the customer.
© BEP Enterprises Incorporated 2008
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