Replies

1. 
   calvin_ | Jun 09, 2000 02:15am | #1

   *
   You'll have to pick your own qualifiers Jon. You know who the dipsh*ts are and how you mighta woulda coulda seen that up front. Same way with the creme de la creme. Just look back at each one and enter the characteristics that will help YOU figure the ones to take and the ones to leave alone.

   I'm lucky enough to work by referral only and have done so for years. The new clients come with a pre-scan done by those I have worked for and gained the trust of. They know me as well and know not to refer the nimrods or tire-kickers. That gets em in the door and then you need your OWN terms and conditions, deposit? blah blah blah.

   Did that give you something to work with? Best of luck.

1. 
   Jon_Jordan | Jun 09, 2000 03:54am | #2

   *Calvin, not to sound like I don't ever have referrals, 90% of my work is referred. But I still run into pootey-holes. If you got a minute, how does this pre-scan of yours work? Did you ask any previous clients to weed out the chaffe, and how do they (previous clients) know the clowns from the legit's? Tell me more. All ears, Jon J.

1. 
   Dan_Dear | Jun 09, 2000 04:40am | #3

   *Jon, I don't want to sound, or is it "type", simplistic, but, I think it would be a good idea for you to first make a list as to "why" you want to qualify leads over the phone. You can start by listing those past frustrations, and/or those jobs you wish you had not taken - for whatever reason.For example, I will not take jobs beyond a certain distance, and, during our "season" that distance shortens due to traffic. I don't take remodels where I'll be one of several subs and the owner will be acting as GC. In addition, you'll want to devise how to get info you want without sounding crass. Eg., "Mrs. Smith, have you talked to any other contractors to get some other ideas about your deck, kitchen, bath, etc." As opposed to: "How many contractors have you already had there." or "How many bids are you getting."Anyway, you get the idea. I'll email you with a list of most of the questions I ask, and my reasons. Your specific reasons for qualifying (from your list) will determine that questions, and how.Like some of the guys here, I get my jobs 100% from repeats and referrals, but they don't do the qualifying for me even though they know my type. I prefer to talk to them over the phone anyway. You'd be surprised at the amount of info you get just form their off the wall comments, etc.

1. 
   Woodcarver_Ron_Wiener | Jun 09, 2000 04:49am | #4

   *Two situations with a prospective customer alert me and, luckily, they're situations that occur early in discussions.If I tell them my schedule and their response is "Absolutely out of the question" or "Unacceptable" - they're starting off in an adversarial mode and I'm best off walking awayIf they say, "You must have drawings of designs already for these carvings that you can use" -proves to me that they can't really afford the better quality and will probably complain when they get what they're willing and able to pay for.With more experience I hope to add to the list of red flags.

1. 
   Dan_Dear | Jun 09, 2000 04:52am | #5

   *There you go - like Ron's. Reading between the lines to find red flags.

2. 
   calvin_ | Jun 09, 2000 12:41pm | #6

   *Jon,Most of the people for whom I work know my personality, concerns, etc. I am pretty much an open book. They already have an idea the sort of customer I would work for...the good, non-adversarial, trusting type. You know, just like them. I also am firm in my terms and conditions but fair as well. The former customers see me as quite a character but their best choice for their job or their friends. We become close enough that they have a concern for my welfare as well. Not a one has even bothered to offer up a poor referral. If they have some question in their mind as to whether I might be concerned with them referring, they call me to see what I think. I guess our relationship is a little more than "I know this guy who could do that". This is why they do the pre-qualify and why I can trust their referral. But foremost, set your terms and conditions up front and learn to read those new referral. That's where the experience comes in to help.Other referrals which maybe don't have the safety valve are the one's from suppliers and on occasion, my subs. Their hope is of course first that they will end up selling or working on the job. Again, those that know me and my work will usually not tip me wrong. But I find that I need to be a bit more carefull here.And when you throw into the mix that your busy and it will be 4 months before you could get to something that immediately weeds out a lot of the chaff. Those that will wait are real serious about you.Remember, that to many and the serious, they have the same (or nearly) concerns as you. They don't want some goofball doing their work. They don't want to be screwed for substandard or overpriced work. In the end it's still a crapshoot and you need all the information you can gather beforehand. I just don't think I can give you an ABC's or a 1 2 3 step to getting it right all the time. Maybe it's that 6th sense sort of thing. But what the hell, Best of luck.

3. 
   Jon_Jordan | Jun 09, 2000 10:47pm | #7

   *Sonny, I get my refferals probably like most with 10 or more years in the game. Past Clients, lumber yard, and once in a while from a sub. "Why" I want to prequalify leads over the phone is the ever shrinking time factor, and I don't want to waste any of it. The usual weeding that takes place for me is standard to what every one worth his salt uses. For example, right now I am six months out before even thinking of the next job. But, if you remember the (left me speechless) thread then I would like to mention that those folks waited for 3 months for me to build their project, and never read their contract???!!! Alot of times when I post a thread its because I am trying to gain a deeper insight from folks like yourself who seem to avoid the most surprises. I realize that learning never stops, but I always like to stay ahead of the game, or at least get further ahead from where I am at. I have my own methods for doing things, but when I read something like "Calvin" wrote, then I see there is room for improvement. I've done work for clients and gotten rave reviews everytime that some one comes over to their house. Work might spring forth afterwords, but I don't suspect any weeding has taken place from the previous client. Thats the sort of "new" stuff I look for to help improve my own company. Incidently, appreciate your "heads up" on the crass thing. After reading that I wondered if I sound "crass" when I ask things. Appreciate the insight. Take care, Jon J.

2. 
   Jon_Jordan | Jun 09, 2000 10:47pm | #8

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   After reading and then rereading another one of Sonny Lykos' theories, It caused the usual response from myself, "dang am I missin' out on something else"? Any way, his point about pre-qualifying a client before wasting PRECIOUS time has spurned the notion that I need a list! Experience is allways the best tool, and I rely heavily on that, but I sometimes get lost in the everything ,and try to develop "rules of thumb" and lists to keep me "on track"! For starters 1) Schedule. 2) Budget 3)Am I the first contact? I hate dealing with "STICKER-SHOCK". What else 4), 5), 6), Help me out.