YT- Remote Quoting Sales Fence

Sales Process Overview

• The sales process is primarily designed for owner-operators, but it can also be adapted for business use.
• The process covers the entire sales journey, from initial client conversation to sale and contract signing.

Initial Client Conversation

• The salesperson answers a client's phone call and introduces themselves.
• The client (Kim Hurst) requests a fence for privacy reasons, specifically to block out noisy neighbors.
• The salesperson asks questions to gather information about the client's needs and preferences.

Gathering Information

• The client wants a full privacy fence, specifically a horizontal wood fence with a cedar finish.
• The client's primary concern is privacy, and they want a fence that is at least 6 feet tall.
• The client has a specific address (2130 Lafayette Avenue Northeast, Grand Rapids, MI) and is willing to provide contact information.

Assessment and Measurement

• The salesperson uses software to measure the client's property and determine the length of the fence needed (276 feet).
• The salesperson notes the client's request for a gate across the driveway and a walk gate on the other side of the house.

Quotation and Pricing

• The salesperson provides a rough estimate of the cost of the fence installation ($17,000).
• The salesperson mentions that the company does not offer discounts, but they do offer an upgrade credit for certain features (e.g., caps for posts).

Military Discount

• The client's husband is a Navy veteran, and the salesperson (also a veteran) offers a discount for military veterans.

Finalizing the Quote

• The salesperson will provide a detailed breakdown of the cost and send it to the client in a quote.
• The client is satisfied with the price and is interested in moving forward with the project.### Sales Process
• The sales process involves using GIS (Geographic Information System) and Google Maps to measure properties and estimate quotes.
• The goal is to provide a quote within 30 minutes of the initial phone call.
• The salesperson uses Google Maps' 3D view and street view to get a better understanding of the property.
• The salesperson also asks the client to send photos of the property to further assist with the quote.

Estimation and Quoting

• The salesperson breaks down the material cost into sections and provides a line item for each section.
• The total cost is divided by the length of the fence to get an average price per foot.
• The salesperson provides a detailed estimate, including a project description, material list, and labor cost.
• The estimate is sent to the client via DocuSign, and a contract is included.

Contract and Payment

• The initial deposit is 60% of the total cost.
• The deposit is used to cover project materials, permits, and scheduling.
• The client receives a live document, the client schedule, which is updated periodically to show the project's progress.
• The client is added to the schedule once the contract is signed.

Follow-up and Change Orders

• If the client has questions or concerns, the salesperson follows up with a phone call.
• If the client wants to make changes to the original quote, a change order is issued.
• The salesperson has a conversation with the client to discuss the changes and provide an updated quote.

Sales Techniques

• The salesperson builds rapport with the client by asking questions and showing interest in the client's needs.
• The salesperson is not overly pushy and respects the client's decision-making process.
• The salesperson uses the client's initial hesitation to negotiate and provide reassurance.### Sales Process and Area Knowledge
• Importance of knowing the area and local market to sell effectively
• Different sales approaches are needed for different areas
• Understanding local prices, measurements, and client expectations is crucial
• Salesperson's experience and knowledge of the area can make a significant difference in sales

Change Orders and Upselling

• Change orders can be an opportunity to upsell and increase revenue
• Allowing foremen or operations managers to verify measurements and make changes on-site can reduce errors and increase customer satisfaction
• Small changes can be eaten as a cost, but larger changes can be upsold to the client

Sales Techniques and Questions

• Asking questions during the sales process can help understand the client's needs and increase sales
• Using pre-qual questions can help filter out unqualified leads and focus on serious clients
• Building a rapport with clients and having a conversational tone can improve sales

Outsourcing and Virtual Assistants

• Hiring virtual assistants or stay-at-home moms to answer phones and take notes can be a cost-effective solution
• Training virtual assistants to ask the right questions and input data into a Google Drive or calendar can streamline the sales process
• Paying virtual assistants a flat rate or commission can incentivize them to perform well

Sales Process Overview

• The sales process is designed for owner-operators, but can be adapted for business use.
• The process covers the entire sales journey, from initial client conversation to sale and contract signing.

Initial Client Conversation

• The client introduces themselves and requests a fence for privacy reasons.
• The salesperson gathers information about the client's needs and preferences.

Gathering Information

• The client wants a full privacy fence, specifically a horizontal wood fence with a cedar finish.
• The client's primary concern is privacy, and they want a fence that is at least 6 feet tall.
• The client provides a specific address and contact information.

Assessment and Measurement

• The salesperson uses software to measure the client's property and determine the length of the fence needed (276 feet).
• The salesperson notes the client's request for a gate across the driveway and a walk gate on the other side of the house.

Quotation and Pricing

• The salesperson provides a rough estimate of the cost of the fence installation ($17,000).
• The company does not offer discounts, but they do offer an upgrade credit for certain features.

Military Discount

• The salesperson offers a discount for military veterans, such as the client's husband.

Finalizing the Quote

• The salesperson provides a detailed breakdown of the cost and sends it to the client in a quote.
• The client is satisfied with the price and is interested in moving forward with the project.

Sales Process

• The sales process involves using GIS and Google Maps to measure properties and estimate quotes.
• The goal is to provide a quote within 30 minutes of the initial phone call.
• The salesperson uses Google Maps' 3D view and street view to get a better understanding of the property.

Estimation and Quoting

• The salesperson breaks down the material cost into sections and provides a line item for each section.
• The total cost is divided by the length of the fence to get an average price per foot.
• The salesperson provides a detailed estimate, including a project description, material list, and labor cost.

Contract and Payment

• The initial deposit is 60% of the total cost.
• The deposit is used to cover project materials, permits, and scheduling.
• The client receives a live document, the client schedule, which is updated periodically to show the project's progress.

Follow-up and Change Orders

• If the client has questions or concerns, the salesperson follows up with a phone call.
• If the client wants to make changes to the original quote, a change order is issued.

Sales Techniques

• The salesperson builds rapport with the client by asking questions and showing interest in the client's needs.
• The salesperson is not overly pushy and respects the client's decision-making process.
• The salesperson uses the client's initial hesitation to negotiate and provide reassurance.

Sales Process and Area Knowledge

• Knowing the area and local market is crucial for selling effectively.
• Different sales approaches are needed for different areas.
• Understanding local prices, measurements, and client expectations is vital.

Change Orders and Upselling

• Change orders can be an opportunity to upsell and increase revenue.
• Allowing foremen or operations managers to verify measurements and make changes on-site can reduce errors and increase customer satisfaction.

Sales Techniques and Questions

• Asking questions during the sales process can help understand the client's needs and increase sales.
• Using pre-qual questions can help filter out unqualified leads and focus on serious clients.
• Building a rapport with clients and having a conversational tone can improve sales.

Outsourcing and Virtual Assistants

• Hiring virtual assistants or stay-at-home moms can be a cost-effective solution.
• Training virtual assistants to ask the right questions and input data can streamline the sales process.
• Paying virtual assistants a flat rate or commission can incentivize them to perform well.

Sales Process Overview

• The sales process is designed for owner-operators, but can be adapted for business use.
• The process covers the entire sales journey, from initial client conversation to sale and contract signing.

Initial Client Conversation

• The client introduces themselves and requests a fence for privacy reasons.
• The salesperson gathers information about the client's needs and preferences.

Gathering Information

• The client wants a full privacy fence, specifically a horizontal wood fence with a cedar finish.
• The client's primary concern is privacy, and they want a fence that is at least 6 feet tall.
• The client provides a specific address and contact information.

Assessment and Measurement

• The salesperson uses software to measure the client's property and determine the length of the fence needed (276 feet).
• The salesperson notes the client's request for a gate across the driveway and a walk gate on the other side of the house.

Quotation and Pricing

• The salesperson provides a rough estimate of the cost of the fence installation ($17,000).
• The company does not offer discounts, but they do offer an upgrade credit for certain features.

Military Discount

• The salesperson offers a discount for military veterans, such as the client's husband.

Finalizing the Quote

• The salesperson provides a detailed breakdown of the cost and sends it to the client in a quote.
• The client is satisfied with the price and is interested in moving forward with the project.

Sales Process

• The sales process involves using GIS and Google Maps to measure properties and estimate quotes.
• The goal is to provide a quote within 30 minutes of the initial phone call.
• The salesperson uses Google Maps' 3D view and street view to get a better understanding of the property.

Estimation and Quoting

• The salesperson breaks down the material cost into sections and provides a line item for each section.
• The total cost is divided by the length of the fence to get an average price per foot.
• The salesperson provides a detailed estimate, including a project description, material list, and labor cost.

Contract and Payment

• The initial deposit is 60% of the total cost.
• The deposit is used to cover project materials, permits, and scheduling.
• The client receives a live document, the client schedule, which is updated periodically to show the project's progress.

Follow-up and Change Orders

• If the client has questions or concerns, the salesperson follows up with a phone call.
• If the client wants to make changes to the original quote, a change order is issued.

Sales Techniques

• The salesperson builds rapport with the client by asking questions and showing interest in the client's needs.
• The salesperson is not overly pushy and respects the client's decision-making process.
• The salesperson uses the client's initial hesitation to negotiate and provide reassurance.

Sales Process and Area Knowledge

• Knowing the area and local market is crucial for selling effectively.
• Different sales approaches are needed for different areas.
• Understanding local prices, measurements, and client expectations is vital.

Change Orders and Upselling

• Change orders can be an opportunity to upsell and increase revenue.
• Allowing foremen or operations managers to verify measurements and make changes on-site can reduce errors and increase customer satisfaction.

Sales Techniques and Questions

• Asking questions during the sales process can help understand the client's needs and increase sales.
• Using pre-qual questions can help filter out unqualified leads and focus on serious clients.
• Building a rapport with clients and having a conversational tone can improve sales.

Outsourcing and Virtual Assistants

• Hiring virtual assistants or stay-at-home moms can be a cost-effective solution.
• Training virtual assistants to ask the right questions and input data can streamline the sales process.
• Paying virtual assistants a flat rate or commission can incentivize them to perform well.