As someone who doesn’t enjoy negotiation, I try to avoid situations where high-pressure sales tactics are common. But, once I’ve decided to buy something like a house, car, windows, or a service, I’m ready to go.
It’s only then that I’ll go offline to engage with salespeople and service providers to determine what to buy and whom to buy from. From a salesperson’s perspective, I’m an ideal prospect. I know what I want. I have a general idea idea of the costs. I have the budget. And I’m ready to buy now.
When I talk to a vendor, I’m very straightforward. I’ll share my timeline, concerns, needs and motivation. I am receptive, responsive and courteous.
If there are next steps required, from either me or the vendor, I’ll agree to to reasonable expectations, deliverables and time frames. I’m not ordering brain surgery here and I understand that my businesses might not be their highest priority or most important job. That’s OK.
What do I expect in return?
- Do what you say you are going to do.
- Do it when you say you will do it.
- Communicate with me if there are problems with with steps 1 or 2.
Then of course, once I buy – deliver on what we agreed upon.
I had a recent experience with a vendor who came to my house to provide an estimate for some work. I explained to him that my need wasn’t urgent, but that I wanted to get a price and get it on his work schedule for sometime during the next few weeks.
We discussed the job and he said he would get me an estimate within the next few days.
Then…crickets. After nearly two weeks of not hearing from him, I called another vendor for a quote. That guy showed up, sent me an estimate the same day and was able to schedule my work for two days later. I gave him my business.
Coincidentally, vendor #1 sent me a text letting me know he’d get back to me sometime in the next few days after I had already signed the contract with the 2nd guy. Vendor #1 still had not sent me an estimate at the time. I let him know I had already accepted another offer.
When I wanted to have new floors installed in my house in 2019, I contacted two vendors for prices. Both showed up within a few days to measure and discuss.
The first vendor said she’d send me a quote the next day. She never contacted me again.
The second vendor arranged for me to look at samples, offered suggestions for how to handle my stairs as well as some design tips, and met with me two more times to finalize my contract. He won my business. This as the second time I used him to install new floors in one of my Raleigh homes.
I discovered a small roof leak after the remnants of Hurricane Helene pounded us with rain and wind in early October. I contacted the roofing guy who find a lek for me in 2023 and left a message on his voicemail. The next day, after no response, I sent him a text with my details. He responded to the text and told me he was backed up but would get back to me in a few weeks.
That was 6 weeks ago.
I’m not sure I have a roof problem or if this leak was an anomaly due to the storm and winds blowing water sideways that may have gotten under my roof vent. Either way, I’m willing to pay to have a trusted roof guy inspect my roof and make any necessary repairs.
He has not contacted me since.
Surprisingly, we’ve had no heavy rain for the past 6 weeks, so I’ve not been able to see any additional evidence that roof is leaking. Finally, today, it’s raining steadily. I’m monitoring my second floor ceiling to see if the spot on the ceiling returns. If it does, I’m calling a different roofer. I won’t beg the first guy to show up. This isn’t brain surgery. I just need a skilled roofer to go up on the roof, look for obvious problems and repair any he finds.
My point in writing this post is not to complain.
Clearly, many vendors have plenty of business to choose from that is more lucrative my business.
What it got me thinking was how I was able to be successful in sales despite my discomfort with negotiation, my introverted nature and my general disdain for “sales tactics”.
I did what I said I would do. I showed up on time. I communicated with my customers, keeping them apprised of timelines, changes, next steps, delays, etc.
I followed up before, during and often after the work (or sale) was done.
At the time, I didn’t think I was doing anything special. In fact, I never thought I was the best salesman, but I learned to be moderately successful.
Looking back, I realize I was better than most just by doing these simple steps.
I think it’s pretty much the same for anything you are trying to win – whether it’s business, love or friendship – say what you are going to do and then do it. If a problem arises, let the other person know. A personal phone call, email or text with updates takes just a minute and makes you stand out as an exception.
You’ll be better than 75% of your competition most days. In my experience, some days, you’ll be better than 100% of your competitors. In both cases, you’ll probably win.
Or, if you have so much business (or dates or friends) that you can afford to neglect some of them, feel free to ignore my advice and enjoy the boom times while you can. You won’t be alone in this approach.