A few thousand roof sales and my vehicle has only been brought up once in conversation…and it wasn’t about the condition…it was about a certified installer sticker on the side of my little overloaded ranger at the time. It doesn’t necessarily mean that anyone else would choose me because of that though.
Try to present your vehicle the best you can, but don’t let yourself worry about every little detail. Some things are out of our control. You’ll drive yourself nuts. A rough looking truck may prevent a few people from calling you. They already called you though. The potential customer will be spending most their time focused on your actions and your personal image.
There are 1,001 reasons why people won’t choose you as a contractor, but 90% of the people that sign on for your services usually have two things in common…
They LIKED you+they TRUSTED you.
We’ve all seen numerous fancy restaurants on the main drag with large water fountains and marble tabletops go out of business because of average or less than average food.
On the other hand…every city also has a few high priced restaurants that are in a less than average building, less than average area of town, but have fabulous food and have been in business 40+ yrs. More times than not, you hear people rave about the great service and quality food though.
Yes, it’s true that image is important but, attitude, personality, and building trust is where you want to focus. They want to feel that you are going to care about them and their project and make the whole process a pleasant experience if possible. The contractor that comes off as a good but cocky contractor loses some sales by making the homeowners feel like they may have a miserable experience if that contractor is chosen.
I do 5 specific things when I arrive to every appointment. I know that most people feel good about those 5 actions and it helps build up my confidence before the communication about the job even begins also. Get a repeatable sales process that takes the focus off of your truck or away from any other thing that may cause fear and doubt.
Some of the worlds best athletes admit to getting very nervous about some of the silliest things before a big game/contest. If you ask those specific athletes though…you can almost guarantee that they have a routine that they do physically or mentally that makes those fears either go away completely or actually use the emotion to their advantage. They found what works for them and they follow that routine every time.
It’s not really about the truck. Even if you were driving a new truck, their would be something else. It’s about those thoughts that can lower your level of confidence if you let them.
Even the guys that have been selling 30 yrs. have some kind of fear in the back of their mind. That little voice saying
- It could be anything really. They are going to judge me because I am to young looking, I’m too old, I stutter, I limp when I walk, I’m not great at explaining ventilation, I forgot to clip my nails, I haven’t had a haircut in awhile, I forgot my shingle samples.
You care what they think about you. Flip that energy around and create a repeatable sales process. When you do that …the truck becomes about 50 on the list of important factors of getting the job.