As a professional in the trade, one of the key skills that you need to possess is the ability to differentiate between time wasters and actual customers. You need to be able to quickly assess whether a potential client is worth your time or not. Doing so can save you valuable time, which can be spent on actual customers who are willing to pay for your services. In this blog post, we will discuss some tips on how to deal with time wasters vs. actual customers.
Assessing Clients
Every customer is different, and some will require more time and attention than others. Some customers may be doubtful, first-time users of professional tradesmen, or even picky about prices or materials. This can lead to a lot of questions and consume your valuable time. It's important to remember that you are in control of who you work with. You can decide which clients are worth working with and whether you should take that extra time to consult with them, especially if the project is large and can be more fruitful in fulfilling all your prospect's doubts to get that deal done.
On the one hand, it is often fruitful to spend time with customers. Communication helps you build positive relationships and trust, increases loyalty, and allows you to gain future jobs. Whether they're in the consultation phase, after they've booked you, on completion, or when they pay, it's always good to remain aware, be honest, kind, and confident. However, on the other hand, there are time wasters that need to be avoided.
Identifying Time Wasters
The most common waste of time is when you're using up a significant period of time, delaying your schedule/work time, and keeping you further away from completing your goal, especially when a client hasn't booked you yet. This includes, for example, unrelated discussions, debating, doubting, and questioning your work process, or unrealistic demands and expectations. It's essential to recognize these situations and act accordingly.
Dealing with Time Wasters
When such situations arise, you must always try to walk away by providing an appropriate reason for why you need to end the conversation quickly. For example, "I have a customer meeting in five minutes." To do this, you must always have your end goal in mind. Always assess the positives and negatives early during your consultation to decide where you want to dedicate time to closing a deal with a client or moving forward looking for better-suited prospects as time is key.
If it is not possible to help, request a time that suits you to have a second conversation. Ask them, "Are you going to start this job this week? Or is it something you are just thinking about and plan to do next month?" It's always good to know the facts as well, so you know what customer you're exactly dealing with and set your own expectations when this customer is likely to even start the job, to help you further decide if you're working with a prospect that matches your work needs. So don't be afraid to ask questions to get what you need to know to assess if the customer is right for you.
Conclusion
Dealing with time wasters vs. actual customers is an essential part of any professional tradesmen's job. Knowing how to differentiate between the two can save you valuable time, which can be spent on actual customers who are willing to pay for your services. Always have your end goal in mind, assess the positives and negatives early, and don't be afraid to ask questions to assess if a customer is right for you. By following these tips, you can maximize your time and build a successful business.