Presenting a Contract, In Person
First off, in-person presentation should always be the ideal situation. No contract should ever be mailed, emailed, faxed, quoted over the phone, and so forth and so on. Make it face to face. Here are some guidelines to help you prepare for this important meeting.
Basic Check List
Make sure to come prepared with the following:
- Two copies of the contract. The contract should look professional. It should be detailed and clear. It should address the clients’ main concerns.
- Accompanying information, as needed.
- Company brochure, including relevant photos, certifications to highlight your business (license, insurance, special awards, etc. ), and references.
- Pleasant and professional appearance.
- Business cards. Suggest having these distributed to neighbors.
Tracking Down Decision-Makers
As with the initial meeting or estimate, all decision-makers should be present to sign the contract. Find out who makes the decisions, and oblige these parties to be available during the appointment. Usually, decision-makers will consist of a husband and wife, but keep in mind this won’t always be the case. Whatever the situation, make sure no one gives you the slip when appointment time comes.
Make Yourself Comfortable
Once at the client’s house, build rapport, rapport, and more rapport. People will buy in because they like and feel comfortable with you! A good contractor knows this and uses it to his or her advantage – every time.
Make sure to sit at the kitchen table; no decisions are made in the living room. Find the kitchen, even if it means you have to ask for a glass of water to make your way to the kitchen table. Once there, have a seat and your clients will follow.
Presenting the Contract
If you are presenting the contract within 15 minutes, something is wrong. Relax and take your time to avoid rushing through important details.
When presenting the contract, make sure to have two copies, one for your clients and one for you. Acknowledge the fees, since that will be their first thought, but pay attention to their response and body language.
Make sure to highlight all of the clients’ concerns as well as the selling points when going over the contract. Be calm, clear, and confident about your proposal. Before addressing any objection or concern, demonstrate your understanding by repeating the question back. Get all objections out in the open. Respond, get confirmation that they agree, and move on to the next.
Closing the Deal
Keep in mind that there are many ways to close the deal with the client. That said, ask for their business in the style that makes you feel the most comfortable. Ask for the job at least 3 times throughout the meeting, no matter what! If they chose to sleep on it, make sure to schedule a follow-up time and thank them for the opportunity to present your business. Once you’ve come this far, you’re only that much closer to a signed contract.