Wanna Make More Money On Your Next Fence Job?

  I can offer you a single question to add to your sales presentation that could make you up to $100 more on your bottom line. For each job. By offering premium product to your customer, you can differentiate yourself from the competition, and in this case, you can do it without putting down your current product.

  Most customers will immediately see the value in your offering, few will deny that there is value in it, and the only determining factor that goes into their decision is whether the price you offer is worth the value upgrade. Most of the people asked this question will answer, “Yes!” enthusiastically.

Simply put, point out that your bid contains industry standard hardware, which is usually imported. Then ask, “Would you be willing to spend $50 - $100 (fill in your number) more for me to include 100% American made hardware on all your gates, (or vinyl caps on your posts, or both) with a lifetime guarantee? You will be surprised at how many people jump to say yes right away. In some cases, it's like they've waited all their lives to be asked that simple question.

  What about the question of your current quality? Simply point out that in order to allow a fair comparison of bids, you included the same quality of materials that your competitors use, but that you prefer to allow the customer to choose better quality products. You may even want to say that you prefer to use the higher quality products, but that in order to get an “apples to apples” comparison you have written imported hardware into the bid.

  There is no use trying to point out the deficiencies in imported hardware here. The customer will have a personal opinion about imported goods, and your sales pitch isn't going to change that. What you are appealing to is the inherent preference for “home grown” shared by most Americans, tapping into a distrust of inferior substitutes, and allowing them to make all the conclusions.

  The beauty of this is that the price difference for you could result in a savings plus the upcharge. Many of the caps we sell are priced at or below the cost of imports, and our hardware is, in most cases, very competitive. Using this technique can make you hundreds, if not thousands of dollars and can win you those jobs you have been losing to your competitor on price because you offer more than price. You offer value.

  To offer value to your customer, and make your hardware and accessories a profit point, as well as letting them distinguish you from the rest of the pack, use Modern Fence Technologies products on your next job!