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Selling Commercial Restoration Services

Selling Commercial Restoration Services . Phillip Rosebrook JR, CR Business Mentors. EXPECTATIONS. Understanding of large loss needs Competencies for large losses Provide tools and tips to improve your closing ratio for commercial restoration. LARGE LOSS CONSIDERATIONS. Competency

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Selling Commercial Restoration Services

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  1. Selling Commercial Restoration Services Phillip Rosebrook JR, CR Business Mentors

  2. EXPECTATIONS • Understanding of large loss needs • Competencies for large losses • Provide tools and tips to improve your closing ratio for commercial restoration

  3. LARGE LOSS CONSIDERATIONS • Competency • Staffing • Equipment • Response • Quality control • Cash • The sales process

  4. Competency • Client’s businesses survival depends on your response • Perform well on small move to big • Quality control and project management • Confidence and communication • Portfolio and recommendations • Clearly understand their needs and expectations

  5. COMPETENCY CONSIDERATIONS • Don’t be afraid to say no • Managing existing work • Need to have the appearance of competency • Comfort • Confidence

  6. STAGES OF THE JOB • Initial response • Fulfillment • Completion • Billing and paperwork

  7. STAFFING • Have to match staff levels with client needs • Temp staffing • Advantages • Disadvantages • Franchise Support • Cost • Revenue sharing • Training • Management and oversight

  8. WORKING WITH OTHER CONTRACTORS • Payment • Accountability • Clear expectations • Defined parameters of responsibility

  9. EQUIPMENT • Don’t need to own it all • Need contingent resources • Need the right equipment and understanding to utilize

  10. RESPONSE • Initial – Quick • Less then 24 hours significant • Meet expectations

  11. QUALITY CONTROL • Extremely high profile projects • Proper project management – 24 Hrs. • Area managers • Jobsite control • Security • Safety • Daily walk through with client

  12. CASH • Consequences can be devastating • Don’t be afraid to ask • Progress payments and final payment • Create timely and proper billing package • Collect from a position of strength

  13. UNDERSTANDING THE SALES PROCESS • Decision makers • Understanding expectations • Setting benchmarks • Balancing needs and priorities • Logistics • Your not alone • Billing may be challenged – be prepared

  14. DECISION MAKERS • Who is paying • The person doing the talking may not be making decision • Manager, owner, tenant, adjuster, group, etc

  15. UNDERSTANDING EXPECTATIONS • Key events • Business Interruption • Balance with ability to pay • What is realistic • Create a plan • Payment for overtime, mobilization, transportation

  16. SETTING BENCHMARKS • Utilize their staff? • Communicate the plan • Critical timeframes and achievable goals • Communicate changes • Adjust plan if necessary

  17. BALANCING NEEDS AND PRIORITIES • Who is YOUR client? • Multiple tenants, partners, adjusters, etc. • Realistic solutions • What can be done later? • Get the business open and tenants back

  18. LOGISTICS • Creative problem solving • Managing people, resources and restoration • The drying, cleaning and restoring may be the easy part

  19. LARGE LOSS TIMELINE • Call for service • Fire chasers arrive onsite • If other affected businesses – competition is working next door • Corporate office may become involved • Often local adjuster arrives • 24-48 hours local adjuster replaced by GA

  20. TIMELINE CONTINUED • GA starts to lobby for his/her contractor • Company receives calls, faxes,visitsand emails from your competition • Company confirms your status or kicks you off the job – “blames it on the adjuster” • 3rd Party May consult adjuster on scope & price • Job completed and bill challenged by 3rd party

  21. YOU ARE NOT ALONE • The bigger the job the more competitors • You do not have the job secured until at least 48 hours after starting • General adjusters – strong influence • Continue to sell until complete and take credit • Manage expectations • Confidence and credibility

  22. BILLING MAY BE CHALLENGED • Be prepared to bill unit cost or T&M – have scheduled large loss rate sheet • Keep copious records – daily with summaries • Consider a job accountant • Photos • Signed agreements and customer satisfaction – not just @ end • Document everything • Be flexible but firm – make compromise but get something • Know your costs

  23. LARGE LOSS SALE PROCESS • Build your personal credibility • Build value in your company • Understand the customers needs • Discuss the benefits of your service • You have done this before • Create urgency

  24. TIPS • Don’t fall in love with the job • The best decision might be to walk away • The wrong job or event can sink your company • It is OK to take a part of the job – Clear expectations and payment understanding • Your role is clear and separate

  25. SUMMARY • Need to work on your sales skills • Be selective • Develop a strong portfolio and references • Know where the $ are and be strategic in your approach • Find the decision maker • Continue to sell • Finish strong • When you are done you may not be done

  26. RESOURCE • https://ELCTraining.com • Large loss section • How to position, staff, bill, collect and complete large losses. • Can be purchased as part of subscription or individual section

  27. Thank You • Phillip@businessmentors.net • http://www.businessmentors.net • 541 359 4117

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