How do you guys deal with tire-kickers? I am referring to people who ask a bunch of questions and/or get an estimate only to then say “no thanks.” My latest business venture seems to be plagued with this issue. I’m not sure if my advertising is inviting these kinds of people or if there is something I can do to filter them out.
If I post ads allowing people to contact me easily (fb message, submitting website contact form) I get a bunch of time-wasters. If I post ads that make it comparatively more difficult to contact (phone or email) I get much fewer responses in general.
So, is there a way to convert or weed out tire-kickers?
Give some sort of pricing baseline, if possible, is the best way. Our mailers generally include our minimum, and a qualifier as to house SF size limit. I’m sure most don’t even look at that, but it lets them know a basic wash for anything up to 2,600sf will be $325, and if their house is 5,000sf they can at least get some idea (which should be enough for the tire-kickers).
Another option is ResponsiBid. It allows people to answer all of the pertinent questions (it’s really very in depth, which is why I’m insistent on keeping it in our arsenal), and get a price quote automatically. Tire-kickers tend to love that, and most of the owrk is already done when you get the lead (sometimes the job is already sold, and it’s just a discussion to confirm all the details).
A lot of variables there. Not sure what kind of qualifying you have set up or pricing information you have on your website but the answer may not be your price, it can be almost anything. The easiest way to get an answer is to ask. You need to gently but firmly get to the nut of why you are getting a no. Ask, “I have pricing information on my website, referrals from satisfied customers and we softwash with the most updated chemicals and equipment, do you mind if I ask why my services won’t work out for you?”. You can always work with a real objection so hope for that. Most likely you’ll get “we don’t want to get this done now”, best I can do in that situation is confirm all your good points (fair pricing, sound procedure etc) then look at the house, smile and say “you know…your house is dirty, it isn’t going to get clean unless a guy like me cleans it, how about you let me get you cleaned up?”, then shut up, if you talk before he answers you lose (called the pregnant pause). How much he dances around is determined by how long you let him, if he keeps on dancing keep on getting him back to your question. Either they’ll give you the real objection, give you an order or you’ll get pissed off… don’t get pissed off or you’ll drive off with a sour attitude and maybe ruin your next appointment.
We got a LOT of tire kickers through ANGI and Yelp. If they just view you as another fish in the sea you’ll keep getting that kind of junk. Our best customers are referrals from previous jobs that were extremely happy with the work.
