Key to SUCCESS 2

[NETT Darren]

There seems to be a few people comming on here with doubts about how their career is going to pan out.
Read my first post on this key to success topic and it should give you a little more direction and focus.
Advertising is the biggest part of the game and you will have to do the legwork to get your name about, however that will only generate an enquiree and will not produce any money until you sell that service that you are offering, its eaier for a salesmen to sell but a lot of you guys new to this industry are not from sales backgrounds and it will be more dificult for you convert that enquiree so what you need to do is start looking more into the sales and customer side of things, people always buy off people they like so its important to make that connection straight away, once you have the customer on your side you have to sell what you are offering, ie the job, use the knowledge you have learned to convince the customer that you are the guy for the job, show them your portfolio of what you have done, try and get close up shots of the acuracy of your cuts rather than of just a big bathroom corner.

A must is to read sales books on how to sell and overcome objections from customers, get some books on how to close a sale, this is the new route you need to take, youve done the training and learned the tiling skills, now learn how to sell and you will see the difference. Remember that people like peolpe like themselves so try and mimic your customers personallity and just get on with everybody you can including all the other tradesmen, they are your customers as well, anyone that will give you business is a customer guys in tileshops, tradesmen, they all lead to money you way,
I promise this will produce the goods.

Remember learn how to sell, after all thats what you have to do before you get that bathroom / kitchen job, no sale , no job

Regards
Darren

[a1tiler]

brilliant as usual darren, where can i find key to success 1, keep up the good work and see you soon for the advanced.

[monty]

have a look here mate
Key To Success In Tiling

[Captain Slow]

Nice post Darren,

I agree that salesmanship is very important. It is easier for me as I have come from a sales background, so that's the only part of the job that comes natural to me.

You make the point about showing the portfolio and the only thing that I would add to that is that you can go overboard, if you're not careful. I've won a few jobs and in discussion with the customer have been advised that other tilers went on and on about their portfolio, so much so that the customer started to feel that they were desperate for the work - it's a thin line.

You can learn to sell from books etc., but my advice is to relax, be confident in your ability to understand the clients requirements and what the work entails, and just make the customer feel comfortable with leaving their key with you. Afterall, they are likely to be out at work whilst you are in their home with total access to who knows what (Wivers reference).

Don't panic, always smile and make the customer feel comfortable in your presence. A firm handshake, eye contact (without staring) and a confident approach is half the battle.

Good luck & I will respond to your PM soom A1...

[Highlander]

One thing you learn over time is installing confidence in your customers if you arrive looking proffesional ie Sign written van (when ever I see a tradesman pull up in unwritten van I always think has he got something to hide as your van is one of the best forms of advertising you can have), business cards etc I normally go into customers with a form which I can write down tile type, substrate, sizes, anything we discuss like lay out, grout colour etc then I give a price if customer is in agreement with price and dates I pencil them in diary and take a deposit. I also get them to sign form as then you do not have custoemr coming back saying they wanted black grout etc or they were going to purchase metal trims but when you go to job they say no no you were going to provide. It covers your ass.

One thing I will say now a days is that the market is getting flooded with guys thinking tiling is an easy option to get into business. A lot have been on 2 day courses etc not getting at any training course but people think it is an easy option. When I first started there were about 10 tilers advertising now there are 40 - 50 including some eastern europeans that think nothing of charging £15 m2 with materials.

So guys it aint all about reading a book it is being proffesional but also getting out in the firing line getting the chance to price is the hard thing. Dont worry you will make mistakes but nine times out of ten the customers dont know and if you are unsure about anything come and post your questions here.

Highlander

[charlie1]

There is no doubt Darrens post is what we all have to do but we also need to remember that there is a lot more tilers about now coming on here like myself reading all these usefull posts.

There are probablly 3 times as many tilers about now than there where 2 yrs ago, assuming customers are buying the same amount of tiles then this would mean getting a job would be 3 times harder. In my area alone many of the tile shops have had a drastic slump in business compaired with last year. Put all this together and its obvious that a lot of the guys trying to make it simply wont because they have not expected it to be so hard to get work.

We where all told that the money is out there and i agree that it is, but you need to get the 3 thing in place, marketing, sales, and establishing a good rep with good customer service. Get any of theses wrong and you will find it very hard.

Oh yes and a bung or 2 will also help.

My honest opinion is that the guys on the 1,2,3 week courses, LESS THAN 20% WILL MAKE IT AS A FULL TIME TILER. Sorry to be so pesamistic guys and gals.

[Grace'sDad]

I was a regional sales manager for several national companies before jacking it all in and becoming self-employed last year.

I'd had enough of the bull to be honest, but I was successful.

I've been on loads of residential courses on sales techniques / marketing / closures / etc but the most useful things I ever learnt were from a really cheesy old book called "Selling to Win" by Richard Denny.

Don't be put off by the picture on the front cover (he looks like a cross between Quentin Wilson from Top Gear and Swiss Tony!)

Get this book - read it.
It's all relevant to being self-employed and I highly recommend it.

[busyalready]

Hi Darren (say Hello To Tracy Too!) Good To See You Are Still On Hand Giving Out Those Pearls Of Wisdom. I've Never Looked Back Since Being On Your Course In Jan 2007 And Did Take On Board All The Info Given On Advertising Etc. But Personally Have Not Spent Much On Advertising (approx £600.00), Just Business Cards And Flyers To Start With And Went In The Thomson Directory Last Year Which Was A Waste Of Time. All My Work Coming Through Recommendation From Customers Or Tradesfolk I Know/have Got To Know Over The Last Year. I Am Not From A Big City So I Think It Is Easier To Build Up Your Reputation Quickly As Long As You Do A Good Job. Obviously You Have To Shell Out For Advertising Initially Or Who Knows You're Out There? But Once You Get The Work And Do A Great Job People Are Happy And Tell Other People And The Jobs Start To Roll In. My Diary Is Usually Always Booked A Couple Of Months In Advance Now. I Do Still Remember The First Few Nailbiting Months Waiting For The Phone To Ring After Giving Up My Full-time Job Though And Wouldn't Want To Go Through That Again!

[brian c]

some good advice and words of wisdom lads,

[theperfecttile]

Good post Darren, just finished your course other day, this will be a great help in the real world ! Hope you and Tracey and rest of the motley crew at NETT continue having the success you all deserve

[IvegotsTILE]

Its all worked for me Darren,top advice.

[brybry]

Thanks for the tip