Homeowners KO contractors with TIO's
Homeowners have become masters at knocking out contractors with TIO's (think it over), wasting one of our most valuable resources, time.
You know the story. Contractor meets homeowner to give free estimate for remodeling. Contractor does great proposal and homeowner tells contractor you are the best. In fact, you are the one we want to hire so just give us a few days to think it over and we will call you next week. Contractor walks out thinking he has the job and he adds it to the 20 other ones who also said we just need to think it over.
Time goes by and the contractor chases the TIO's for weeks and sometimes even months. No calls back from the homeowner and now all you get is voice mail. What happened? You thought you were their guy but instead they run and hide from you. You wonder if they really meant what they said. The reality is, 99% of the time when a homeowner says they want to think it over, they really mean no. TIO's are like slow no's. They are dead leads and a waste of your time.
How to avoid TIO's
To avoid TIO's use what is called an upfront agreement or contract at the beginning of your meeting. Let the homeowner know the agenda for the meeting and that at the conclusion, you will expect them to give you a decision to either move forward or not move forward. Let them know that no decision is not acceptable. If they don't accept, then you know they are more than likely a TIO in the making that you will have to chase. This concept is taught in consultative sales and will save your precious resource, time. Contractors who take sales courses are taught how to handle this tactic used by the homeowner.
Do you get KOed by the homeowner with TIO's?
How do you handle a homeowner who says " I want to think it over?