Negotiation starts with the impression you make in the first five minutes. Your tone, voice, and body language set the stage. As a PRO, you can make this process easier by remaining respectful, responsive, and knowledgeable.
Sealing the deal is more than talking and providing numbers. It involves knowing your customer and listening to their needs while providing value-added information. Successfully negotiate with potential clients on terms of service by being professional in all conversations.
Whether your client is a busy parent planning a wedding or a business owner setting up a large event, it’s important to understand why they need your services and how you can best present the options. Business and personal clients want to feel important, be treated fairly, and know that they are getting the best possible price. Knowing their needs, budget, and expectations help you negotiate terms that satisfy both parties.
The most successful negotiators sound confident without being arrogant. They know their client and adjust their tone and mannerisms. Talk like you’ve already sealed the deal, instead of telling them what you will do in the future. Use phrases like “we drop off on Tuesday and clean daily,” as opposed to saying “we would drop off,” or “we would clean daily.” Treat everyone with the same respect, but talk in terms that make sense to various types of clients.
Once negotiations are under way, you may find yourself at odds with your client. It’s important to listen to what they are saying, along with what they are not saying. If you experience pushback on price or other terms of service, then you may need to step back and reevaluate your offer.
Clients are taught to always look for a deal and to never pay full price. They often don’t understand the business side of the portable restroom industry or what the cost entails. By explaining the advantages of your company, you’ll help them understand that you’re not trying to pull a fast one. Share how the quality level equals the cost or how your experience puts you above the competition.
Don’t focus on the total price. Instead, break it down. Demonstrate that the monthly, weekly, and daily cost is worth it. Provide examples of how your service terms save them money on unexpected sanitation issues during and after the event. Show that your pricing and service schedule reflect your experience and reputation. You offer a quality service and are prepared to back that up by being responsive and professional.
Above all, don’t take it personally. Your clients are often balancing many vendors and trying to stay within their budget. By understanding your client, their needs, and communicating effectively, you can reassure them that your company provides the best product and service for the job.
Professional communications ensure that you’ll agree to terms that satisfy both parties. Successful negotiations result in repeat business, easier future interactions, and positive word-of-mouth advertising.
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