How To Close More Hardscaping Jobs Without Ever Visiting the Job Site First w/ Jon Valenta from General Pavingstones

⏱️ 35:32 🎤 Joshua Gillow, Jon Valenta

AUDIO EPISODE

0:00

Click to jump to section

0:00

The Bingo Question

Joshua introduces the crucial 'what do you hope that'll cover?' question to uncover client expectations about budget.
0:00

Building Relationships

Jon emphasizes building human-to-human relationships with prospects, not just focusing on immediate cash.
0:03

Client Scenario Explained

Jon details a client who emailed a full 3D design from another contractor with a budget of $20,000 for an $80,000 project.
0:11

Understanding Client Expectations

Joshua explains that clients often don't know the true cost of projects and are not intentionally misleading.
0:17

Protecting Your Time

Jon shares how pre-qualification saves time and makes work more enjoyable by focusing on qualified clients.
0:20

Heart Position in Sales

Joshua advises approaching clients with empathy, recognizing they may not know costs, and guiding them as a trusted advisor.
0:25

Cost Ignorance and Inflation

Jon and Joshua discuss how most people underestimate project costs due to a lack of industry knowledge and rapid inflation.
0:30

Active Listening for Budget

Jon explains his active listening approach to discern client budgets early on, using phrases like 'what you're hoping to invest'.
0:32

Power of Discovery Calls

Joshua highlights how discovery calls eliminate objections early, saving time and improving client fit.
0:37

Finding the Right Fit

Jon concludes by emphasizing the importance of finding clients who value your time and services, leading to referrals and repeat business.

Speakers

Joshua Gillow

Host

Jon Valenta

General Pavingstones

✦

Always ask 'what do you hope that'll cover?' early in client conversations to understand their budget expectations.

✦

Prioritize building human-to-human relationships with prospects, fostering trust and long-term connections.

✦

Utilize pre-qualification systems, like detailed discovery calls, to protect your time and avoid wasted efforts on unqualified leads.

✦

Approach clients with empathy, recognizing that many don't know the true cost of outdoor living projects and require guidance.

✦

Actively listen and take notes during initial calls; clients often reveal more information when there's silence.

✦

Use phrases like 'what you're hoping to invest' instead of 'what you can afford' to discuss budget respectfully.

✦

Leverage discovery calls to address potential objections (price, timing, design) proactively, rather than encountering them later.

Join Power100 for full access to every episode, AI-powered insights, personalized coaching, and a network of industry leaders.

Join Power100 →