The Why Conversation
Video from Jonathan Stark. Watch on YouTube.
What you'll get
Jonathan Stark treats the first call with a prospect as a diagnosis: let them talk through everything they want while you take notes, then ask why they want it, why now and why hire you, even to the point of talking them out of the job. His example is a web developer, but for a trade the first call is the estimate visit, and the answers tell you how to write the proposal and what to charge; he promotes his own value-pricing course.
Do this week
On your next prospect call or estimate visit, take notes while they talk, then ask why they want the work, why now and why you, and write the three answers at the top of your proposal.