Confidently pitching the customer about the service and creating a lead
There was a South Indian customer who came as walk-in to the dealer shop and he asked for painting service. I visited the site and made the quotation for 45,000 rupees.
The customer started bargaining and so I gave him 10% discount and gave him a quotation for 42,000 rupees. But he still didn’t finalize.
Finally I followed up after a few days and then customer told me that he has Berger, Nerolac and a local painter for lower price – 32-35 thousand. He said your quotation is too high.
I told him let me visit the site and I will explain to you in detail the difference between our quotation and their quotation.
I found that Berger had also given a similar product and similar service to the customer. It was exactly the same only difference was the brand.
I realized that he would go with Berger because he is getting the same thing at a cheaper rate. But I tried to explain that Asian Paints has trained contractors and they use mechanized tools, there is covering and masking, etc. Customer told me that Berger guy is also giving the same thing – what is different about you?
I paused for a second – I thought – “Now which pitching point can I use?”
At the end when I was leaving I told the customer – if you want to take Berger you can go for it but in one month if you face a problem then you can come to me – I am in the neighboring store – you come and tell me after one month what is the result of your painting – We are your nearby store – we are authorized Asian Paints dealers – you have heard the name of the dealer as well – this is an Asian Paints service and I will give you the helpline number as well – you can complain if you like.
I told him that I guarantee you that you will come to Asian Paints after two months. I went back to the store.
After two days, the customer came to the store and gave me 20,000 rupees advance and said Aniket please start the work.
I was delighted that my efforts had paid off. I was able to defeat two competitors as well.
Now also I have good rapport and relation with the customer – he calls me regularly. I was also able to get 4 more sites in the same area because of that work.