A short conversational segment from a YouTube video in which Mike Andes and another speaker discuss closing more jobs by using timing and flexibility. They note that a significant share of rejections stem from lack of availability and the rest from price; recommended tactics include offering discounts for off-peak scheduling, delaying work to an off-season, and changing scope to fit a customer's budget.
At least a quarter of our rejections are just because we don't have availability. Like, someone will call, like, hey, we need carpet cleaning, like, today or tomorrow. Right now we're booked out probably about a week and a half until we could put anything on the schedule. The other percentage, whatever it is, is all price.
I am willing to give a discount if someone else is willing to concede on timing. For example, it's the middle of spring rush. I'm super busy. I'm booked out five, six weeks, and I have leads pouring in. I can't get to the work. I'm super overwhelmed. Hey, I'm willing to give them a 10% discount if they're willing to do the project in the middle of win. Now, if someone also says, hey, it's not inside my budget. Things are too expensive. The other thing that I can do is change the scope of the work. The thing that really ties this all in together, though, is, like, you got to know their budget. It's above my budget. Okay, great. What is your budget? Did they give you a number? Then I can work with them because I can either delay the project, often to my off season, or I can change the scope of work to fit inside their budget.
