In many businesses, the most challenging task is getting the order. That can also be true for professional painters.

How can you improve your odds of winning business when the competition is fierce? One way is to enhance your sales presentation.

Look in the Mirror

Actually, your "presentation" begins with the way you present yourself. Always be friendly, courteous and look professional. Often, it's the little things that make a big impression.

Arrive on time for your appointment, even a little early, if possible. It tells the prospect that you respect his or her time ... and that the job is important to you.

Have a neat appearance. If you're driving a truck, make sure it has proper signage. Printed business cards signal the prospect that you've been around for a while.

Walk the Walk

Suggest that the prospect walk you around the areas to be painted, both interior and exterior. Show interest by asking questions.

Also, use this as an opportunity to showcase your expertise. For example, if you see hairline cracks in a stucco exterior, talk about the benefits of elastomeric wall coatings; if there is evidence of blocking, talk about the blockresistant nature of top quality acrylic latex paint.

Use a Pitch Book

Naturally, your prospect will want to know about the quality of your work. Don't rely on a verbal description. Remember, a picture is worth a thousand words.

If you aren't already doing so, begin to take "before" and "after" photos of your paint jobs. You need not be too concerned about the quality of the "before" shots; "after" photos however, should be as impressive as the work itself.

Invest in a good camera and learn how to use it, perhaps by taking a photography class in your slow season. Do your photography on bright days (early morning and late afternoon light is usually most flattering). Take shots of the entire house or room, as well as closeups of painted fretwork or trim. Make sure that all your photos are in sharp focus. House your photos in a neat, thre-ering binder: your "pitch book."

Add Sales Support Material

Bolster your pitch book with appropriate printed material that supports your key sales messages. Examples include published articles and literature from your favorite paint manufacturer.

The PQI website has a number of "Opportunity Sheets" or selling sheets that you can print and use with potential clients. Topics include painting aluminum siding, elastomeric wall coatings, painting vinyl siding, benefits of the new low odor paints, etc. There are also "Painting Practices" sheets that explain the need or benefit of priming, treating existing mildew before painting, etc. To go to the "Opportunity Sheets", click here; and to go to the Painting Practices sheets, click here.

Bank on References

A good word from prior customers speaks volumes to a prospect. At the end of every job, invite your customers to send you a written evaluation of the quality of your work. Better yet, provide them with an evaluation form.

Take the best of the evaluations, and insert them into your pitch book, right next to the photos of their freshly painted homes and businesses. These "endorsements" will work wonders on future sales calls.

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