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low closure in spring
I don't know how it is for the rest of you, but my closure rate traditionally sucks in the springtime. I'm up at the top of the pricing ladder (and quality ladder too if I might add) as far as maintenance contracts go, so I get underbid on a LOT of quotes early in the year. Just called up a company this morning to follow up on a quote and was told that they'd decided to go with a guy who bid half the amount I did! $3600/yr vs. $7200/yr. Frankly, I don't know how these guys can operate for that little, but I do know that it annoys the hell out of me.
I find that closure rates are much better mid-way through the season because the tire-kickers have already signed up with the lowest bidder they could find. I look forward to the day when maintenance companies in Ontario may require some sort of licensing (and snow removal companies too) in order to operate. In the meantime I continue to try and expand the installation side of my business, because although low-ballers certainly exist there too, at least you can also compete based upon the differences in your presentation and design.
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