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Contractors often fall into the trap of making a loss leader of the first project with a new client. This just makes them expect you to lose money on any future projects, so you need a more sustainable approach.
Sell that first job based on the quality of similar installations you have done. There’s a reason very few people drive the cheapest car available. If the customer really is seeking the lowest price, let your competitor take that loss.
Because lighting projects can produce a significant visual impact, they are ideal vehicles for first projects with new customers. They not only get you in the door, but literally allow your company to shine. Some things you can do:
Engage this customer in discussions about the facility’s electrical issues.
Source: Mark Lamendola | Mindconnection