Tile Contractors -What does a building contractor sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would

1
Tile Contractors-What does a building contractor
sell?____________________________________________
_________________________-Who do they sell to
(target groups)?_________________________________
____________________________________-What
factors would they care about when deciding which
contractor to choose?____________________________
_________________________________________

• Call Opening Questions
• Are you willing to accept any size job (from
  small residential installations to large
  commercial installations)?
• Do you include all costs in writing up front
  before you start the job? Do those costs include
  all of the materials that will be used? Also, do
  you charge for the removal of existing tile (or
  countertops, flooring, etc.)?
• In cases where the tile is being laid in a
  specific pattern, do you provide a sketch along
  with your written estimate?
• Do you provide tile installation for both
  interior and exterior jobs, including walls,
  floors, countertops, even swimming pools, etc.?
• Can someone buy the tile from someone else and
  hire you for the installation only?
• Can you provide examples of some of your work ?
  (note this is an important question especially
  in cases where an elaborate design is being used
  or expensive materials)
• Do you provide full clean-up after the job?
• In most cases, are you able to start and complete
  the job when you say you will?
• Can you provide any references or testimonials?
• Do you offer any type of satisfaction guarantee?
• Do you also offer tile repair?
• Do your potential clients care about some of
  these points-if so, could we discuss in more
  detail?

• Notes
• __________________________________________________
  __________________________________________________
  __________________________________________________
  __________________________________________________
  __________________________________________________
  __________________________________________________
  __________________________________________________
  ___________________________________________

• Confidential Property of Mike Centorani/Matchcraft
  , Inc. 2009

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Tile ContractorsNeeds Analysis Questions

• What are your most profitable/desirable types of
  jobs? (residential, commercial-possible
  headline)
• __________________________________________________
  _______________________________
• What of your jobs do these represent?
  What would you like it to be?
• _____________________________________
  _______________________________________
• What other types of jobs do you handle?
  Would you like more of any of these type of jobs?
  (sandblasting, fireplace work, stone work, etc.
  headings)
• __________________________________________________
  _______________________________________________
  
• How many installers do you have?
  How many jobs do they handle in a week (avg)?
• _____________________________________
  _______________________________________
• How many more jobs (on average) could they handle
  in a week? (capacity)
• __________________________________________________
  ________________________________
• I know there is probably a pretty wide range, but
  what is the average tile installation job worth?
  (ROI)
• __________________________________________________
  ________________________________
• WHY is your tile contracting company the best
  choice for someone? (subheadline)
• __________________________________________________
  ________________________________
• Have your installers gone through any type of
  training? Are they professional and
  courteous?
• __________________________________________________
  ________________________________
• How far would you be willing to go for a job?
  (other directories/reach)
• __________________________________________________
  ________________________________
• What other ways do you try to promote your
  company now? (continuity of ad messages)