Get the "John Hancock" - Part Two

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A written contract is a critical component of any business transaction, ensuring that all parties clearly understand their obligations and rights. Securing a customer’s signature on a contract not only formalizes the agreement but also provides legal protection. (If you missed the first part to this series, check it out here. Here are some key strategies to effectively obtain a customer’s signature while maintaining trust and professionalism.

1. Clearly Explain the Terms

Before requesting a signature, ensure that the customer fully understands the contract. Break down key terms and conditions in simple language, highlighting essential clauses such as pricing, deliverables, timelines, and any penalties for non-compliance. Address any concerns or questions they may have to prevent misunderstandings. If you have a sales force, those team members need to understand the contract and anticipate common questions. Discuss as a group so that you are prepared to answer questions, which bodes confidence. If you’re unsure about select terms, ask your lawyer; know the “why” behind key provisions.

2. Build Trust and Transparency

Customers are more likely to sign a contract when they feel confident in the agreement. A contract is a roadmap of mutual expectations, and it is wise to explain those expectations and next steps. Be open about the terms, avoid hidden clauses, and provide examples or case studies if necessary. If you can share details about other work sites or similar situations and the care that was given by your team, a customer likely will feel more comfortable to move forward with your scope. Transparency fosters trust, making customers more comfortable with their commitment and willing to apply their signature.

3. Use Professional Presentation and Formatting

A well-structured, professionally formatted contract enhances credibility. Use clear headings,

bullet points, and concise language. Ensure that the contract is free from errors, as mistakes can create doubt and hesitation. Too much information can overwhelm, while too little information can create distrust. If a customer’s grocery list is more detailed than your scope, or tasks on your proposal are written in such shorthand or block format as to be vague, such a minimalistic approach can backfire.

4. Leverage Digital Signing Tools

Electronic signatures have become increasingly popular due to their convenience and efficiency. Platforms such as DocuSign and Adobe Sign allow customers to review and sign contracts digitally, reducing delays and ensuring prompt agreement finalization. If visiting a home with a less technologically savvy customer, perhaps have a printed copy ready for their review and signature and offer to mail them a copy of the signed version for their records.

5. Create a Sense of Urgency Without Pressure

Encourage prompt signing by emphasizing deadlines or limited-time offers. While maintaining professionalism, communicate the benefits of signing sooner rather than later, such as securing current pricing or ensuring timely service delivery. Also, services are usually first come, first served. Particularly in early Spring, contractors get busy, so convey the message to get on the schedule now and secure their spot.

6. Follow Up Effectively

If a customer hesitates, a polite and professional follow-up can make a difference. Remind them of the contract’s value, address any remaining concerns, and offer assistance if needed. A gentle nudge can often move the process forward.

7. Provide a Copy for Reference

After securing the signature, always provide the customer with a signed copy of the contract for their records. This reinforces professionalism and ensures they have easy access to the agreed-upon terms.

By implementing these strategies, businesses can streamline the process of securing a customer’s signature while fostering trust and ensuring mutual satisfaction. A well-executed contract process not only protects all parties involved but also sets the stage for a strong and

transparent business relationship.

Customers have different personalities and free will such that variation will occur in your

interactions.

What are common questions or roadblocks you experience when trying to secure

signature on a written contract?

Contact us at info@allforcontractors.com our chat with us from our website.