Most contractors agree that referrals are an incredibly economical and effective form of marketing. In fact, most contractors have 70 – 80% close rates on leads generated through referrals…yet, most contractors are completely passive in their approach to generating referrals. They take a hands-off approach – happy when the referrals come in, but aren’t doing […]
“I don’t have time for that.” Would it help if you had 36 instead of 24? Would that help? People are always looking for technology to free them from their daily mundane tasks. They want their cars to drive them, their phone to think for them, heck, even a refrigerator to tell them that they’re […]
You think of yourself as a pretty nice guy. Your crews are nice enough – a little rough around the edges, but who isn’t in this industry? You do a great job, at least in your mind. Most of your customers seem satisfied. So…why don’t your customers automatically refer you to their family and friends? […]
While out on a walk to clear my mind and enjoy the sun that’s been hiding from us for the past few weeks I witnessed an event that was both mundane and significant at the same time. What caught my eye was the brand new 2016 Ford Transit, professionally wrapped with eye-catching graphics and the […]
You’ve got piles of old quotes. Stacks of leads that seemingly fizzled out after your sales guy walked out the front door. Leads that you paid for. Stuck in the limbo stage of “maybe” – the twilight zone of sales purgatory. You see, every time you or your sales guy goes on a call, there […]
When you get asked to discount, what’s your response? Do you stand firm behind your pricing or have you already worked in a little extra so that you can play the hero and offer a discount? Believe it or not, discounting may be hurting you in more ways than just your bottom line. This week, […]
Imagine sending out 385,000 direct mail flyers, with absolutely NO response. Not even an angry homeowner demanding to be taken off your mailing list. This is exactly what happened when a major HVAC company decided to outsource it’s mailings to an award-winning marketing firm. The flyer was gorgeous – but no one called because no […]
Your sales person is the face of your company when they are in the home. The homeowner (and your prospective client) will be basing their judgements about the polish and professionalism of your business on that ONE interaction. No pressure, right? The unfortunate fact is that no matter how smooth talking or polished the presentation […]
There’s an 800 LB Gorilla in your city. He made his entrance suddenly, buying up one of your competitors and beating his chest loudly to announce his arrival. (In fact, you might have more than one of these hairy behemoths, declaring his dominance in what used to be YOUR territory.) The rapid growth of corporately […]
Selling a $18,000 hunting rifle is not easy. In today’s modern age, where you can buy a brand new Browning or Remington online for a couple of hundred dollars without ever getting up from the couch, you might think that selling a $18,000 gun is rare. Yet, every day, savvy gun shop owners are selling […]
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