Category Archives: Sales & Strategy

5 Sales Tips That Will Help Win The Job

Your sales strategy is just as important as the actual hands-on work you do. Why? Because the way you communicate what you can do for the customer is the way you’ll land the job. Sales are incredibly important for any business owner. Knowing your best approach will help you win new jobs and gain referrals.

However, not everyone is great at selling. But, with a few easy tips and techniques, you can gain new business in no time at all.

1. Take the Time to Listen

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The Dos & Don’ts Of Estimates

Though every job is different, contractors should be willing and ready to provide estimates to their customers. Knowing what to present and how to present them can be tricky, especially when you’re trying to land the job.

Providing an estimate can be the hardest part of the business. Your estimate needs to be high enough to make a profit, but low enough to win the job. These tips below will help you create a good estimate and win the job.

To gather information on the project, you’ll need to have a conversation with the customer. Some clients are already aware of what they need and can provide you with information over the phone. However, it’s always a good idea to see the job in person, as customers can leave out important details. In all situations, this is your first impression with the client, so you’ll want to provide them with great customer service.

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How To Differentiate Yourself From The Competition

As a business owner, it’s easy to get caught up in what the other guys are doing. While it’s smart to know what the competition is up to, it’s also important you don’t spend all of your time trying to keep up and as a consequence, lose yourself in the shuffle.

There’s something special about a business that’s able to harness the power of being different. Many customers’ value companies who aren’t afraid to stand apart from the crowd. They appreciate firms who deliver products and services that are made just for them. Businesses thrive when they stay true to themselves and clearly communicate a unique story and vision. As Dr. Seuss once said, “Today you are You, that is truer than true. There is no one alive who is Youer than You.”

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How To Say No To Potential Customers

There comes a time when you have to say no to potential clients. While it seems counterintuitive to tell a potential customer “no, I don’t want your business,” scheduling conflicts, project conflicts, employee conflicts and payroll conflicts can all prevent professionals from taking on new business.

The art of saying no can’t go underappreciated. Below, I will explain why we tend to say yes, as well as five simple ways to say no without offending a potential (future) client.

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7 Tips To Remember When Trying To Make Business Connections

Many professionals often dread networking events. However, making connections and having a successful business can sometimes be one in the same. Here’s the thing, to truly perfect the art of networking and making connections, you have to practice everyday. Whether that’s talking to coworkers for a few minutes or working on your elevator pitch, be sure to find the best way to market your qualities. The key to a great business connection is sharing what you do and the goals of your company and listening to what your connection does. From there, you can figure out how both your similarities can benefit each party. Try to attend as many networking events to get a ton of practice.

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6 Steps To Take When You Don’t Receive Payment

While there is no way to guarantee payment on the projects you work on, it’s essential to pay attention to details that can help make this process easier and/or faster. Keeping accurate records and documentation in regards to what is expected of your company is vital. Get your clients to sign off on every step, especially that of changed orders. Make it clear that additional work not specified on the signed contract might cost more money.

Unfortunately, getting a customer to pay you is no easy feat. However, completing these six steps when you don’t receive payment can help in reducing the stress factor of it all.

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The Exciting World Of Proposals & Contracts

As a painting contractor, writing proposals and performing contract administration are just two of the many job functions you will find yourself involved in. How well you manage these tasks will be critical to your company’s success. This includes creating a professional proposal, drawing up and submitting the contract and negotiating with the owner or general contractor.

Types of Contracts

There are commonly two types of contracts: prime contracts and subcontracts. The first is when you are providing the only work involved on a project and are dealing directly with the owner or their representative. In this case, you will be the prime contractor. The second is when you are bidding to provide work on a portion of a project that involves several trades and is being managed by a general contractor. In this situation, you are the subcontractor.

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5 Books Every Contractor Should Read

Winning new business, customer retention and staying ahead of the competition are important benchmarks for any business. It’s not magic. Reaching these goals takes dedication, hard work and a deep understanding of current business and industry trends.

Information is power and becoming an expert in your trade will increase your credibility and help you gain more referrals. Below, you’ll find five books that we think every contractor should read.

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The Bidding Process

The bidding process is one many of us go through each and every day. While many jobs are similar, each lead or job we receive deserves it own unique bidding process. I am going to break down the bidding process one should go through each time you present a bid.

Let the Bidding Begin

The first step to any bid is of course gathering the quantities, whether you are measuring an existing structure or doing a takeoff from a set of plans. From there, you must “extend” your numbers, either manually or by entering the information into an estimating program. There are many such programs available, such as eTakeoff, Eagle Bid and PEP Cloud.

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A Paint Contractor’s Guide to Hiring, Firing & Training

There are several things to consider when you think about what type of work you want to do. Generally speaking, it’s better to do a few things well rather than trying to do it all. Consider what types of work are available in your area, what you are best equipped to do and what it is that you do well. This will help you to determine what niche you want to aim for and, in turn, the makeup of the crew you will need.

Hiring

Depending on the size of your operation, I would suggest a mix of skill sets and levels. A strong superintendent to help oversee your operations is key to your success. This is especially true as you grow your company. At some point, you will realize that you can’t do it all yourself; marketing, estimating, contract administration, supervising, hiring, and the list goes on, doesn’t it?

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