Category Archives: Sales & Strategy

Successful Sales Tips for Small Business Owners

When you’re a one-man shop, it’s hard to make time for everything, especially when you’re busy out on jobs. Sales should be your number one priority because without it, you don’t have a business to run. Customers are very in tune with what they do and don’t want when spending their hard earned money. Take some time to brush up on your sales skills and become the person they do want to hire!

Even sales experts make time for practice and reviewing the fundamentals. Don’t get caught off guard the next time you’re trying to close a deal. Instead, prepare for a win. Continue reading to learn sales techniques and strategies tailored to small business owners that you can implement immediately.

CONTINUE READING

What Should I Charge For My Labor?

When it comes to deciding how much you should charge for your labor, there are a number of components to consider. Basically, these include salary, load, burden and profit. Let’s walk through the process of building a “Sell Rate” for your company.

Salary

We will begin by taking a journeyman painter who, just as an example, makes $21.71 per hour. To that salary, you will need to add the other items mentioned below.

Load

The term “load”, or “burden,” is used to describe several expenses that are related to employee salaries. Normally, these include federal government taxes (FICA and FUI), worker’s compensation, state unemployment tax, liability insurance and health insurance benefits. You can check with your accountant or calculate these percentages yourself. Either way, you should be sure to keep them current as they are subject to change. For the purposes of this example, I will plug in a hypothetical number of $6.64 per hour. Adding this to the salary comes out $28.35.

CONTINUE READING

A Winning Formula To Following Up With Leads

Even if you are the best salesperson in the world, you will not close 100% of your leads on the first call. That is an admirable goal to strive for, but in our decade plus of existence, we’ve never heard of it coming to fruition.

Therefore, a strategic and thoughtful follow up process is a must when it comes to lead generation. Sadly, following up can get in the way of your busy schedule, along with completing projects on time, calling new leads and managing your employees. But don’t fret! We have come up with the winning formula for following up.

CONTINUE READING

9 Questions To Answer Before You Call A Referral

Speed and persistence are key to lead generation, but if you are not prepared for what lies ahead, quickness and tenacity won’t matter. That is because many contractors call potential clients unprepared and end up losing out on that valuable revenue.

Nonetheless, the good news is that you can easily prepare yourself for every referral call you make by answering the following nine questions. For an extra boost of confidence the next time you pick up the phone, prepare by reading through the following questions.

CONTINUE READING

Why Video Is King for Contractors

Video is quickly becoming the most popular form of content homeowners engage with. Video lets you provide an experience with storytelling. The medium brings your referrals inside your business. It gives you the upper hand against your competition.

As simple as it is, video is king and fortunately for you, it is very easy to shoot, create, share and market. Watch and read below as we explain all the benefits of video and how you can start shooting quality videos today!

Creating videos for your company, whether done professionally or with equipment you have on hand, is important. Video helps you stand out, builds an experience around your work, and allows you to make an emotional connection with your potential customers.

CONTINUE READING

How To Use Customer Complaints To Enhance Your Brand

Dealing with an irate customer is usually not the most pleasant task. However, it’s something we all have to deal with at one point or another. It is vital for you and your business to know how to take a customer complaint and turn it into a positive experience. Complaints are great because they tell you the services your clients are not happy with and also give you the opportunity to address the issues at hand.

The CARP method, developed by author Robert Bacal, is based upon the sequence and timing of defusing angry customers. Bacal has taught many universities the importance of performance management and appraisal and how to improve business communication. The CARP acronym consist of these helpful tips to remember when trying to calm an angry client.

CONTINUE READING

6 Tips For Managing Angry Customers On The Phone

No matter what industry you’re in, whether it be home improvement, auto sales or even professional sports, you’re going to hear your fair share of complaints over the phone. When people have an issue with your brand, they are going to call to complain. Since you can’t control how other people act, you must decide how you’re going to respond.

Reacting to an irate customer over the phone is no easy task. You have to first digest all the information they are telling you, relax the customer, and then respond in a calm and professional manner. Needless to say, this process is easier said than done.

CONTINUE READING

How The Laws of Persuasion Can Help Your Business – Part 3

If you’ve missed Part 1  or Part 2 of using the laws of persuasion to help your business, I recommend you get familiar with them to understand some of the principles behind people’s decision making. While this is the final post of that information series, it will not fall short of sharing what you need to see improvements.  By evaluating and applying these next few laws of persuasion, you will be well equipped to see great changes in the present and future. 

CONTINUE READING

How The Laws of Persuasion Can Help Your Business – Part 2

We’ve seen from Part 1 of using the persuasion laws that it could greatly assist in people’s decision making process. As I will discuss more thoroughly in this post, we tap into a few that can make more of an impact in receiving a quality business turn around with clients. Could this work for you? You may seem a bit skeptical, but by applying these next few laws of persuasion to your business methods, you can yield some pretty incredible results in the long run. 

CONTINUE READING

How The Laws of Persuasion Can Help Your Business – Part 1

Have you ever reflected after a customer conversation and realized that your approach did not have an impact? Couldn’t close the deal? Do not fret, as there are a few laws that can work for you and your business. These are the laws of persuasion and they play a major factor in the human decision-making process. Using the following can be the difference between just “quoting” and truly “closing.”

Law #1 – The Law of Scarcity 

This law suggests that a person perceives someone or something to be of limited quantity or quality and perceives greater value for it not being available to all.

CONTINUE READING