(By: Tim Clark)

Do you realize you are letting money fly right out the door every time one of your workers or employees leaves the job site? No matter what service your company provides, you could be generating more business but you're probably not taking advantage of it.

It's time to train your technicians, partner, installers or any employees who represent your company. And not training to do their job but training to bring in more business. This training involves getting your workers to talk to your clients. They should discuss all the other services your company provides. They should make appointments for future maintenance. They should ask for referrals. They should leave behind calendars, brochures, fridge magnets, anything with your business name and details on it.

This week, I had an HVAC company come to my house to replace my compressor and a capacitor in my heat pump. Before that part was ordered, I had a different tech there to diagnose the problem.

Both times, neither one asked for a referral. There were no "leave behinds". Neither offered to set an appointment for maintenance this winter. Nothing. I got a receipt and that was all. Just to see if the tech would try to sell me the service, I asked if their company also cleaned air ducts. His answer was, "Yes."

Even if you have no employees, take every opportunity to promote your business. Don't be afraid to ask for referrals or upsell additional services. Give your clients every chance to remember your company name and sing your praises to friends and family. Even if you have more than enough business today, it may not be the case tomorrow.