Contractor Update

What's Scary? Being on T.V.!

2009-10-28T13:30:00.000-07:00

One of the nice things about being based in sunny Southern California is that ConstructionDeal.com is close to the entertainment industry. And the industry has come a knockin'..

A production company is looking for an Engineer. And not just any engineer. A structural engineer who also wants to be on a cable television show!

Could that be you?

They are looking for a male, age 30 – 50, with a broad engineering background, to be the host of a new series on a major cable network, to be produced by Original Productions – the
masterminds behind the shows “Deadliest Catch”, “Ice Road Truckers”, and “Monster Garage”.

Here's more from their press release they sent us:

If you are a male between the ages of 35 – 45; if you are physically fit, infectiously passionate about structural engineering, and committed to improving our country’s infrastructure; if you have a genuine and deep concern about structures and can articulate their problems for an audience to understand; we want to meet you for the chance to host a revolutionary new series that will expose the dangers of our great country’s dilapidated, failing infrastructures and consequently, advocate for restoration and repair. At this pivotal moment in America’s history, bridges, dams, and roads are crumbling and decaying right underneath our feet – and often, we don’t even know it’s happening. When infrastructure fails, empires collapse: it’s time to take matters into our own hands!!

The show will have this engineer be an advocate for the American people. Someone who will look out for us and our infrastructure. This engineer will need to guts to point out the problems and to stand toe-to-toe with the people responsible to demand accountability.

Again... is that person you?

If so, go ahead and contact the production company - - and tell them that ConstructionDeal.com sent you over. Please contact casting directors at Metal Flowers Media: www.metalflowersmedia.com or send an email to casting@metalflowersmedia.com. You may also visit their Facebook page, www.facebook.com/metalflowersmedia.

Contractor Webinar - Grow Your Business Through Blogging

2009-10-09T15:48:00.000-07:00

Contractor Webinar - Improving Your Online Presence

2009-08-25T16:55:00.000-07:00

Contractors - Are You Blogging the Right Way?

2009-03-27T05:26:00.000-07:00

Sorry the long hiatus away from the Contractor Update. We've been incredibly busy here at ConstructionDeal.com. We've increased our marketing staff to help bring our contractors more construction jobs, remodeling jobs, drywall jobs... you name it, we're working on it.

And we've got a brand new look coming to our website starting in April. You might say our website has been... Under Construction.

Also, I wanted to address something. I've been noticing a problem with a few contractors and construction industry companies out there. You've all been joining Twitter, MySpace, FaceBook and some of you are even writing blogs hosted by Blogger, Wordpress and others.

I think that's great. You're marketing your companies and getting your names and faces out there for the world to see (and find you.) But writing a blog provides a lot of valuable "content" that search engines love to see on websites. Content, especially content that is regularly updated, is what attracts Google, Yahoo!, MSN, and all those other search engines to find your website and push you up in the rankings on their pages.

If you're high on those "organic" rankings for your site, it means people could find your company and your services... at no cost. Yes, free! No yellow pages ad, no paying for flyers, no... construction lead fees. Bad for me. Good for you.

So, instead of giving all your content to Google and Yahoo!, give all that credibility to your website. You can still use Blogger and Wordpress to host the blog, but put it on the FTP server (ask your hosting company) that you're using to host your company's website.

The same people who helped you set up your site can help you make sure your blog is also on your site, giving you lots of fresh and helpful content to boost your website up naturally. This blog, for example, is written using Google's Blogger. But you wouldn't know it because the blog URL (or, website address) is www.ConstructionDeal.com/ContractorBlog. But to the search engines, even Google, it looks like it's part of our website because it's hosted on our FTP server instead of on Google's servers.

Which means I get the credit for what I write and not Google. And you should to. Talk to your hosting company if you write a blog and it's not part of your website. You can transfer everything you've ever written over to it. And it's not hard at all.

Increase Your Contractor Referrals

2008-11-13T06:38:00.000-08:00

Referrals are the lifeblood of any small service business. Sounds like common sense but you'd be surprised how many contractors and service professionals do not make an effort to get additional business and referrals from past clients.

Even if you do large, one-time jobs for clients, you should always be reminding your previous customers about your business. If a property owner doesn't need your services, they may know people who do. The most important thing to do is keep your business name on the tips of their tongues. Don't make them dig out your business card from the junk drawer. Or try to remember you from two years ago. It won't happen.

There are a number of things you can do - You don't have to do all of them but you need to do some of them:

Occasionally call past clients to make sure things are good.
Send out monthly or quarter newsletters in email or direct mail form.
Send out promo items they can use - fridge magnets, calendars, mouse pads, T-shirts, anything that will keep your company name in front of them.
Mail them holiday cards every year with a coupon inside.
Drop off flyers or mail reminder post cards to them.

Set aside some of your marketing budget to do whatever you can to increase your referrals. When things slow down for the holiday, take some time to put together a marketing plan that includes reaching out to previous clients.

Related Posts:
Referral Sales
Keeping Your Customers

What Is ConstructionDeal.com?
We're a website that matches contractors to homeowners and business owners who have renovation, building, installation and repair projects.

We provide leads for all types of contractors who are looking to expand their businesses. We've been helping service professionals for over 5 years. We scour the country looking for construction jobs, remodeling leads, design projects and every sort of commercial or residential improvement job lead.

Not a member yet? Join at no cost. Get a free Contractor Directory listing. See if we have had any past construction or remodeling job leads for you in the past. If you like what you see, you can become a Premium Member and expand your business.

It's that simple.

Contractors - Don't Sit There... Do Something

2008-10-24T08:19:00.000-07:00

During a recessionary period, it's easy to focus on all the bad news. Markets are down, consumers aren't buying anything, and our tax dollars are bailing out the big banks. What will make the most sense for you and your business is to focus on the positive. If you're not as busy as before, use this time to innovate.

Did you know that most new products and services emerge from major companies during recessions? This is because it's hard to invent something new when you're too busy and the money is rolling in. While a lot of your competitors are crying in their beers, you need to innovate, expand, experiment or shift directions.

An example - say you're a general contractor. You've always been asked by clients about design plans and ideas. But you don't really know what good design is. You'd like to increase revenue by offering designs on all your kitchen remodeling projects. In tough economic times, help your business by studying design, taking classes, interviewing designers, and practicing the craft. When the good times come around again, you have not only added a new service to your business, you have doubled the opportunity for more revenue and higher profits.

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Sales Mistakes - The Follow-Up
How Our Categories Work - Select the Right Services

Are you a contractor looking for more construction job leads, remodeling leads, or leads for whatever services you offer? We can help.

If you're not already a free member of ConstructionDeal.com, you can register your business at no cost. Select your cities and services and see if we have a past history of leads in your area. If you like what you see, you can become a Premium Member and start getting more qualified leads today.

Helping Others Save Money

2008-10-14T06:37:00.000-07:00

Have you ever told a client how to save money while you were working on their project? Told them ways you could cut corners but still complete the job with quality?

If you continue to give this good advice, it could really boost your business. A recent survey by Ad Age found that 80 percent of those surveyed had changed their buying habits. They are eliminating luxury items and even some necessities. They are worried about the economy, their 401(k), and their jobs.

This means your potential clients are going to be focused on cuttings costs and saving money.

And that is where you come in. No matter what type of work you do, you know ways to help people save money. You know there are less expensive products to use, cheaper materials, and things the client can do - on their own - before and after their project. Could giving this advice cut into your bottom line? Yes. But it could get you business where you might not have any at all. And it could get you a referral or two.

Here are Some Things You Can Do:

If you have sales people making cold calls, have them pitch ideas to help people save.
Give advice over the phone when a potential client calls.
Type up a money-saving tips newsletter and pass it out in your neighborhood.
Call your local newspaper and offer advice. The journalist will like it because it keeps people reading the newspaper and you'll like it because your name will be mentioned in the column. For free.
Put free tips and advice on your website.
Start a blog and put in all the tips from your newsletter.

People will appreciate it, feel comfortable hiring you, and pass on your name to friends and family. In tough economic times like these... those referrals can be gold.

Do You Have Time to Do These Things?

Probably not. I understand that the last thing you want to do when you get done working is sit and type out a newsletter. Or call your local newspaper and talk with a journalist. You're tired.

But these activities don't have to all be done. Or any of them all done at one time. Pick a project or two and break them down into small steps. Write out when you'll perform those small steps at particular points in your day. Stick to the plan and before you know it... you've got those projects done.

However, if you just look at the entire project and all the little things you might need to do, it can seem daunting. If you focus on those first few steps, and only those, you'll be more motivated to start.

It's a great way to help you through the hard times when the phone is not ringing quite so much.

Related Posts:
When to Be Blunt
Providing Options to Your Clients

Are you a member of ConstructionDeal.com? If you're a contractor in the building, remodeling, installation or home repair industry, we can help you find more leads. Registration is free. You can choose which services you provide and which cities you cover... Then you can see a past history of lead activity in your area.

If you like what you see, you can upgrade to a Premium Membership and contact all your future incoming leads. It's that easy.

Contractors - Save Now... Pay Later?

2008-10-07T07:03:00.000-07:00

The financial markets are in disarray. Consumer confidence is way down. And your phone is not ringing (much.) To keep your business going through the tough times, should you tighten those purse strings? Definitely. But is it time to pull the plug on your marketing efforts?

One school of thought is to hunker down and not spend a dime on anything. Hope you have enough cash flow to ride out the storm. When things return to normal, you can start purchasing those ads in the paper, buying leads from online services, and sending out direct mail flyers.

The other school says this is a mistake. This is not an ordinary economic downturn. No one knows how long it last. People may be forgoing the expensive kitchen remodels or garage additions, but... they still own a house and it will need some work. They are going to be looking for a reliable contractor. If your competition continues to advertise and market their services during this downturn, they will be getting the jobs you need to stay in business.

Suspending your marketing campaigns during rough times seems like a great idea because you're saving money. But if you're not bringing in new business, you won't be bringing in new money. And when the old money is gone, the economic recession has just become an economic depression.

Is it Time to Diversify?

2008-09-30T14:36:00.000-07:00

For those who are general contractors who perform all types of services, it can be easier to find qualified work during har economic times. But for small businesses that specializes, times like these can be tough. Is it time to diversify?

With consumer confidence at its lowest level in fifty years, people are reluctant to make calls to get their improvement and repair projects completed. Fewer leads coming in can mean fewer jobs. To stay in business, keep your cash flow strong.

So, this brings up the question - should you generalize your services and take on a broader range of projects? As always, it depends on your business. If you have enough work lined up for the near future and you have cash flow to expand marketing efforts, you should be okay. However, you should think about expanding the number of lead sources you have.

If you have some work still ongoing but the phone has stopped ringing, it could be another story. To stay liquid and stay in business, it might be wise to use your marketing budget to bring in a broader range of jobs. If you have the expertise to add additional services to your business lineup, you may be doubling or tripling the amount of jobs you can bring to your business. That may be enough to get you through the tough economic times. You can return to your specialization later.

Being a specialist in this industry means your services will always be in demand if there is little competition. But demand can drop when worry takes over. Take a second (or third) look at your business and make the necessary changes.

Will Wall Street Affect Main Street?

2008-09-23T13:14:00.000-07:00

It's been a wild, bumpy week in the financial world. Does the doom and gloom in the news affect you and your small business? Under normal circumstances, no. But these are not normal times. Two things are going to affect you and your business through the rest of this year.

First, your potential clients are watching the news and are worried about their stocks, 401K accounts, and insurance policies. This will sharply affect consumer confidence through the rest of the year. If people are worried about their money, not only will they not risk a high-end remodeling project but they may also skip on needed repairs and regular maintenance.

Second, as banks and investment firms circle the wagons, there's going to be an even greater tightening of credit. They'll take even fewer chances in the coming months and so it will be harder for folks on Main Street to get to the money they need to hire you.

Those two factors could severely impact every contractor and small business owner in the construction and remodeling industry through the rest of 2008.

We haven't had this sort of pressure put on the financial industry since the Great Depression so we're moving into uncharted territory. Fear of the unknown could prove harder for all service professionals to close those deals.

Keep an eye on your ConstructionDeal.com Contractor Update page for more updates in the coming weeks.

Contractors - We Don't Trust You

2008-09-19T09:05:00.000-07:00

According to a new survey by the Better Business Bureau, consumers don't trust you. Well, not you specifically. A survey on trust was conducted along with the Gallup polling group. They found consumers are less trusting of companies they regularly do business with. Contractors were among the least trusted industries, along with grocery stores, auto dealerships, financial institutions and wireless providers.

"The decline in consumer trust causes serious problems for businesses," said a regional president for the BBB. You could see this survey as a result of a very down economy. But you could also see this as an opportunity to gain an advantage over your competitors.

When it comes to your business, consider and evaluate how you can put trust into everything you do. Does your phone book ad convey trust? What about your sales efforts? What about building trust on the job site? Do you offer any guarantees? Do you promise to make it right if something goes wrong? Do you belong to any associations, such as the BBB, NARI, ASID or any other letter combination that could show you are serious about your craft?

Build trust with potential clients. They have many alternatives to choose from, but if they feel they can trust you and your business they will come back and they will refer others to you. That is how you stay in business.

What Is Your Business Name?

2008-09-02T09:02:00.000-07:00

As a contractor, you can make two choices with your small business. You can try to be all things to all people or you can specialize. And it always depends on what's right for you. But you need to make sure your business name matches the type of work you do.

For instance, if you're a contractor who does it all - from painting to plumbing to design services - then you should probably not name your company Frank's Interior Painting. The same holds true for companies that specialize. Joe's Contracting Service won't help your business if you only install custom staircases.

If you started out as one type of company, like interior painting, but have branched out to cover more work then your company name must keep up. Think about all the places you are listed - in the phone book, in the ConstructionDeal.com directory, in the newspaper, on the radio. Whether it's on a business card or in your email address, you need to be consistent.

Many fear making a business name change because it's a lot of work or it's listed in too many places. But the key to getting the work you want is to have your business name represent your business. If your name is too vague or too specific, you could be losing business. Potential clients need to believe you can do the job for them.

Your company name says a lot more about the quality of work you provide than you think.

Into the Contractor Mailbag

2008-08-25T08:58:00.000-07:00

I get email questions from contractors around the country. Here's one that comes up a few times and I wanted to address it here in the Contractor Update:

"I sometimes feel guilty when I tell customers how much I charge? Any advice?"

Many contractors feel like they are asking a lot for their services. They're quite sure they're losing business to others who charge much less than they do. Since many homeowners and business owners don't always know how much your products and services cost, they balk at paying a higher price.

But if you provide a quality service and you are proud of your work, you should never feel bad telling clients your cost. It's important to not flatly state your prices and leave it at that. You'll need to sell your service to justify it. Even if it's just a quick phone conversation. Explain to a potential client that you do great work and they may find someone cheaper but that they will get what they paid for.

If you feel guilty or give in too quickly to a price reduction, you'll only cut into your bottom line or into the quality of the work you do (to finish under budget.) Be proud of what you charge and your clients will sense that confidence that they have found the right professional for the job.

Have a question? Email me at Tim (at) ConstructionDeal (dot) com

Contractor ROI - Return on Investment

2008-08-15T08:55:00.000-07:00

It takes money to make money. It's a fact of life for small business owners. It's important to track how much you make from how much you are spending. To do so gives you what your return will be on the money invested. The Return on Investment, or ROI, is how you know you're making the right decisions for your business.

There are lots of things you can track but the one you should focus on is the ROI for your marketing efforts. By knowing the numbers, you can tell how well the money you're spending is working. Whether you're spending money on a yellow pages ad, on a ConstructionDeal.com membership, or on a newspaper ad, you should be able to track the amount you're making based on what you're spending.

The hardest part is knowing where jobs are coming from. Was it a referral? A call from the phone book? From your website? Keep a log of all your calls. If you have a receptionist you should have that person keep a log. Emails and website requests are easy to track, but phone calls are harder. Make sure everyone asks as soon as possible how they found your business. If you can afford it, you should use a separate phone number for each major campaign. This allows you to track where traffic is coming from.

By keeping track, entering your log stats, and adding up your numbers each month and each year, you can see how much you're making from your marketing budget.

Register today and become a member - we can be a new source of job leads for you to track!

Failure is an Option

2008-08-08T08:52:00.000-07:00

Taking big chances in a down market, with consumer confidence at its lowest levels ever, can be risky for any business. Many want to avoid risk because it could mean failure and loss. A lot of companies have gone under because they would leap before they would look. One thing to consider - if you're not taking any chances, you're not doing anything.

Failure to innovate and change with the times or the market or the consumer has killed just as many contractors as has a lack of cash flow. If you decide not to become a new dealer for a fancy new product or avoid an expensive but time-saving tool, it's possible you have avoided failure. But failure is the only way to truly achieve great success. Without trying new systems, new materials, or learning new trades, you will get passed by those who are not afraid to fail.

The trick is to look before you leap, not to avoid the leap all together. Make smart decisions based on what your company can handle. But make those decisions when your gut tells you it could be the right move. Here at ConstructionDeal.com, we're always brainstorming new services and new ideas. We go forward with many of them and if we fail, we learn from the experience.

Oscar Wilde once said that, "experience is simply the name we give our mistakes."

If you're not already getting plenty of leads from us - take a chance on ConstructionDeal.com. We'll help you find qualified leads that can bring in more work and more revenue for your business.

Contractors - Update Your Profiles!

2008-08-04T08:48:00.000-07:00

The deadline is approaching to update your online profiles with ConstructionDeal.com!

Make sure customers can see you! Your old profile will be deleted soon. Without completed profiles, your business will drop from sight in our Contractor Directory.

We are constantly working to improve our services. With specific profiles for each type of work you perform, we're giving you the chance to advertise your specialties. For example, if your business does roofing, siding, and fencing work, you get to make a profile for each category. You'll be able to enter license, insurance, and details on each of those categories!

Click on Create Profile for each category you've chosen. Describe your business in brief as well as in full detail. Provide any license, insurance and bond information that applies. Finally, tell people about your associations and awards related to your business.

This is a great way to tell potential clients about your business. And it's another way we're helping your business get more exposure!

Update your profiles today.

Dysfunction Junction

2008-07-25T08:46:00.000-07:00

You install a great product. Or your team is the best in the business. Perhaps you are the greatest contractor of all time. And you know it. Is that a bad thing? No. But letting others know it can be. When you are selling your company to a potential client, certain traits can turn people off.

Having too much confidence during your sales pitch can lead to a no-sale. Overconfidence can make clients feel like they're being over-sold and talked down to. Sure, you know the industry, but when it is forced down throats, it will make potential clients back away.

What worked before will work again. That mantra can kill your sales pitch. Why? Because times and people change. Whether the economy is up or down, or the latest trend is in or out, the needs of the people can and do change. You need to be aware that what worked in the past may not work now.

Yes, you may work with the best products or materials in town, but your future customer doesn't need to be oversold. Let them know how these products will make their lives better, save them money, or help the planet. Don't try to convert them to become missionaries. It's too much for most to handle. 'What's in it for me' is all they care about.

Avoid these dysfunctional behaviors when you're selling and you'll close more deals.

Related Articles:
Be Part of the Solution
No Job Too Small

Looking for more deals to close? We can help. At ConstructionDeal.com - we match contractors to people with remodeling, building or repair projects. Register free to see how many leads we have in the services you provide!

Contractors - Go From Good to Great

2008-07-10T08:43:00.000-07:00

All contractors want repeat business and referrals. The best way to get them is to do the job right, the first time. Quality craftsmanship and quality products make a difference. A satisfied project owner will come back to you again and her or she will pass along good referrals. Here's a tip on how to go from good service to great service:

Ask this question to your client before work starts: "What is your number one concern?" If they give a generic answer, dig deeper to try to find out what they are truly worried about. You're looking for a concrete concern that can help you and your team avoid a disaster.

It could be something as simple as keeping down excessive dust at the worksite. It could be they have a dinner party or wedding reception planned for the location and they're worried about the project going over schedule. Whatever the concern is, find it and fix it.

By knowing what they hate, what keeps them up at night, you'll solve the problem before it becomes a problem. When all the work is done, and the dust has settled, you will be a knight in shining armor to your client. In turn, they will sing your praises.

When you know the answer to "What is your number one concern?", you will get you referrals and repeat business and that is the best way to keep profits rolling in.

When To Be Blunt

2008-07-03T08:35:00.000-07:00

With consumer confidence at an all-time low, people are hesitant to pull the trigger and sign your contract. Many want the work or maybe need the work to be done, but are unsure if the timing is right. Sometimes the best thing is to do is be very blunt with these potential clients.

You can kill your business waiting for an answer from customers. Waiting doesn't pay the electric bill. Working does. Being blunt is an option, but it should not be your first option. Being pushy can kill any potential job. You hate pushy sales tactics and so do they.

After you've discovered the needs of the project owner, and after you've given your sales pitch to win the contract, you need to close. Closing means you or your team gets to start work. To close, you can ask open-ended questions and narrow down whether or not the client is ready. But, at some point, bluntness can be required.

"What is stopping you from hiring me today?" Simple and to the point. "Do I have any chance of getting this job?" Putting them on the spot may be an alternative. "Can you afford to do this?" By asking this, you have moved right into the Uncomfortable Zone, but it might be the best place for you.

After you ask these types of questions, you'll know what the situation is and will either be able to close the deal or move on. If you have to move on, at least you're not wasting more of your valuable time. And with the current economic conditions, that can save your business.

Related Articles:
What Do You Know About Your Clients?
Sales Advice - The Phone Is Your Friend

Is your contracting business located in our Contractor Directory? It should be. It's FREE! And our site gets thousands upon thousands of visitors a day, looking through our directory. Can they see you?

Register your business for free today. Fill out your profiles completely. Request to be listed in the Directory. It's that easy...

Contractors - You Can't Discount Quality

2008-06-25T08:18:00.000-07:00

Some businesses charge low prices and use less expensive products. Others charge a premium for services and use high-end products. How do you survive during slow times when you perform quality work and charge a "pretty penny" for it?

When people have money to burn, getting clients is not difficult. At times like this, you have to think about how you and your sales team bring in new contracts. You not only have to bring a valuable service and end-product to the table, you have to start presenting your value immediately.

In your first conversation, explain your services are not cheap. Qualify them instantly by admitting you cost more than your competitors. You might lose people at first but you'll keep many by following up with the details that you use the best products, have the best technicians in town, and use the finest products known to man. In other words, you don't cut corners.

Next, let them know the competition is not only less expensive, they are cheaper. There is a difference. Follow with the fact your competitors work with anyone but your company only works with a handful of selected clients. That you provide warranties and guarantees. That you offer superior customer service from start to finish. In other words, the competitors cut corners.

Finally, seal the deal by never offering any coupons and discounts. How will the potential client know this? One, they've never seen a coupon from you and, two, you tell them. Remind them you cannot discount quality. That your business takes longer on the job than most because you put in more time and energy on every project. That your company stands behind every job you perform.

You will lose business because not everyone can afford you. But you will get more of the business you want because some want the best and are willing to pay for it.

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Are you a general contractor? Landscaper? Roofer? Interior Designer? We can help you find more work. We have construction jobs, remodeling jobs, design jobs, handyman jobs... you name it. Register your company, at no cost, and see how much lead activity we have in your area. If you like what you see - you can become a subscribed member and start working more today!

If You Raise Prices, Do You Lose Clients?

2008-06-19T08:05:00.000-07:00

Everything is costing you more. Fuel prices, supplies, materials, labor. To stay in business, many are going to have to raise prices. How do you do that without losing business? There are ways to do it so you don't lose existing and potential clients.

First, you must accept that if your pricing changes, you're going to lose some business. In tough economic times, many simply don't have the money to pay more. Those customers will need to be replaced and may come back in better days.

Next, you need to provide ample warning to your existing clients. Calling or sending out a newsletter, email, or flyer to let them know is a great way to keep them in the loop. Consider that you could use this as an opportunity. Since pricing will be going up, you could give them time to "get in" at the old price to save them money. At worst, it keeps your business name in their minds.

Also, you might consider baby steps. Instead of a massive one-time price increase, perhaps you could raise prices in small increments over time. 3 or 4 "nudges" in costs could be better than one big push.

Finally, you should explain the reasoning for the price bump. You don't have to open your books to them, but let them know that material costs, labor, and oil increases are killing your margins. Let them know you're not being greedy, you're being practical.

As with everything, try to do some research. If you're not offering one-of-a-kind products and unique services, you're not going to be able to raise prices higher than your competition. Price yourself too high and you'll go under.

Sales Advice - Ways to Make Them Talk

2008-06-03T07:42:00.000-07:00

As a contractor, you can never have enough sales advice. Nearly every time you meet with or talk on the phone to a prospective client, you have the chance to earn more revenue. Being equipped with sales tools and techniques is how you land more contracts.

Sell the Sizzle
When you're talking with a client, you usually find out right away what they want. They want to remodel the kitchen, build a new deck, or install an electric heat pump. But it's really important to find out what they need. People make decisions based on their emotions. When you find out what is driving their decisions, you can turn the tables and really "sell the sizzle!"

Ask your potential clients open-ended questions to get them to open up and spill all you need. For example, an innocent question like, "Why is that important?" or "What does it mean to you?" can really allow clients to talk about makes them passionate. To explain what's driving them to talk to you at all.

Simply saying they want a new garage door doesn't tell you that the client is competing with the neighbor across the street. Knowing this can give you the ammunition to say things like, "You want to really show up that guy? Take a look at this..." as you bring out a few pictures of the latest and greatest in garage doors (or whatever product your business works with.)

Curiosity Won't Kill This Cat
Be curious. Curious lets the potential client see that you care. People love to talk about themselves, talk about their passions. The more curious you are about their needs, the more they will be willing to give you everything you need to close that deal.

RELATED POSTS:
The Phone is Your Friend
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Silence is Golden

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Contractors - Is Winning Everything?

2008-05-19T08:29:00.000-07:00

Once, there was a school professor who auctioned off a twenty dollar bill. The competition between the students was fierce. Soon, the bidding went above the actual value of the prize. One student paid twenty-six dollars for the $20 bill. Doesn't make sense, does it?

Many times, your competitive nature can get the best of you. And this desire to win can be the downfall of your business. Underbidding a competitor or over-promising a client can really get the blood going but these are really high stakes decisions you're making. Fears of not getting a job, fears of not meeting a deadline, and even just having a small crowd around can incite your desire to compete and try to win.

Stepping away from a heated negotiation is not a sign of weakness or a failure of any kind. It is a sign of intelligence and leadership. Realize that this is not a war and your rival is not really the enemy. This is business and your company needs to be around for a very long time. I'm sure you're aware of the success rate of most contracting businesses within this industry. It's not good.

Don't make spur-of-the-moment decisions just to meet a deadline. Bruce Springsteen once said, "A release date is just one day, but the record is forever." A deadline is one day but your decision could affect you for quite a long time.

The best way to gain the respect of any crowd is to know when to walk away for the best of your business. Try to go into any negotiation with set maximums and don't go beyond them at any point.

Cut into your profits and you cut out the heart of your business.

Keep Those Star Employees on Your Payroll

2008-05-07T10:27:00.000-07:00

Most of us have had that perfect employee working for us at some point. Many of you may have lost those special workers when they decided to move on. You remember how hard he or she was to replace. Here are tips to attract and keep those really special (and hard to find) employees:

Hang On To Your Workers

Whether the worker is a technician, salesperson, subcontractor, or secretary you want to make sure he or she is invested in your company. But not in a monetary way (although, it does help.) It's important to empower your great workers. Empowered employees are generally happier and stay with a company longer. Empowered means you give them goals related to the success of the business, give them chances to be more creative in what they do, give them access to the same resources as everyone else, and give them the chance to organize their own time.

Praising good work does not make good workers stop working hard. Give those special employees special recognition when they deserve it. People not only enjoy a job well done, they enjoy being recognized for it.

People work to take care of their families. Keep family emergencies and situations in mind and allow them time to work things out. Don't let anyone take advantage of it but when they understand you know that family is important, they will go to the ends of the Earth for you.

Let the best work with the best. If you bring in rude or abusive clients only to force your best workers to deal with them, just for the sake of a buck, you could lose these people. There will always be difficult relationships in any business, but bring back a disrespectful client or not helping in a bad situation will push quality employees away.

Great workers are terribly hard to find. When you find them, you'll inevitably lose them. But taking steps like these can help make sure they stick around for a long time. You'll never know what you've got until it's gone, they say. Make them a priority and they will help your business grow for a longer period of time.

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Overcoming Objections - Risk

2008-05-02T15:14:00.000-07:00

Risk is more than a great board game that takes way too long to play. Risk is something your clients face when making decisions about their project. Risk is a major influence for people.

It is why some people choose a familiar company or product over an obviously better choice. When you're explaining your services to clients, keep the risk factor in mind. They may not pick your company because it involves taking a chance.

How Do You Overcome Risk?

Try to take risk out of the equation. Whenever possible, provide a guarantee. Money back guarantees or satisfaction guarantees go a long way to letting clients feel more comfortable taking a chance on you.

Allow people to try out your products, if you can. A trial or test of how a product works or how a material looks over a period of time can do wonders. You might even be able to promise them that you will remove or replace a product for free if they're not happy.

Another option is to prove your experience. Risk goes away when people are convinced they are dealing with an expert. Provide testimonials, before and after photos, references, awards, associations you may belong to, and more. If they can see you are a specialist or good at what you do, you have a better chance of closing the deal.