“The mind is it’s own place and can make Heaven out Hell or Hell out of Heaven.” – John Milton
By Susan Russo
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Everyone has issues they are dealing with which range all over the “life experience” board. From relationships, to money, work, health, love, debt, decisions, crossroads, revenge, jealousy, bosses, bitterness, and on and on. These issues seem to consume us and fill us with worry, fear, hurt, pain, anxiety and more. But, they don’t have to. I know it’s easy to say but when you are going through it, it’s just not that easy. The truth is, it’s easier than you think because being upset is a choice.
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If you are in debt, what good does it do to worry about it? For that matter what good does worrying do for anything? Does it help you to get out of debt? Does worrying make the fear of more debt go away? What about your jerk of a boss, does it help you to have anxiety every time you are around this person? Does it make you feel better to fear what might happen?
Many people doubt the validity of getting referrals as an actual mix of their marketing. By accident, many people get referred by customers that love them. So let’s face it, referrals start by doing great service that people notice. In my thinking, if you can make something happen on accident, then you can make it happen on purpose.
As usual, the reason something doesn’t work is usually screwed up in the beginning not at the point the problem is apparent. Let me go over the most effective way to get referrals. The key to getting a hot referral is to let the customer know you need their help. We all want to help someone. Think about it, if your landscaper told you he needed help getting more business, if you loved his service, wouldn’t you tell everyone you knew?
(Templeton, Calif.) — world renowned social psychologist Dr. Robert Cialdini has been named the keynote speaker for the first annual Sales, Profit & Marketing Summit, Feb. 8 to 10, 2012, in Phoenix, AZ. featuring world renowned social psychologist Dr. Robert Cialdini.
“I’m totally excited for service contractors.” said event organizer Julie Crisara, “Finally hvac, plumbing and electrical service professionals will get the unfiltered information they need to increase their sales, marketing and profit results directly from the most respected expert in the field of persuasion. We really hope contractors take the chance to get information that had been only previously available to major think tanks, universities and iconic companies.” she added.
Callbacks are costly. Each time we go to a customer homes it can cost as much as $250 or more. In a recent discussion on Linkedin, John Whitney Jr. said, “Field service techs want the right tools and a minimum of distractions. Managers want constant contact, on-the-fly updates, and solid record-keeping. IT/ tech guys want cool new toys and the latest apps. The company wants to get the job done with one visit. And, of course, the customer wants the work done correctly and in a timely fashion. Sometimes, these goals all work together. But sometimes they don’t. What can we do to improve this situation?”
FIRST TIME EVER OFFERED: More than “just” a webinar, it’s a SERIES of FOUR powerful webinars (beginning October 6) from the Nation’s TOP trainers. You’ll see the GAME CHANGING METRICS to use in your company including:
Maintenance or service agreements are the lifeblood of every hvac, plumbing or electrical service company that is in business today. In a nutshell, they formalize the relationship between clients and your company. Agreements allow you a loyal base of fans that not only want to receive your marketing message but actually read this massage as well.
The carnage created by not having such agreements in place can cost you in many ways. Loss of clients and employees are just the beginning. Without service agreements to supply a steady “lifeblood” of loyal, returning clients it can eventually create an environment where companies can go out of business. Basically this program to sell service for the future at today’s price in exchange for payment today creates a circulation of cash needed to run every business that does service for residential or commercial clientele.
To me, the definition of selling is to provide a solution that is directly “on code” with solving a problem your customer has. Basically if you provide solutions that are more like a laser beam than a shotgun, your buyer feels you know their situation better than your competitor and so they feel inclined to purchase from you.
To find exactly what people need and want, you have to understand how they think. Most people in the service business are “out of balance” in this regard. What I mean is that 90% of the attention they spend is on diagnosing technical issues and not on diagnosing the family or people who live in the home.
Most people identify “Mom and Pop” shops for their welcoming charm. Yet despite a reputation for exuding a comfortable feeling, many end up closing their doors. Whether the challenge is big-box competitors, an economic slump or limited resources, making ends meet can be tough. But for Precision Air-Conditioning of Memphis, Tenn., the family business figured out the secret to staying open for 37 years and counting.
Just as individuals have a story, so do businesses. Ten years ago, asking Kathe Stewart if she would ever work in the family business would have resulted in a firm “no.” As a practicing lawyer, she never imagined she would one day be chief operations officer of her father’s air-conditioning company.
But in 2002, an unfortunate event changed the course of her life and the direction of her father’s company.
Contracting Heaven Or Hell?
