It Started Wars

There may be some of you who remember, as I do, that there was a time during the 1950’s thru the 1980’s that wars were literally started to prevent the spread of communism throughout the world.  Although we are far removed from the era of “the communists are coming” I see a lot of what defines communism in the mediocre performers in many service businesses in our country.

At the heart of communism is that nobody should have something more outstanding or better than the average person.  Whatever one person gets, so should everyone.

That brings me to a question I must ask all of you in the service contracting industry. Are you aware of the spread of communism that may be spreading throughout your company starting with your mediocre performers?

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Does Your Life Ever Feel Like The Main Plot of a Movie?

In the 1989 film classic Field of Dreams, an Iowa farmer by the name of Ray Kinsella, hears a ghostly voice that whispers, “If you build it, he will come,” and sees a baseball diamond in the middle of his cornfield.  Although his wife is skeptical and his family thinks he’s a bit off-centered, he plows under his corn to build a baseball diamond, only to find himself on the verge of bankruptcy and having to sell the family farm.

We All Identify With Taking Chances

I suppose most of us reading this can identify with this movie.  We all hear that little voice inside of us at one time or another telling us to take a chance. Take a chance in starting a business or starting a family. Take a chance in purchasing our first home.  Take chances with our future.  And we do it because something deep down inside tells us we “have to.”

Ray could have decided not to build that baseball diamond.  He could have chosen to continue on the same path that he had been on for years growing corn, making a little money to support his family, just barely surviving.

Listen To That Little Voice

Instead he decided to listen to that little voice inside his head because he began to understand the meaning. It’s not about the overpaid ball players or fancy ball parks with trains and waterslides. It’s about the experience and connections that we tie to those memories of the game.

For anyone who has ever thrown a ball in their backyard with their dad the experience is what recalls the strong emotional connection.

Your memories of this year’s Service Super Summit should be as if you were out there playing a game of catch.  A place you will go to hear great speakers, learn new information, and make new connections with people you will hold dear throughout your life.

We Need Your Help

That is why we need your help.  Although we have a good group of people signed up to attend this event, we could still use more and are asking your help to bring those connections together.

If you know of anyone who could use help with their business or is good at helping others, please send them our way.  We would like them to attend so we can make this year’s event the one you remember.

This year’s Service Super Summit will focus not only improving your sales, marketing and profit, but also an emphasis on a “Turn-Key” approach that will sustain your success month-after-month.

Join us in Long Beach, CA, March 13-15, 2013 to learn how to…

• Automate Marketing To Work Every Time
• Convert Callers Into Buyers
• Recruit, Compensate & Manage Premium Technicians
• Create An In-House Performance Coach
• Rocket Your Sales
• Manage Rapid Growth
• And many more speakers and subjects that will inspire you and your employees to lay down the ground work to create a business that will achieve your vision.

Here is what you’ll get at the Service Super Summit 2013:

• Early check in and Social Meet and Greet on Wednesday evening
• Breakfast and Lunch on Thursday and Friday
• Access to video replays of all speakers after the event included
• MP3 downloads of all session included
• A 30-60-90 day action plan from each speaker
• Follow up access to all speakers included
• Investment to Attend $497 – Buy Tickets Now!
• Contractorselling.com Members – $397 Bonus Price Click Here

It is important to call and make reservations as early as you can. Ask for Julie or Colette to help with your arrangements 9 a.m.-5p.m. PST.

With warm regards,

Joe Crisara

Contractorselling.com

877-764-6304

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A Search For Truth

The following is an excerpt from article which features an interview the the good folks at Plumbinginfo.com did with me (America’s Sales Coach Joe Crisara) in the fall of 2012.  Author Sean Kavanaugh was researching sales systems for plumbers in attempt to help those struggling in this economy. He was searching for a true “customer focused” system that would benefit clients and contractors when he came across our material.

I invited Sean to audit the training and he actually attended the 6-day training program with 4 weeks of follow up coaching so he could see first hand how it worked in the field.  Sean called me back several times to convey how the results were beyond his expectations.

After seeing these results and how it increased his revenue and also how clients were pleased with the process, he requested this interview and I decided to post it here so those who have visited us but needed more info about our services could understand the motives and science behind our program.

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Three webinars for one price by one of the most successful sales people in the HVAC industry

Cost: $57 for entire 3-part course and archive access

Package: 60 minutes EACH, plus workbook, downloads, follow up for each and access to replays of all three webinars for one year

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A Hard Business Indeed

HVAC, Plumbing and Electrical service contracting companies are like no other small business out there today.  Most small businesses are made up of only 1 person and consist of selling their old lamp shades and shoe laces on Ebay.  All they need is a camera and computer.

A contracting business on the other hand, well, they need a brick and mortar building, trucks, inventory, and a whole lot of other things on top of that camera and computer.  Not to mention dealing with government regulations, licensing, permits, tech training, software training, driving records, unfathomable workmans comp insurance costs, not to mention all the other insurance costs…should I keep going?  You’d probably never even get to see your family if it weren’t that they all work for you.  Who has the time to work “on” your business.

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Should We Get Paid To Refer?

I recently wrote an article that was very popular about the 7 Things That Customers Never Want To Hear. In the article it stressed that clients never want to hear, “We don’t do that kind of work.” My suggestion was that we refer someone or find someone to do work for our client that we ourselves are not qualified to do.  Recently a client asked a question about whether we should get paid for referrals or just provide them at no cost to our clients.

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Uncommon Thoughts

I want you as a service professional to think about some of the situations where you said things to clients when you really weren’t thinking.  Thinking before talking is one of the most uncommon skills that people possess in this new era of tweets, likes and post.  Unfortunately, chances are pretty good that if you actually put thought into what you said you would regret it. You may have even unknowingly driven customers into frustration to the point where they silently decided to not do business with you again.

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First Time Ever

The World Series Of Service Contracting Customer Service is a series of THREE webinars held on consecutive Thursdays this fall from the Nation’s TOP service contracting customer service trainers. CLICK HERE to help your office staff and invest in their improvement with these three powerful courses:

Course #1 – October 4th – Turning Shoppers Into Buyers: Service Expert Julie Crisara will show your office staff the skill of converting people who are just shopping for parts or ballpark prices into clients who are on your schedule as viable opportunities for your techs and sales people. Stop losing profitable opportunities

Course #2 – October 11th – Creating Service Champions: World reknown customer service expert Steve Coscia will show your customer service team how to use verbal skills that will communicate your professionalism and quality to differentiate your company from your competitor.

Course #3 – October 18th – Qualifying Leads: Right Time & Right People: $6 million dollar contracting salesperson Rick Picard will help you “position” your sales people so that they will be in front of important decision-makers at the “right time” to increase your closing rate. Stop getting excuses to “think it over” and start timing your presentations to close more sales.

Course #3 ALSO includes a summary roadmap to become a Service Contracting World Series Customer Service Champion!

Only 550 seats available

Don’t LOSE this opportunity - CLICK HERE to be a part of service contracting history & sign up now BEFORE this event sells out!

Here’s what comes with the Turning Shoppers Into Buyers Webinar:

Cost: $47 for entire 3-part course and archive access

When: First Webinar at Thursday, October 4th at 2 pm eastern time, 1 pm central time and 11 am pacific time

Duration: 60 minutes EACH, plus workbook, downloads, follow up for each

BONUS: Access to video replays & Mp3 audio downloads of all three webinars for one year

Continuing Education: 1 credit Certificate of Completion (It is up to each individual to verify that the course is approved by their state licensing board.)

Questions? Check out our FAQs.

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Self Destruction

If you were told that the “jargon” or language that your industry uses was hurting your sales, would you believe it? Well, not only is it destroying your closing rate and average sale but it is also making it harder for you to communicate with your customer. In many cases, it is alienating them beyond the point where they can barely understand you.

Using industry jargon is just plain bad service. Why would a customer call you if they really wanted to learn the “inside language” of your trade?

Think of the time that is wasted explaining what this jargon means. Why not just start by explaining what the problem is causing and then by explaining your solutions by saying what you will do?  But this time use the “customers” language and explain what the problems are doing to harm the system. Then explain what your solution will DO, not what they are.

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