What can you do to bust your personal recession? One thing for sure is that the economy always improves whenever a good service or sales person shows up at the door. The same is true of your personal economy. It always gets better when we create better results. Yes there are stories of carnage in the contracting industry with record numbers of businesses failing. But there is one thing to remember. This truth is undeniable. That truth is that a sale is never lost. It just goes to your competitor.
Because of this truth, ironically there are a few contractors who have grown enormously when they grab this seemingly “lost” sale. That’s right. When you lose an opportunity to capture a customer, you not only lose the customer and the money but your competitor is fueled by getting the immediate dollar and the long term relationship. A relationship that if managed correctly can result in between $30,000 to $50,000 in opportunity over the next 5 to 7 years.
After seeing for myself firsthand the financial success of our Virtual Coaching Students, I have been thinking about how some embrace success so easily like it is their old friend and others DARE to leave opportunity in the dust. The one thing that success and failure have in common is that they both leave a path for all of us to follow.
Why some decide to follow the path to failure is beyond me when the path to increasing revenue and profit while making customers happier is so well illuminated.
This is a video of some our ContractorSelling.com members sharing their stories about the greatest challenges facing service contractors today. Watch this fascinating segment of how keeping an open mind can change your life.
I received a call from a service contracting sales person named Fred about a situation he found himself in that really took his confidence down a notch. Fred is the top performer at his company and has achieved a 73% closing rate with a 55% gross margin on his jobs. By all measure of success he was a doing a great job.
Then he had a call where after presenting his customized solutions, his buyer lit the fuse on a sales-bomb and completely devastated Fred. The buyer listened to Fred’s presentation and
When Joe and I first discussed the possibility of me writing a “Dear Julie” blog for our Web site, I thought, “What could I possibly have to blog about? Who would want my advice? What if no one sends in any questions for me to answer? Then what, Make up my own?” I spent many hours thinking about what I would say and how I would say it and still felt I had come up with nothing.
The only other time I felt this uncomfortable was one of our very first consulting jobs. Well I should say one we actually got paid for, which was with an East Coast plumbing and HVAC company outside of Boston, MA. Joe had already been to the company several times, going on ride-a-longs with their techs and waxing philosophically, as he often does, when he brought me in to talk about some of the other problems going on in the office.
Your Personal Economy
