OK, it is getting close to that time of year again where big boy contractors start thinking about next year’s marketing budget. And if you want to be in business next year and have a reason to read this blog for more than my rapier wit, then you better have one in mind. The market…
Many contractors go into an estimate or presentation hoping the client won’t raise any objections that are hard to overcome. But if you just realized that objections are a natural part of the client buying process, and if handled correctly, could lead to a solid business relationship, then you are a selling machine! Think about…
I have been spending a lot of time lately helping contractors close new business. Or, more to the point, helping them learn how to do it themselves. So, I thought I would talk about it here a bit. Selling is what happens after the marketing works But for many contractors, the sales call process is…