I got into working with contractors because I “got” their pain. Many contractors I worked with were fantastic at their craft but they didn’t know how to sell, market or promote their businesses.
I, on the other hand, have a mouth that doesn’t shut up but I can’t hang a nail!More
Contractors have a great advantage when it comes to being a utility to prospects because most people (me being one of them) have no idea what is involved in a remodel, in a new junction box, in laying carpet…pretty much anything!
That means we lean heavily on our contractors to guide us and be the resource we need to help us make the right choice.More
I have had two people ask me in the last few months “how do you get all this done?” or “how long do you work a day?” So I thought I would peel back the curtain a bit and give you an inside look at how I work.
I do this simply as a sharing exercise, and I hope you might get involved and give all of us a view into your day down below in the comments. It would make this post that much more meaningful I think.
So here it goes…
I get up about 6-6:30 and the first thing I do is get coffee going. For the typical day, coffee is going to be big.More
You don’t need a selling style. You don’t need the Franklin close. You simply need to be able to tell a story about your business. More
Many contractors work on the assumption that the low-cost provider always wins. That isn’t true…at all. What Mrs. Jones is considering is value. Value is what determines the win/loss game.
If you present value to your prospect instead of just a low price, you have got the receipt for success the rest of this season.
How to present value if you are a low cost provider?More
This is important. While you try and remember where you put your that gas receipt from three months ago I want you to remember this; you are not going to find an asset on your balance sheet this text. Of course you are going to have a list of assets, but the real asset is the relationship you have with Mrs. Jones. More
Do you build value or compete on price? I know most contractors love to say how they don’t compete on price yet they are the first one to offer a discount or percentage off when Mrs. Jones gives them pushback.
If you really want to be able to improve your bottom line, lead with value first. Show them your work, paint a picture, create some kind of imagery that makes Mrs. Jones go gaga to get you to work on her home…then price is a lot less of an issue.
You don’t have to be the better contractor. You can do the EXACT same work and beat the shit out of your competition. All you have to do is show that you give a little bit more than the guy you are competing against. More