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Stack The Deck Before You Drop Your Price
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. […]
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Contractor Marketing Tip: Deposit Social Capital Too!
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 […]
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Build Value or Compete on Price…Pick One
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 […]
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If You Have Ever Lost a Job on Price…You Need to Watch This Video!
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.
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What You Ought to Know When The Prospect Says No!
Contractors often run into trouble when they hear “We need to think about it”. There is no comeback from
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4 Reasons Why People Buy – Part 2
Yesterday, I started a post about selling and sales, and why people buy. Today, I am going to list the 4 reasons why people buy and talk a little bit about the selling process. Ready? People buy for all kinds of reasons, and despite numerous studies on the subject, no one has actually nailed down […]
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