I noticed in a national magazine last month that they have an advertisement from the Seasonal Source folks again this year promoting seminars on how to do holiday decorating. You can get the details here: http://seasonalsource.com/contractor-education.html. Some of the classes have already been held, but there are other sources for these type classes and [...]
Continue reading: Holiday Decorating – Keeping the Bills Paid
Today I listened to a local radio station that was piped through the phone system as I waited on hold for my buddy at the local hardware store to tell me if the chains for my chainsaw had been sharpened yet. The advertisement talked about wasting money, and one line was a guy saying, “Honey, [...]
Continue reading: You know how to unplug a toilet, but not everyone does
As we roll toward the end of summer, construction-related companies that are doing a good job of advertising are keeping busy and making money. Good on you! With money coming in, keep an eye on how you are spending it.
This time last year, nobody was buying much of anything. August and September 2009 were [...]
I was talking with my son-in-law this week about securing new work. He just moved his family back to our area and has 6 mouths to feed. He did not and does not have time to wait for the phone to ring, he’s out hustling work every day.
He told me he went to see [...]
Someone asked me recently if I thought a salesperson for a construction-related company should help provide leads, and how many. My answer – yes, they should help provide leads, and how many depends on the company.
Let’s start by working backwards, considering the amount of money the salesperson wants to make each year. I’ll consider [...]
Continue reading: Should Salespeople Have to Generate Leads?
Nothing happens until somebody sells something . . . for a profit.
If you employ a salesperson to help you sell something, for a profit, you need to pay them for their services. I am a firm believer in paying sales people by commission, a percent of the gross sales price of the job. Paying salespeople [...]
Interesting quote recently from Brian Tracy. He quoted Kenneth Blanchard, “The key to successful leadership today is influence, not authority.”
I have read this before said other ways, but it always gets back to the theme that the dictatorial manager won’t get the results they want by bullying or badgering to get things done “their way”.
My [...]
Most contractors I talk to believe that sales in their neck of the woods is different. They believe their potential clients are more difficult to sell to than anywhere else in the country. This is seldom the case.
Many of them fall into the trap of letting the potential client qualify them. Instead, they should be [...]
