On sales calls, do you actively look for "add-ons" that will boost the overall sales price of the job and in turn your total sales volume for the year?
One of the traps that contractors get sucked into is worrying about the numbers on individual jobs. They are busy trying to figure out their overhead on a per day or per hour basis, fussing over minutia, trying to win each battle but loosing the war. This takes far too much time and effort, and seldom helps you or your company get ahead.
Your client might not be aware of things that you could do that could make their job better. For example, a few years ago we hired a window cleaning company for our home. While they were here doing the work, Devon commented about the blinds and the owner said, "I wish you'd said something earlier. I could have scheduled someone here to clean the blinds as well." Devon didn't know he offered that service – if he'd suggested it to her, she would have taken it.
Set your sales goals for the year and make sure all of your overhead and at least an 8% net profit are figured into your markup. Now, when you sell a job, look for other things that you can sell or upsell to increase the overall size of the sale. Every dime counts. The sooner you can reach your break-even point for the year, the sooner your company can realize a profit for that year and the larger your profits will be.
Now I am not talking about hitting the customer with a bunch of "extras" or "surprises" after the job has started. I am talking here about upselling. This is something all professional sales people watch for.
Add ons are a great way to assure profitability on a construction related project. And make your clients happier.