We’re in a cyclical business, and those “in-between” months can be tough going for a lot of contractors. But it doesn’t have to be that way.
In my last article, we covered why most shops are leaving tons of money on the table by not having active referral programs. We talked about how a good referral program benefits the company, the employees, and the customers.
I even gave you some talking points to use with your people to get them enthusiastic about seeking referrals.
Today, I’m going to give you 25 great ways to get the referrals flowing and keep them flowing all year long. Some of these are super quick and easy to implement, and others may take some setup, but I’ve personally witnessed each and every one of them work over the years.
You’re going to want to save this one!
Choose the ones that will work best for you, and start booking all those referral calls!
What makes the absolute best business lead imaginable?
How about someone who already has a positive impression of you and your business? Better yet – maybe someone whose friend or family member has already told them they’d be nuts not to call you and has pre-sold them on how wonderful you are.
Obviously, I’m describing a referral, and I don’t think it’s new news to you when I say that they’re a gold mine. No doubt about it – referrals are the easiest and most profitable type of lead to close.
I mean, you’re still going to sell equipment, but you need to totally change the way you look at it. It’s not your main product. Not anymore. Not if you want to thrive in this business.
In my last article I told you about commoditization, the REAL villain in the contracting industry, which is the reason for so many of our brethren’s financial struggles.
The products you sell at your business have become no different than a gallon of gas to the general public because they have tons of different places they can buy those exact products (or similar products) from.
And how does the general public decide where to buy gas? The go wherever it’s the cheapest.
If you continue to have the mindset that you sell equipment and parts for a living, you’ll be forced to continue to play “the lowest bidder” game and struggle financially as a result.
So is that just the way it is in this business these days? Should you just suck it up and accept it as the new normal?
Oh, hell no.
If you’re willing to make the change, I can tell you how to fix this problem.
You’re frustrated with the way things are going at your shop. It seems like the harder you work, the more difficult it becomes to make a profit. When calls come in, it seems more often than not they result in low-priced, low-level tickets… or even worse, dispatch only fees.
At times it’s hard for you to see the silver lining, and it’s even harder to imagine things improving if something doesn’t change in the near future.
Now, if that DOES sound familiar, I have two things to tell you…
Remember, before you can attend the 2-day advanced training you have to be a graduate of the 3-day basic training prior to attending. You can do this all in one week or by taking the basic training first and then return when you’re ready at anytime in the future.
The TotalImmersion Sales Summit is not a magic wand. The magic starts inside of you by having the passion to perform Pure Motive Service for your clients, your company, and your family. Watch this video to learn “What Is TotalImmersion?”
STEP 1: Download your FREE 2016 Fall Training PlannerCLICK HERE
STEP 2: Choose the people who need to improve their results
STEP 3: CLICK HERE to sign up for a Total Immersion Summit
In the previous articles in this series we introduced the idea of creating “Options, Not Ultimatums” and also the “4 Strategic Rules” to follow when adopting this philosophy. Now we are going to dive head first into “How” to create the best options for clients. Yes, this is the nuts and bolts you need to roll up your sleeves and begin to actually build an option sheet.
Let’s say that you and a companion decide to try out a nice new restaurant for dinner Friday night after a long week. You walk in, ask for a table, and the hostess seats you at a table by a window with a very nice view.
Imagine that on a particularly busy, stressful day, you’ve just finished training a group of your people. After the training, one of them comes up to you and says…
“I just wanted to tell you that I notice the effort you put into these training classes. The way you go out of your way to get to know everyone’s strengths and weaknesses – and tailor the training to each of us is really amazing. I can tell you, we all feel lucky to have a manager like you who cares so much about our development because not many people would go to that kind of effort to get to know their employees on an individual basis the way you do. I’m grateful to work under someone who cares that much, and I just wanted to thank you for treating us the way you do.”
Assuming it was delivered completely sincerely, what sort of impression are you going to have of the person who said that to you?
How would you feel for the rest of the day?
And how might that feeling affect your productivity and interactions with others?
One of the things that has always made me crazy is the labeling of customer service and sales as a so called “soft” skills.
If customer service and sales are so “soft” then why is it so “HARD” to get your service technicians and sales team to put really good “soft” skills into practice?
I often wonder, “Who was the dunderhead, that coined this term?”
My best guess is that it was probably a person who had a very strong technical skill-set that had failed to develop equally strong customer service skills. This person (probably a guy) then trying to justify this weakness, downplayed the importance by labeling the uber-important skills of customer service, sales and communication as “soft”, which implies that their not very important.
I have to tell you that one of the most fun parts of my job is talking to sales and service managers who refuse to admit that the results their people get on their opportunities do indeed…
What do I mean by this?
When any frontline service or sales professional in your company does not produce the results needed to pay for all the overhead, benefits, education and everything else needed to cover their fair share of these expenses, then they are “sucking” these valuable resources at the expense of other employees who ARE pulling their own weight.
Frankly, there is an imbalance at many companies created by some on the sales team performing at a very high level while others on the team are performing well below expectations.
And many owners and sales managers (Are you one of them?) simply state this as a fact of being in business and refuse to believe that EVERYBODY can achieve profitable numbers and reach their goals.
With Groundhog’s Day upon us once again I am reminded of the classic movie Groundhog’s Day, starring Bill Murray.
In case you forgot, the film is about a television reporter that is assigned to this event in rural Pennsylvania. Essentially he keeps repeating the same day over and over again until he finally gets what life and love is all about.
Unfortunately, too many contractors, their sales people and technicians are living this Groundhog’s Day scenario as well, but they’re not getting what it’s all about.
Almost anyone would assume that the typical clown that we have seen so often at the circus, would bring smiles and joy to all they visit.
As it turns out, the odds are that an unchecked assumption like this one we make about clowns is a pretty good bet to be wrong. Research is actually showing that clowns may be more scary than comforting to a young child.
Think about the times you may have visited a children’s ward or maternity section at most any hospital. Whimsical drawings of fun things to make kids feel happy often decorate the wallpaper. Some of this decorated wallpaper depicts drawings or illustrations of circus clowns.
Watch the video below to see how I, and the many voices of Joe, teach you how to make 6 options on something as simple as a toilet flapper call. (by the way – you can use this same template to create 6 options for a thermocouple, circuit breaker, etc.)
You will see me create 6 options using the Best Ever Flat Rate Guide & Optionmaker App, plus present my top option to a customer. I’ll show you how handle it by doing Pure Motive Service, and so will you once you watch this video.