Take Responsibility To Be Part Of The Solution

By: Joe Crisara

23

See if this sounds familiar…

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…

One… you’re not alone. A lot of owners are feeling the same pain.

And two… It’s unnecessary. You don’t have to put up with it anymore. You’re not a boat without a sail bobbing around helplessly in the ocean.

YOU have the power and the ability to change this situation.

Take Ownership of the Problem – and the Solution

As a leader at your shop, the first thing you need to do is claim ownership of the problem AND the solution. You need to accept that although things might be tough, you’re not just a helpless victim of circumstance. There are things you can do to drive positive change.

There are companies in this industry right now who are profitable and rapidly growing. You know who they are.

How are these companies thriving while so many others are struggling so badly? Are they low balling everyone to get the business? Are they just smarter than you? Do they have some sort of secret that no one else has figured out?

No, no… and no.

The truth it that they’ve chosen to view their ability to control their own fate, their place in their market, and the competitive landscape in a whole new way.  They have taken the honor of taking responsibility for both the good results and the bad that happen.

“If you change the way you look at things, the things you look at begin to change.” Wayne Dyer

Once you’ve claimed ownership of the problem and accepted that you’re not helpless, you’re ready to take control and drive revenue and growth at your company.

But where do you start? What do you change? How do you know what will work?

All fair questions. All CRUCIAL questions.

Two Ways You Can Change Your Results

There are two ways that I know of to get really good at growing your business.

The first one is the way I did it many years ago… the trial and error method.

Of course, there’s a reason it’s called the “trial and error” method. It’s because you try a LOT of things and you make a LOT of errors along the way.

There’s a lot of tripping and falling with this method – and a lot of skinned knees and bloody noses along the way. Not to mention the cost of all the time and money you invest while you’re figuring out what doesn’t work.

But, if you work like crazy and pay attention as you learn, trial and error can work… eventually.

The other way is to find an already existing proven process that someone else is already using successfully and learn how to use it to grow your business.

In this scenario, the other person has invested all the time, money, blood, sweat, and tears… and you get to use the polished, profitable system they developed along the way.  The SYSTEM is the solution not the people in it.

But even after you’ve owned the problem and chosen a system to grow your business, there’s one more ingredient to this recipe… and without this one, your chances of success are slim.

The Fuel That Makes The Machine Hum

Maybe you’ve heard this saying before…

The difference between involvement and commitment is like an eggs-and-ham breakfast: the chicken was involved – the pig was committed.

While no one at your shop is going to wind up honey-glazed on a breakfast plate, a high level of commitment is required to make ANY system work. It doesn’t matter how good the system is… without commitment, your results will suffer.

It reminds me of a great visit I had with one of our Total Immersion clients some time ago. They had just come off of a Total Immersion training with a handful of new employees a week or so before.

At this training, I shared a lot of the same thoughts I’ve shared in this article…

You have to change the way you look at this business, commit to a new way of doing things, take the brakes off, and stick with it come hell or high water.

On my visit, I was told the story about one of their guys who came to the training – an electrician.

This electrician really bought into the idea of changing his outlook and taking the brakes off. He decided that he was going to step out of his comfort zone and run the Total Immersion system he’d just learned to the “T” and see what happened.

You should understand that this was a guy who previously would go out to jobs, look around a bit, maybe flip a breaker, and come back with a ticket for an $89 dispatch fee or a minor repair.

But not this time. Even though it was totally outside the box compared to what he normally did in a home, he committed fully the system on his next call.

The electrician did a full system diagnosis like we taught him in training, ran the full system, and presented a range of options ranging from the most premium to the most affordable just like he was taught.

The end result? He sold a repair from one of his middle options for $3,800… MUCH higher than what he usually turned in.

And the best part is that this tech was blown away by how thrilled the customer was to have been given the opportunity to choose something better than the lowest possible fix.

The tech was amazed. So was his boss. But not me…

The Results Are Predictable

I’ve seen this scenario played out time and time again with the same predictable outcome…

Happier techs, happier customers, and a wealthier business.

There are only three steps to enjoying this kind of success and growth at your shop…

  1. Acknowledge that you’ have the power to affect positive change
  2. Use a proven process with a track record of success
  3. Commit to using it no matter what

Remember that it’s an honor to take responsibility and be a part of the solution for you and your team.

So if you’re not happy with your average ticket, if your margins are a little more anemic that you’d like them to be, and if your growth has stalled… we’d like to invite you to out Total Immersion Summit coming up soon.  Go to www.tisummit.com to join us now.