Why Your Team Is Under-Performing

BY: Joe Crisara

We all know that employee. The one that shows up late every day. The one that takes hour-long lunches. The one who always has an excuse for why something didn’t get done or why they lost a sale. But sometimes, it’s hard to diagnose and even harder to fix. After all, no one is perfect and everyone has bad days. So how can you truly know who is slacking, and what can you do about it? As the business owner of a contracting company, this could take form in the following visible symptoms…

  • Trucks trashed with garbage every night.
  • Service tickets filled out poorly or not at all.
  • No money collected on repair calls.
  • Traffic tickets or accidents.
  • Broken inventory and parts.
  • Poor quality work below the standards the tech normally has set.
  • High absentee rate or showing up late consistently.
  • No communication with other team members.

Why It’s Happening

Everybody has eventually faced a personal crisis in their lives. For some, these emotional turning points can manifest itself in bad behavior at work. Sometimes stress, as a result of catastrophic changes in the personal or professional lives of your people, can show up in different ways. For most of us, that reflects the level of quality that goes into our work.

Continue reading “Why Your Team Is Under-Performing”

‘Verbal Packaging’— Key to Creating Higher Value

BY: Joe Crisara

In the world of service, the words you use to describe what you do are just as important to your profitability as the actual work you do.

Providing real value and solutions, and operating from a place of what I call “pure motive” service are key to my philosophy of running a smooth business. To do this you must transform your business from transactional-based to relationship-based. One of the best strategies to make this change is by using what I call verbal packaging.

Words Matter
Verbal packaging is about changing your use of words. Are words important? If not, why is there a multi-billion dollar advertising industry? Why are some politicians so much more successful than others? Why do some business executives close difficult deals on a regular basis while others almost never make the sale? A lot of it has to do with using language to portray value proposition and connect with customers on a deeper level.

As service professionals, you’re going into people’s personal space, so the words you use makes the difference between them writing the check or not.

Just about everybody who calls a service technician to their house wants to have the work done. People aren’t calling their plumber or HVAC guy as a practical joke. As service professionals, you’re going into people’s personal space, so the words you use makes the difference between them writing the check or not.

Strong Words VS. Weak Words

Without consciously thinking about it, we make word choices that carry an attitude and an energy all the time. As service providers, we can say that there are strong words and weak words. Let’s look at a few examples and compare their effectiveness.

Continue reading “‘Verbal Packaging’— Key to Creating Higher Value”

7 New Solutions to Help Your Clients Automate Their Home

BY: Joe Crisara

As a service professional, the concept of “pure motive service” means constantly offering the customer the most choices possible and knowing that you are truly offering things which are beneficial and will improve their quality of life. Besides the standard machinery and components involved with plumbing, electrical and HVAC, there now exist cutting edge electronic products which enable systems and appliances in a home to be controlled through advanced pre-programming as well as in real time through wife-connected devices. A house with many of these technological products is often called a “smart home.”

When you make the human connection, when you invest yourself in your customers and really listen, something changes. You key into the details of their wants, needs, issues and overall lifestyle. You get a sense on where they stand when it comes to convenience vs luxury vs frugality vs safety. As a top service professional offering pure motive service, you can recommend specific smart home products to different customers because you know positively that they actually would be interested in such a solution and they would benefit from it.

TURNING UP (OR DOWN) THE HEAT

Let’s say that your customer is out all day at work, as is their spouse, and their children are at school for at least some of the day, too. They want to save money on heating and cooling but also maintain a certain temperature all the time so their home climate conditions don’t get too extreme for when family members arrive back home. You might suggest a smart thermostat, which allows home owners to view, modify and change their home’s heating and cooling settings from their cellphone, from across town or even while hundreds of miles away. Many of these can also sync to voice-interactive smart systems like Google Home, Amazon Echo and Apple Homekit.

If your customers would benefit from having a lot of control over their thermostat, then a smart thermostat would offer them true value and life improvement. This helps them save money on fuel while still maintaining a desirable climate at all times (perhaps to avoid frozen pipes or distressed pets).

Continue reading “7 New Solutions to Help Your Clients Automate Their Home”

ContractorSelling.com Launches New Customer Service Bootcamp for Residential Service Professionals

BY: Joe Crisara

The new 3-day boot camp teaches residential service contractors how to perform the highest level of customer service to grow their business

LOS ANGELES, CALIFORNIA, MAY 30, 2017 — Joe Crisara, America’s Service Sales Coach, has created a brand new seminar to teach service professionals how to establish higher value by delivering world-class customer service.

This course titled, “WOW Customer Service 3-Day Boot Camp” is the ultimate training seminar that coaches service professionals on how to change their thinking to grow their business. Attendees are transformed into company leaders that know how to increase value through great service. The seminar will take place on the following dates in Los Angeles and streaming online.

•                  Monday, July 17th – Wednesday, July 19th, 2017

•                  Monday, August 7th – Wednesday, August 9th, 2017

•                  Monday, September 11th – Wednesday, September 13th, 2017

With real world examples, objection handling and personalized recommendations – this course is incomparable to any other training program out there. Attendees will take away the keys to create a culture of empowered employees that fuel client engagement and business development.

“Not only have my sales abilities rocked, my staff has shown consistent improvement in their numbers,” said David Mendenhall, Owner of Tri-M Plumbing. “More importantly, their customer service has improved exponentially!”

ContractorSelling.com teaches service professionals how increase their level of quality, reliability and customer service through enhanced communication strategies. Attendees include service business owners, managers and technicians in the electrical, HVAC, plumbing, restoration, roofing, painting industries among many others.

Continue reading “ContractorSelling.com Launches New Customer Service Bootcamp for Residential Service Professionals”

Consultant to Hold ‘Boot Camps’

BY: Joe Crisara

ContractorSelling.com is holding three-day customer service “boot camps” aimed at HVAC and plumbing contractors in Los Angeles this summer.

Led by Joe Crisara, the sessions will explore how to change thinking to grow business. Topics will include loyalty programs, telephone campaigns and social media reviews. The sessions will take place July 17-19, Aug. 7-9 and Sept. 11-13. The sessions will be streamed live on the internet.

Contractors who that already taken the course have good things to say about it, according to program officials.

“This is the best career investment that I have ever done,” said Rocky Cocciolo of Shamrock Heating and Cooling. “This system has truly maximized every aspect of world class service, which has had the maximum impact on my clients and personal effectiveness.”

David Mendenhall, Owner of Tri-M Plumbing, had similar comments.

“Not only have my sales abilities rocked, my staff has shown consistent improvement in their numbers,” Mendenhall said. “More importantly, their customer service has improved exponentially!”

Details are available by calling (877) 764-6304 or visiting www.totalimmersionsales.com/.

Read the full article in SNIPS Magazinehttp://www.snipsmag.com/articles/92754-consultant-to-hold-boot-camps.

ContractorSelling.com Launches New Customer Service Bootcamp for Residential Service Professionals

BY: Julie Crisara

LOS ANGELES, CALIFORNIA (PRWEB) MAY 30, 2017 — Joe Crisara, America’s Service Sales Coach, has created a brand new seminar to teach service professionals how to establish higher value by delivering world-class customer service.

This course titled, “WOW Customer Service 3-Day Boot Camp” is the ultimate training seminar that coaches service professionals on how to change their thinking to grow their business. Attendees are transformed into company leaders that know how to increase value through great service. The seminar will take place on the following dates in Los Angeles and streaming online.

With real world examples, objection handling and personalized recommendations – this course is incomparable to any other training program out there. Attendees will take away the keys to create a culture of empowered employees that fuel client engagement and business development.

“Not only have my sales abilities rocked, my staff has shown consistent improvement in their numbers,” said David Mendenhall, Owner of Tri-M Plumbing. “More importantly, their customer service has improved exponentially!”

ContractorSelling.com teaches service professionals how increase their level of quality, reliability and customer service through enhanced communication strategies. Attendees include service business owners, managers and technicians in the electrical, HVAC, plumbing, restoration, roofing, painting industries among many others.

Continue reading “ContractorSelling.com Launches New Customer Service Bootcamp for Residential Service Professionals”

How to Stand Strong with Pushy Customers

BY: Julie Crisara

In the home contracting field, you will experience what I like to to call “service terrorists”. Yes, it sounds harsh, but these folks are extremely disgruntled customers- for whatever reason- who can disrupt your day, get in your face, and make experience a temporary loss of self esteem.

You don’t have to let this happen, there are ways of maintaining a sense of control and balance during even the most trying and emotionally reactive customer service call. Unfortunately, it can be the one bad customer interaction, especially where you feel that you dropped the ball, that you’ll remember and will bother you, after you’ve had 1,000 good ones. That’s why I am presenting to you this list of 7 tools which will aid you greatly in keeping your heading and a sense of control when dealing with highly emotional, angry, out of control customers.

Use Pure Listening

Often, as a home contracting professional, we want to jump in and fix the problem before we’ve even heard the customer’s whole speech. Maybe we assume something about a customer’s issue and jump to a conclusion. Or we decide that they don’t really know what they’re talking about. Or, we say to ourselves “I’ve heard this one before.” Let them speak first and listen completely. Have no filters in your listening. Offer no resistance. Actively listen but don’t say a word, except the briefest acknowledgment that you’re actually on the line. Let them say everything they want to get off their chest, and then create a time buffer between them speaking and you speaking, so it doesn’t feel like you had your answer anxiously waiting to go.

Continue reading “How to Stand Strong with Pushy Customers”

The Impact Of Lowering Your Price

BY: Joe Crisara

Will Lower Prices Sell More?

It’s not hard to find contractors who think they are losing jobs because their competitors have a lower price than them. How many are losing jobs because they lower their price instead of standing firm?

That is a question that is much harder to answer. Especially since most people do not want to face the truth. The truth is that you will lose far more sales with a lower price or worse yet, by lowering the price you have already given than they ever will by having a higher price than your competitors.

5 Reasons Why Lowering Your Price Could Cost Sales

1. You Look Like Your Competitors – Do you really think that having the lowest price will make you stand out? Every other salesperson says the same thing. Everyone claims to have the lowest prices because they think it will get the customer’s attention. Even if it did make you stand out, it would be for the wrong reason – the very wrong reason of offering a watered-down version of what people really want.

A higher price with a more premium package is really the only way to look different from your competition. Offer something better that no one else can offer. A lower price just isn’t it.

2. It Takes Focus Off Your Customer – Price does not determine the sale; your customer does. That means that your attention should be completely on them. Everything you do should help you understand and connect with your customers so that you will discover their motivation for buying.

Customers search for a product that is the best solution to their problem. They understand that a product cannot be the lowest priced and still be the best. Making the sale requires that you find the best solution, not the cheapest.

3. It Decreases Perception Of Your Value – Before every purchase, a customer considers, “Is this worth it?” The answer depends on the value of the product, not the price. If they envision themselves using and benefiting from the product, the answer is yes and the purchase is made. Continue reading “The Impact Of Lowering Your Price”

Put Aside ‘Old School’ Service Agreement Ideas

BY: Julie Crisara

It doesn’t take long after you join or start an HVAC service business when you begin to realize that this business has a “bi-polar” disorder.  Opportunities to serve customers come sporadically in sudden bursts of either “way too busy” or “way too slow” periods. The ability to do everything from making weekly payroll to paying your supplier’s invoices depends on a consistent supply of opportunity to perform paid service work on a daily basis.

With that in mind, in the modern era of high performance service, a “Planned Service Agreement” program is simply the lifeblood of every company that is smart enough to have one. So with something so important, how could so many experts have gotten this so wrong for so long?

The importance of maintaining your focus on why the program even exists is paramount to the survival of any company that wishes to sustain the program.

Continue reading “Put Aside ‘Old School’ Service Agreement Ideas”

Customers Crave Options. Are Your Techs Trained to Deliver?

BY: Julie Crisara

Of course we want our team to perform at their peak performance, but it’s easy to get bogged down in all of the other operations that service managers have to deal with. Things like customer service, sales reports, and even HR issues. It can be tempting to focus on putting out fires, and forget to get back to the root of your company’s success: employee onboarding. Your company may be solid and revenue may be respectable, but failing to train employees correctly from Day One could leave your business falling short of its potential.

One of the really common areas for dropping the ball is when a technician arrives at the customer’s house, analyzes the problem, and quotes a simple price to do a simple fix, period. No discussion, no explanation of the intricacies and, most importantly, no options when it comes to service.

“Looks like you need a new fan belt. That’s $186, labor included.”

That line may sound okay to a lot of service managers, but it could be the killer to your business. What’s wrong with it? You’re not giving customers what they really want: options.

Continue reading “Customers Crave Options. Are Your Techs Trained to Deliver?”

Success is Providing More Value Than Expected

BY: Julie Crisara

Today on the BCP Show we talk again with Joe Crisara! Joe believes that unless you are the kind of business that is convinced it has proven and real value to offer your customers, you’re never going to have the kind of sales success you deserve. Want more sales? Focus on VALUE.

Listen to the podcast here: https://bcpshow.com/072/

We’re Hiring at ContractorSelling.com!

BY: Julie Crisara

Our business is growing, and we’re hiring for a number of excellent positions in the ContractorSelling.com family. Check out the job board today to see if you might be a good fit. Our office is located at 6167 Bristol Pkwy Los Angeles, California.

Customer Service Representative

Overview: This position will play an essential role in guiding our customers to the correct internal person as well as answering any technical questions they may have over our websites and software. In preparation, we are searching for a self-starter with excellent people skills who is solution-driven.

Software Knowledge: Must be tech savvy and able to understand a new website and software quickly, and have prior experience selling a service. Experience with Infusionsoft a plus, as well as Microsoft Office (Excel, Word, Outlook) familiar with Mac and PC.

Continue reading “We’re Hiring at ContractorSelling.com!”

The 1 Thing You Should Never Do As A Contractor

BY: Julie Crisara

Simplicity is good, and although the home contracting industry has its complexities, here is one very simple rule to go by. If you had to boil down all of the tricks, tips and rules of running a successful home contracting business, there is one cardinal rule that rises above all the rest. In the same way that you don’t touch the electrified third rail in a subway, Don’t fail to give your customers options! In other words, always be offering them options!

A WORLD WITHOUT CHOICES?!

Imagine you walk into a super hardware store, you know, a giant, airplane hangar sized place with 20 aisles, each one way over your head and absolutely jammed with stuff. There’s electrical, plumbing, hand tools, power tools, wires, cables, lumber, gardening, siding, etc. etc, you name it. And an employee in an orange vest comes up and nudges you over to a checkout station, throws a couple 2×4’s, a claw hammer and a pack of chamois cloths on the conveyor belt and says “That’ll be $23.95”. “Huh?” you’d be thinking.

You just walked in to the store to choose from the thousands of items and this employee comes along and tells you exactly what you’re getting at exactly what price. That sounds like an eastern European country during the Cold War- not like the good old US of A, where we have choices and freedom, especially when it comes to our goods and services!

Neither you nor anyone you know would go back to a hardware store that operated even remotely similar to that.

So why do some people in the home contracting industry think it’s okay to similarly offer customers no choice?

If you don’t offer any options, choices or alternatives to your customers, it comes across as if you’re issuing a demand on them, laying down the gauntlet, putting them in a corner. People don’t like that feeling. You might think that they appreciate being told exactly what to do and not having to make up their mind, but a lot of people are so used to having choices that it seems crude and impolite to not be offered a variety of options for their products and services.

3 REALLY GOOD REASONS TO OFFER YOUR CUSTOMERS CHOICES Continue reading “The 1 Thing You Should Never Do As A Contractor”

Total Immersion Sales Summit Announces Summer/ Fall 2017 Schedule

BY: Julie Crisara

The new 5-day advanced training class for service contractors comes to Los Angeles and online via live stream

After 20 years of consulting to contractors, Joe Crisara, America’s Service Sales Coach, brings his award-winning seminar to Los Angeles.

Total Immersion is a 5-day advanced training class that teaches service professionals how to change their thinking and grow their sales by 278%, according to a study conducted by Jobi Field Service Software. The seminar will take place on the following dates in Los Angeles and streaming online.

Continue reading “Total Immersion Sales Summit Announces Summer/ Fall 2017 Schedule”

Office Chaos: The Enemy Within

BY: Julie Crisara

There are people in the home contracting industry who think that they thrive off of chaos and disorganization. They just naturally go against the flow of having things being neat, clean and orderly and that a haphazard work space and fly-by-the-sea-of-your-pants approach actually makes them more productive and more successful. They get an adrenalized charge off of somehow finding that customer invoice under that pile of magazines at the last second, or miraculously pulling that lost transfer valve out of someone’s work boot. Sadly, in more cases than not, these people are WRONG.

This completely non-systematic method of running a business is not responsible for their successes. The truth is that they’re just talented, hard working and lucky enough to stay in business and make a living DESPITE their chaotic, jumbled style and surroundings, NOT BECAUSE of it. Here are some powerful, incisive steps toward eliminating chaos and creating efficiency.

ORGANIZATION STARTS WITH A CHART

In a modestly sized contracting business, as is with many industries, there is not the luxury to have an incredible amount of job specialization. The person who works reception may also make the photocopies and order the parts. The bookkeeper may also work dispatch. The HR person may sweep the floors. It can get confusing. People may not even know exactly what their job responsibilities are or what exactly their co-workers do. You need to make an organizational chart.

Making a clear, concise chart that hangs on the wall, and can be distributed in copies around the office, will help to curtail the arguing and back-and-forth recriminations when a task needs to be done.

Make sure before putting a specific job title on the chart that there is actually the proper work environment in the office for said title, and that there is a sufficient quantity of work.

Continue reading “Office Chaos: The Enemy Within”

Why Your Business Will Fail Without Field Service Software

BY: Julie Crisara

Nowadays there seems to be an app for everything. An app to get your food delivered, make a doctor’s appointment, stream any movie, there’s even an app to help you find your soul mate. But what about your business?

How are you tracking your team towards the path to success? If you focus all of your efforts on putting feet in the street and fail to monitor your progress, you will undoubtedly fail. Don’t fall into that trap! Check out walk-through infographic on how field service software helps contractors every step of your business.

To save yourself from these pitfalls, sign up for our new app Jobi and see how you can follow this roadmap to keep your business going strong for many years to come! Get your free 7-day trial at www.jobi.pro/trial

Continue reading “Why Your Business Will Fail Without Field Service Software”

10 Excuses Your Clients Can’t Stand to Hear

BY: Julie Crisara

Excuses are like emergency vehicle sirens. They grate against our ears and if we hear them, there better be a damn good reason they’re being used. Sure there are some excuses that are completely warranted – your car really did get a flat tire, your doctor truly gave you a signed medical note, or your dog actually ate your computer flash drive. But a great deal of the time, excuses are just made up stories meant to buy time and goodwill from our clients, and to avoid taking head-on responsibility for the shortcoming or misstep. In the home contracting industry, if you use the following excuses on a regular basis you will find angry clients followed by a severe drop in your company’s profitability. It’s not too late to avoid these pitfalls- read on!

Continue reading “10 Excuses Your Clients Can’t Stand to Hear”

Joe Crisara on Pure Motive Service

BY: Julie Crisara

Summary:

Joe Crisara, America’s Service Sales Coach is a world-wide sales educator and entrepreneur. Joe has a style that has you feeling like he is a member of your family or someone you met before. His down-to-earth, direct and impassioned approach combines 40 years of contracting experience with strong expertise in performing what he calls, “Pure Motive Service.” Thus, anticipate hearing the thunderous ring of truth from Joe, who stands apart from traditional contracting training professionals as he helps contractors achieve revenues 3-5 times greater than the average person.

Main Questions Asked:

  • What is the problem that inspired you to create Pure Motive service?
  • What is an example of a premium service?
  • Why do some people feel bad about sales?
  • Have you noticed the tendency for service to be rushed?
  • Is recruiting tied into how your customers are being treated?
  • What is something you would tell people about developing employees?
  • What do you think is going in business and people’s lack of drive?
  • What are thoughts on digital versus paper?
  • What would you want salespeople to think about for the next couple of years?

Continue reading “Joe Crisara on Pure Motive Service”

3 Surefire Ways to Discourage Employees (And Sales)

BY: Julie Crisara

As the manager of employees in the contracting industry, you have a lot of control over your people. And I don’t just mean technically, on paper, according to the company’s organizational chart, but rather in everyday ways, psychologically and behaviorally. You can have a huge effect on your contracting sales people and field service reps just by the way that you act and the things that you say to them on a regular basis. You can encourage them or discourage them. If you discourage them, expect a decrease in morale, revenues and company reputation. How would you go about discouraging your employees? Here are the 3 most effective ways.

Employees on the front lines (those in-the-trenches sales people and service reps in the field) need support and encouragement to stay motivated in their job. They have to create relationships, make happy customers and maintain a base of clients that stays for the long haul. So, if you fail to offer the support, understanding and resources they need in these few fundamental areas, you will guarantee a slow (or speedy) descent into a failing business.

SEE FACELESS BLOBS, NOT DISTINCT GENERATIONS

Treat all your employees exactly the same, regardless of their age or generational cohort. Disregard the differences, among your staff, between the World War II “Greatest” generation, Baby Boomers, Gen X, Gen Y and Millennials. Treat them all generically. Do not interact and coach them based upon the fact that the WWII generation generally responds to authority, Boomers look for meaning in their work, Gen X is self-reliant and seeks life balance and Gen Y looks to be recognized for their exertion.

Throw away the knowledge that everyone’s belief system is nearly solidified by the time they turn 14. Likewise, ignore the expert advice to look at the major events that occurred during the formative years of each generation for guidance in empathizing with their fears, yearnings and aspirations.

MAKE IT ABOUT MONEY, MONEY, MONEY!

2.) Act in every situation as if money is the absolute motivation behind everything your employees think, do and feel. Assume that everyone is driven primarily by a lust for financial wealth at the expense of everything else. Approach your contracting sales people and field service reps based on the assumption that any other issue or problem they have can be solved by money. They are willing to suppress any negative feelings of their work, interactions or quality of life, if you just put more money in their bank accounts.

Disregard this simple fact: If you sit employees down and offer them 4 words- money, lifestyle, recognition and challenge- and ask them to rank the words in terms of personal importance, 90% will NOT put ‘money’ in the #1 slot.

So treat your employees as two-dimensional, money-hungry buzzards instead of as the complex, variously motivated human beings that they are.

Continue reading “3 Surefire Ways to Discourage Employees (And Sales)”

How to Use Texting to Grow Your Contracting Business

BY: Julie Crisara

In the contracting industry, you use the latest tools to make your efforts the most effective. It’s all about taking advantage of the best technology. Why should marketing your company be any different? The basic principles of marketing may remain constant but the platforms we use change over time, and sometimes rapidly. It wasn’t all that many years ago, that Internet advertising seemed like a wild new frontier. Many folks in our industry questioned this weird, far out “World wide web,” saying that they would stick with the old tried and true methods like newspaper advertising in the Yellow Pages. Nowadays, what contractor working today doesn’t have a website, and how many established contracting businesses only spend their advertising budget online?

We’re in the same kind of evolutionary period right now with another cutting-edge technology- texting. That’s right, the same text messaging you use to send notes to friends and family from your phone can be used to significantly improve your contracting business!

The first thing you need to know about text messaging (technically known as SMS) communication is that you need to make sure that those receiving your messages have subscribed to your marketing list. They need to have “opted in”. Don’t just blast text messages to any and everybody because besides being highly frowned upon, there are actually laws against this.

To start building your text message marketing list, include a brief opt-in code, or “Text ‘Start’ to this number” on all your existing marketing and customer communications- flyers, print ads, business cards, invoices, receipts, coupons, in-house signage, vehicle signage, website, emails, social media, etc.   Continue reading “How to Use Texting to Grow Your Contracting Business”

App will tie homeowner to service contractor

BY: Julie Crisara

By: 

A new software offering and app from Joe Crisara and the folks at ContractorSelling.com comes with what will be an increasingly important feature in the near future — they give the homeowner at least the illusion of being in control of a service call and allow the homeowner to customize his service experience. Moreover, the app, which will be custom-branded to the name of the contractor, will tie the homeowner to the contractor for repeat business.

The package, called jobi (rhymes with Bobby) can run on a smart phone, tablet or desktop and is scalable from a one-man shop up to multi-million dollar contractor.

By using the software contractors can:

  • Schedule service calls and dispatch opportunities.
  • Track technicians in the field and find the fastest route via GPS mapping.
  • Get their own branded homeowner app to stay connected with customers.
  • Create premium, mid-range and economy choices in one click, proven to boost sales.
  • View sales by technician, department or task on the real-time dashboard to set goals for growth.
  • Record audio during service calls for training purposes and to improve customer satisfaction.
  • Scan credit cards using the camera on their phones.
  • Capture signatures all in the app, no paperwork.
  • Import and export to QuickBooks to keep all transactions in sync.
  • Create on-the-fly digital invoices for individual products and services.
  • Customers can track service plans, warranties and service history right from their phones.
  • Make remote presentations and share with all decisions makers.
  • Easily track purchasing trends on the real-time results dashboard.
  • See key performance indicators such as closing ratio, total calls, average invoice and billable hours.

Joe Crisara, the founder of ContractorSelling.com and a former contractor himself, said that ContractorSelling.com has 3,800 users and about 100 of them have beta tested jobi.

Continue reading “App will tie homeowner to service contractor”

Dead Man Walking: 5 Ways to Become an Ex-Employee

BY: Julie Crisara

Everybody has a dream, and some people’s dream is getting fired. Ya know- canned, pink-slipped, see ya later alligator! Okay, I don’t know positively for sure that being let go is their dream, but observing some sales managers in the home contracting industry, it sure seems like it. I mean, if these guys weren’t trying to get cut loose then they just coincidentally happened to be doing the very same things that’ll send you out the door and down to the Unemployment office faster than you can say “Invoice attached.”

I don’t want anyone to get fired, especially if they actually like and want to keep their job. I have a special soft spot for people in the contracting industry, because I’ve spent decades actually working in that field and also as a consultant helping other contractors improve their business, using the things I have learned and observed over the years. But I realized that it’s so easy and so common for seemingly bright and well-intentioned contracting sales managers to make decisions that were really detrimental- and self-destructive- in the long run without even knowing it. It turns out, a lot of this stuff is NOT just common sense!

Instead of telling you- a current or aspiring sales manager or other supervisory position in the home plumbing, HVAC or electrical contracting field- what to do to keep your job, I’m going to tell you what to do to get fired. If you don’t want to get fired, just use reverse engineering. Continue reading “Dead Man Walking: 5 Ways to Become an Ex-Employee”

The Power of the Introvert – Go From Shy to Shine

BY: Julie Crisara

The word “shy” seems to be a rather easy, catch-all term, all too often applied in sweeping statements to justify or at least explain away various potentially problematic behaviors. That child who freezes up and runs away when spoken to by a safe and friendly stranger? “Shy.” That friend you go to parties with who seemingly won’t initiate or act on any social situation, no matter how potentially beneficial? “Shy.” That person you try to network with in a professional manner who leaves you hanging with awkward, icy near-silence? Also, just “shy.”

But what does the word even mean? What is shyness? When does it come out in a person’s behavior? What causes it and what can be done to change it? If you think shyness is an issue in one’s regular private life, imagine how large an impact it can have in business, especially sales.

Continue reading “The Power of the Introvert – Go From Shy to Shine”

Do You Really Offer Premium Service?

BY: Joe Crisara

It only stands to reason that a company that considers itself a premium quality company would offer it’s customers a premium quality option for any work that it would do. If you agree that this is true, then you would undoubtedly be shocked to find out the staggering number of service companies that think they are a premium quality company but then fail to offer their customers the most premium option when given the opportunity to offer their services.

Most of the resistance to offering the highest premium option stems from the fact that sales people and sometimes owners of companies “mind read” customers and assume they would not make such a purchase due to the higher investment. The reality is that many consumers prefer to purchase quality options while spending more money to avoid the hassle of making a mistake by spending too little and receiving a poor quality product or service. Continue reading “Do You Really Offer Premium Service?”

Jobi Field Service Software Connects Contractors With Homeowners

BY: Julie Crisara

If you’ve attended HVACR conferences for any length of time  — as well you should — at some point you’ve probably sat in on a presentation by Joe Crisara.

Crisara — founder of ContractorSelling.com and its many sales tools —was himself an HVAC contractor, until he transitioned into consulting and teaching.

Joe Crisara leads a training session.

Crisara learned much through his many trials as a contractor, and it was the lessons he learned as a business owner that helped he and his wife Julie transform their business to a successful enterprise.

Since 2001, Joe and Julie Crisara have  helped thousands of contractors set expectations, behavior benchmarks and profit dashboards to implement and measure the effect of the Pure Motive Process they teach. Using the process has helped scores of contractors build successful businesses using this value system.

Now, as co-founder of a new field service app called Jobi, Crisara is using technology to assist home service providers — including plumbing, HVAC and electrical contractors — by giving them real-time analytics, instant dispatching and scheduling, packaging options, online payments, and their own branded company app.

Continue reading “Jobi Field Service Software Connects Contractors With Homeowners”