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”

Run Your Service Business from Your Phone – Interview with Joe Crisara, CEO of Jobi

BY: Julie Crisara

This is my interview with Joe Crisara, CEO of jobi.  We’re discussing the company’s award-winning service contractor app and platform.

Who are you and what does your company do?

Service Business Phone jobi Joe CrisaraMy name is Joe Crisara and I have over 35 years’ experience in the small service business and consulting industry. I started out as the owner of a contracting business, and have taken my firsthand experience into the consulting realm to train contractors in service-based industries. I spend a majority of my time educating business owners, managers, technicians and sales professionals across the country. It’s my goal to educate individuals in the “blue collar service business” on how to change their thinking and grow their sales.

Our company is dedicated to helping service contractors in industries such as electrical, HVAC and plumbing trades reach their full potential through live training, online coaching and revolutionary software. Whether guiding contractors on a live coaching call, in-person workshop, interactive video or our new custom software –  we will transform your personal economy. Continue reading “Run Your Service Business from Your Phone – Interview with Joe Crisara, CEO of Jobi”

The Uberization of the Service Industry

BY: Julie Crisara

Unless you’ve been living in a well-hidden cave for several years, you’re familiar with Uber. Press a button on your smartphone and a driver immediately shows up in a nice clean car, taking you where you’re going for around 1/3 the price of a traditional taxi. Sure, taxi drivers hate this phenomenon, but passengers love it and so do those who’ve been suddenly allowed to become professional drivers overnight using their own car!

The taxi drivers were forced to deal with this new reality. Their options are either to A) Quickly develop innovations to make rides more affordable and accessible in this modern age or B) Quit the cab company and go work for Uber. A surprisingly large number have done the latter. This same shift is happening in the house cleaning, dog walking, product delivery and almost every other service industry you can think of… including the contracting industry.

The days of customers sifting through directories and websites to find a plumber, electrician or HVAC technician are gone. Homeowners are sick of waiting on a contractor to show up and wish there was a better way to schedule time with a trusted professional. They want more options – cleaner, slicker, smarter choices for getting maintenance issues taken care of. They want instant service – a way to get the right professional for the job in a matter of hours, not days. They want transparency and automation – to know exactly who will be coming to their house and the process/ cost estimates for getting the job done.

This technology-based revolution is happening in the contracting industry as we speak. The only question is will you adapt and when?

Continue reading “The Uberization of the Service Industry”

5 Ways To Make Your Brand Pop

BY: Julie Crisara

5-way-to-make-your-brand-pop

I know some people get a little uncomfortable with the word ‘brand.’ It sounds to them like an advertising term, like it’s all about the slickness and the sizzle and not about the sincerity and the substance. But if you stop looking at ‘brand’ as superficial window dressing but instead see it as specifically defining your company’s mission and making a clear case to fulfill various promises, then you see that having a well-defined brand is not dodge at all, but rather an act of integrity.

I know that contractors are people of integrity and substance, who are proud of delivering tangible products and services that improve the spaces where people live and work. I myself spent decades as a professional in that industry. I want contractors to embrace branding as a necessary part of having a respected and successful business, but also as a tool for defining and being held accountable to genuine, deliverable quality, not as a way of avoiding it.

Whatever brand you may think you are generating and spreading out there, your brand is being created every time someone tells a friend or associate about your business. In this day and age that could take the form of a tweet, status update, YouTube video, blog post, text, email or website comment. The consumer has great power these days when it comes to defining your brand, far more than they used to. Which is why it is important for you to get out ahead of the pack when it comes to defining your own brand before others start doing it for you. And that means coming up with a list of unique and powerful deliverables that you then back up with the quality of your products and services.

Continue reading “5 Ways To Make Your Brand Pop”

Jobi Launches New Field Service Software Connecting Contractors with Home Owners

BY: Julie Crisara

A pioneering new field service app called jobi launches today to help service professionals such as electricians, plumbers and HVAC contractors connect with home owners to increase sales and grow their business.

A pioneering new field service app called jobi (http://www.jobi.pro) launches today to change the way contractors connect with home owners.

Jobi provides home service providers such as residential plumbing, HVAC and electrical contractors with real-time analytics, instant dispatch and scheduling, packaging options, online payments and their own branded company app. This revolutionary technology enables contractors to run their entire service business from their phone.

“Having the ability to not only manage your sales fleet, but also stay connected with your customers is proving to be a radical step in connecting service providers with consumers,” said Joe Crisara, CEO and co-founder of jobi. “We’ve seen this take flight in other spaces like the taxi industry, and know this is going to change the way service professionals gain new business in the future.”

Continue reading “Jobi Launches New Field Service Software Connecting Contractors with Home Owners”

The Honor of Taking Responsibility for Your Results

BY: Julie Crisara

The Honor of Taking Responsibility for Your Results

The job of a top professional is doing what seems impossible, on a regular basis. While there might be a few truly unworkable situations, the vast majority of the time solutions to the most difficult, stress-inducing obstacles really do exist- and we see evidence of this all around us.

When’s the last time you had occasion to hire, say, a great mechanic or a computer tech? You know, the type that remain cool under fire in the most seemingly “throw-up-your-hands” predicaments. The kind that patiently, methodically pokes around under the hood of your broken down car or zips through the operating system and file registry of your crashed and buggy laptop. When either machine is finally, magically restored to its perfect working order your sense of relief and appreciation can hardly be described by words.

The best performance-delivering professionals almost never make excuses, almost never give up and almost never put the problem on insurmountable external issues. It’s always on themselves. Although the problem may a challenging doozy, it’s always “What am I not thinking of?”, “What am I not seeing?” or “What angle or tool have I not yet employed?”

By the time we encounter any top professional, no matter the field, they have equipped themselves for the challenges to be faced and brought the precise tools for success. They have the discernment to know that perhaps not every single challenge can be won, but the vast majority of important ones can be, if one is prepared.

Continue reading “The Honor of Taking Responsibility for Your Results”

7 High-Leverage Activities to Improve Results

BY: Julie Crisara

7 high leverage activities to improve results

Do you know what Leverage is? Leverage is an incredibly important concept in physics and in everyday life.

When your car gets a flat tire, you lift up your car with a jack using leverage.The common emergency car jack is a brilliant example of the mechanics of leverage. Ever pull a nail out of the wall with the back of a hammer? That’s leverage. When’s the last time you used a simple pair of pliers? That’s leverage, too.

Leverage is all about doing relatively little and getting back a lot. It’s a mechanism that magnifies our actions, giving results that are often multiplied as compared to our efforts. Leverage is the wise use of energy. It’s working smart instead of over-working. But it’s all about the specificity of your actions (and thoughts) and where they’re directed.

Continue reading “7 High-Leverage Activities to Improve Results”

Great Salespeople – Few are Born, Most are Made

BY: Julie Crisara

ContractorSelling.com Great Sales People - Few Are Born. Most Are Made.

You would never start playing golf and expect to be Tiger Woods. You would never take up hoops and think you were LeBron James. I know, these examples sound crazy, but that’s sort of what newer salespeople do all the time, under the direction of equally unrealistic sales managers, who send them out into one of the most under-appreciated and misunderstood positions on Earth, expecting them to dunk the ball when they can’t even yet see the basket.

The above mentioned star athletes (let’s pretend poker is a sport) worked very hard on their craft, their game, honing it to perfection and success. But let’s just say that they didn’t, and were totally born with the tremendous natural advantages of skill, instincts and physical abilities. Let’s assume they were inevitable champions even if they’d never diligently studied the game or been trained by the greats who came before them. They are the absolute exception, the statistical oddity, the needles in the haystack.

The fact is, in any demanding field, 99.8% of entrants can NOT use these superhuman exceptions as their example. Your company’s sales people need to be conditioned to possess methodical advantages that will put them on the field and let them win points- over and over again. Why did I say 99.8 instead of 99.9? Because I’m GENEROUS! Continue reading “Great Salespeople – Few are Born, Most are Made”

The Most Effective (and Ultimately Least Expensive) Way to Make Your Revenue Soar

BY: Joe Crisara

soar

As contractors, many people in our industry are facing challenging times.

Call counts in many areas are down, competition has increased, and costs continue to rise.

Those are all very real factors that influence how you do business.

But at the same time, we can all name a lot of other companies who are thriving and enjoying more profits than ever before while facing the exact same challenges as everyone else.

So what’s the difference between the companies who are struggling to survive and the ones who are hitting it out of the ballpark?

The answer is simple, but instead of telling you the answer, let me share some documented facts with you to show you instead…

Continue reading “The Most Effective (and Ultimately Least Expensive) Way to Make Your Revenue Soar”

Are You Selling to the Wrong Person?

BY: Joe Crisara

wrong-person

There you are in your customer’s house.

You’ve diagnosed their entire system and come up with some top-notch solutions to solve their problem. You’re proud of your solutions and can’t wait to present them to your customer.

As you present, you explain your solutions and tell your customer exactly why you created these custom solutions just for them. When you finish, you give them the old reliable, “What should we do?” – and you wait with full confidence that you’re about to get a yes.

Your customer examines each solution carefully and says, “These are really great! It’s obvious you really listened to me and put a lot of thought into all these.”

You think, “Here comes the yes! This is a done deal!”

Your customer continues, “…but the thing is…”

…I need to talk to my wife.
…My husband just has me gathering quotes.
…I always consult my son-in-law about financial matters.
…My cousin is a contractor, so I want to run this by him first.
…This is my sister’s house. I’ll give her your quote.

Oh, snap.

Just then you realize…

You’ve been selling to the wrong person!

You’ve just given away all your best ideas to someone who isn’t even in the position to say yes.

Continue reading “Are You Selling to the Wrong Person?”

How to Make Your Most Premium Solutions Easier to Choose

BY: Joe Crisara

contrast

Let’s say you’re having the best day of your life. Your ride to work is filled with sunshine and green traffic lights.

At work, every customer you call on loves you and they all say “yes.” You have such a great day, that the boss pulls you into his office and offers you a big, fat raise. Everything is going right and you feel on top of the world.

On your walk to the parking lot at the end of the day, you find a $50 bill on the ground. But as you bend over to pick it up, you notice a dent on your bumper that wasn’t there before.

In the scope of your best day ever, how big of a catastrophe is that dent in your car? It’s not such a big deal after a day like that, is it?

But let’s say it was your worst day ever. You got a flat tire on the way into work which you had to change in a cold rain. While changing the tire, you busted up your knuckles pretty good, and they’re now bleeding. After you change the tire, you speed to try to get to work on time and get a ticket.

When you get in late and wet, the boss chews you out for being unreliable and tells you your job is on the line. Once you do get to working, the customers don’t seem to want to have anything to do with you. They’re downright rude and don’t buy a thing. When the day finally ends, you feel totally beat down. You shuffle out to the parking lot and discover the dented bumper on your car.

Continue reading “How to Make Your Most Premium Solutions Easier to Choose”

WHY We At ContractorSelling.com Wake Up Every Day

BY: Joe Crisara

why-we-do

As the old year turns into a new one, I can’t help but stop and reflect on the hard working people who not only make ContractorSelling a healthy, thriving business – but who also do so much for our society. People like you. Electrical, Plumbing and HVAC Contractors that work beneath the surface of our homes and businesses performing the thankless tasks that others don’t have the passion or expertise to do.  This is WHY we at ContractorSelling wake up everyday.

You work hard day in and day out, making personal sacrifice after personal sacrifice to keep the power on, the air at the right temperature, and the water flowing in our homes the way it’s supposed to.

Every day, you perform the often thankless task of keeping millions of families safe and healthy. You do everything in your power to ensure that their mechanical systems are of the highest quality and are in reliable, working order.

Day to day you may not realize the significance of what you do, but I realize it.

You are the definition of Pure Motive Service, and for that I thank you.

I thank you for doing the work, for keeping all those families safe, and for allowing all of us at Contractor Selling to witness and be a part of the amazing things you do for others every day.

Thank you for inspiring us every day with your dedication, and for the world-class, customized service you give your clients all year long.

What you might not know is this…

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