Poll: Webinar or in person…which do you prefer?

BY: Joe & Julie Crisara

In the age of online many people find it convenient to do webinars or attend online classes of some sort. On the other hand, many people also enjoy getting out and attending conferences in person, meeting people and networking.

As we gear up for 2016 we want to know which you prefer (if you do). A Webinar online? In person conference? Both? Look forward to having you at our events (online and in person) in the New Year. Here’s the poll, please pick one answer:

Would you rather do a webinar or attend a conference event in person?

View Results

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Bonus, here’s an example video from one of our Total Immersion Summit events:

Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part III Discovering Core Values

BY: Joe Crisara

Beyond New Years Resolutions-Part-IIIValues are who you are.

They are your beliefs, morals and philosophies that serve as guideposts towards the actions you take to achieve the results you desire.

They are your internal reference points for decision-making.

Discovering, refining and understanding your core values is an integral part of business ownership and critical to successful planning and goal attainment.

The exercise below is designed for you to discover your core values as they are right now.

Discover core values through your peak moments in time

Discovering your core values takes place in two parts.

  1. The first is broad level unearthing of values.
  2. The second is condensing and refining these values to 7-10 core value strings.

Part I: Identify three special peak moments when life was especially rewarding or poignant

This is just a “moment” in time, not an entire experience but a snapshot. We are seeking experiences that are particularly rich and fulfilling. For example: closing a big sale, successfully completing a large project or completing a live event.

Ask yourself the following questions regarding each of your peak moments:

  • What was happening?
  • Who was present and what was going on?
  • What were you doing?
  • What other factors contributed to your happiness?
  • What need or desire was fulfilled?
  • How and why did the experience give you meaning?
  • What were the values being honored in these moments?

Write out as many key words/values that you felt in these moments. You will feel certain energy around the words that feel right. It is more valuable if you use your own words to describe your values.

Part II: Condensing and refining your values into strings

Use several words together to form a string describing the value. Grouping similar values together allows you to not have to find the perfect word for whatever value/emotion. For example:

  • Integrity/Honesty/Truth
  • Loving/Caring/Empathy
  • Leadership/Collaborative/Empowerment
  • Place the most significant word at the beginning, such as integrity and leadership above
  • Take your time and create your 7-10 value strings

Values can change over time

These values may take some time to flush out and fully develop but this is a great place to start to visualize and verbalize the core values in your life.

Of note, core values are usually stable, yet they don’t have strict limits or boundaries and can change over time.

For example: what was success to you when you first entered the workforce may be different now as a business owner.

As your definition of success changes, so do your core values, therefore, revisiting and updating your core values is a lifelong exercise.

Up next we start putting your plan together with a very cool vision exercise and goal setting based on your core values.

Listen, if you haven’t done your year end review click here and do that now. Doing your year end review will help you with discovering your core values, planning and goal setting.

The Ultimate 3 Step Objection Handling System That Closes Deals

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Learn a strategy to effortlessly handle objections …even if you have no sales skills.

Click here to download your FREE guide

Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part IV Visioning and Goals

BY: Joe Crisara

Beyond-New-Years-Resolutions-SMART-Goals-Part-IV-Visioning-and-Goals“Clarity precedes mastery” – Robin Sharma

In order to achieve success you must first envision what you want.

Having finished the year end review and discovered/refined your core values, you are now ready to start vividly picturing what you desire in the upcoming year.

From this compelling vision, you have the raw materials to set your goals and put your plan together for an amazing year.

This post will take you through a simple yet powerful visioning exercise and the S.M.A.R.T. goal framework. Continue reading “Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part IV Visioning and Goals”

Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part V Achieve Success

BY: Joe Crisara

Beyond-New-Years-Resolutions-SMART-Goals-Part-V-Achieve-SuccessCongratulations!

From the previous posts in this series, you’ve discovered your core values, lined up a vision and set audacious SMART goals for yourself.

Now comes the most fun, yet challenging part of the journey: doing the work and staying on track towards success.

Where “the rubber meets the road” is the true test of your plan. Continue reading “Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part V Achieve Success”

Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part I Planning for Success

BY: Joe Crisara

Beyond New Years ResolutionsWith Thanksgiving behind us, the holiday season is well underway and, if you haven’t done so yet, now is the time to plan for next year.

So I strongly encourage you to take this opportunity, before the holiday mindset takes over, to do substantive planning and goal setting to create an actionable plan for an outstanding and profitable new year.

WARNING!!! This not about making New Year’s Resolutions, of which 88% fail, but rather about creating a plan that is tied deeply to your personal vision and values with support to ensure it has the best odds of full execution. Continue reading “Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part I Planning for Success”

Download this free postcard template to remind customers @ heating tune up

BY: Joe & Julie Crisara

It’s that time of year again when Winter sets in and heating becomes very important for people. One of our more popular downloads from ContractorSelling.com is this handy TuneUp postcard that you can print and mail to your customer list. We’re offering it free here (Microsoft Publisher format).

Click here to download

The postcard prints four to a page… just load the card stock paper in your printer and mailing list and print ’em….

card

If you find it useful then please share the link to this blog page. And, if you’re not a member then maybe consider becoming one of ContractorSelling.com — it’s chock full of goodies and resources that make running and growing your service business a snap.

Happy Winter. Stay warm. Be safe.

Coffee Talk: Managing Your Customer Rewards Program

BY: Joe & Julie Crisara

Welcome to Coffee Talk with Joe & Julie

The topic — Managing Your Planned Service, Customer Rewards Program

coffee

Sit back with a cup of coffee and enjoy as Joe & Julie Crisara talk about how to add planned services and more to your service business. If you enjoy it, share it. #plumber #hvac #electrician #serviceindustry #contractors

How To Build Confidence: Don’t Get Too Comfy

BY: Joe Crisara

David BlackwellBEHOLD! The elephant in the room…

Let me get right to the point.

The topic of self-confidence is something most sales professionals, technicians and business owners don’t want to talk about.

It’s the elephant in the room so to speak.

Because when you’re out there representing or presenting your business, you need to show up big and confident. But let’s face it, unfortunately …you are human.

You’re like me and everybody else. Every once in a while you get tripped up by spotty self-confidence.

And guess what….

It’s totally OK.

Confidence is a funny thing; it can come and go as life’s events unfold.

A couple of tough blows stacked on top of each other and our confidence can be shaken. If it’s shaken hard enough, it can be difficult (but not impossible) to get back.

And as you’ve probably experienced, confidence is generally not consistent across all areas of your life or business. You might be super confident in certain aspects of your business that allow you to drive it forward, but that confidence might not translate fully into all areas you need it to or when you need it to. That same strong business confidence might not translate into your social life and vice versa.

But before we dive into how to build your self-confidence… Continue reading “How To Build Confidence: Don’t Get Too Comfy”

Yoda Creates 6 Options He Did

BY: Joe Crisara

The Many Voices of Joe

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.

Joeism Tweet: “There’s no reason to have a solution without a problem.” @JoeCrisara Continue reading “Yoda Creates 6 Options He Did”

Stop Losing Jobs To Price Shoppers (the easy way)

BY: Joe Crisara

Joe Takes Your Advice

Watch the video below to see how Joe takes your advice and loosens up a bit while he teaches you how to overcome one of the top objections in the field from customers…

“Your prices are high, so I need to shop around.”

You will see a full length presentation from beginning to end with the objection not only once, but two times. Joe show you how handle it by doing Pure Motive Service, and so will you once you watch this video. Continue reading “Stop Losing Jobs To Price Shoppers (the easy way)”

ANNOUNCEMENT: New 3-Day Total Immersion Event

BY: Joe Crisara

 New 3-Day Format Dates Announced

All of us here who believe in the “Pure Motive Service” model are excited to announce that this fall a new format will begin that is going to allow for more access to LIVE training at the appropriate level of instruction. These new classes which were requested by popular demand now make it more affordable and take less time as well. “This way your people can attend a Total Immersion 3-day event and begin using the material the very same week,” said Joe Crisara who is not only the class instructor but President of the Total Immersion Service System.

Continue reading “ANNOUNCEMENT: New 3-Day Total Immersion Event”

Service CSI: Who Killed Our Callback Rate?

BY: Joe Crisara

Callbacks Are Costly

Callbacks are costly. Each time we go to a customer homes it can cost as much as $250 or more.  In a recent discussion on Linkedin, John Whitney Jr. said, “Field service techs want the right tools and a minimum of distractions. Managers want constant contact, on-the-fly updates, and solid record-keeping. IT/ tech guys want cool new toys and the latest apps. The company wants to get the job done with one visit. And of course, the customer wants the work done correctly and in a timely fashion. Sometimes, these goals all work together. But sometimes they don’t. What can we do to improve this situation?” Continue reading “Service CSI: Who Killed Our Callback Rate?”

Extra Mile: 500 Customer Service Tips

BY: Julie Crisara

“The most persuasive thing any [rep] can do is put the information out there,” said Joe Crisara, CEO of ContractorSelling.com in an interview with Field Service Digital. “The only influence you should have is by offering the solutions and maintaining your neutrality so the customers don’t feel like you’re trying to push something. You lose credibility by recommending the top option; and if you recommend the bottom one, you insult people.” Read the full e-book here: https://books.google.com/books?id=u8VtCQAAQBAJ&pg=PT277&lpg=PT277&dq=joe+crisara&source=bl&ots=XVxVj06ucC&sig=q-hGGJPkbQxk63Mr-2k3UQPJt4Y&hl=en&sa=X&ved=0CEcQ6AEwCDgoahUKEwik_Y2b1ZzIAhWSpIgKHbLJBh8#v=onepage&q=joe%20crisara&f=false

The Surprising Way Companies Like Netflix and Amazon Do Market Research

BY: Julie Crisara

Companies like Netflix, Conscious Box, and Microsoft are leveraging the subscription business model to discover what their customers want next.

So far in this eight part series titled “8 Reasons Subscribers Are Better Than Customers,” we’ve seen how subscribers boost the value of your company, increase the life time value of a customer and smooth out demand. Today, we look at how the subscription business model gets you closer to your customers–for free.

In a traditional business, the customer buys your product or service once and it is up to you to try and convince them to buy again in the future. You often have no idea if they liked what they bought and what would have made them buy more so you’re left having to guess or invest in costly market research.

In a subscription business, you have what I call “Automatic Customers” who agree to purchase from you into the future as long as you keep providing your service or product. Through the research for my new book, I’ve discovered there are nine different subscription models that are leveraged by everyone from accounting firms to art teachers to better understand their customers.

Long term, direct relationship

Continue reading “The Surprising Way Companies Like Netflix and Amazon Do Market Research”

Warning: You May Finally Learn How to Listen

BY: Joe Crisara

There was time where I would gladly smile at someone, nod my head and pretend to listen them.

I admit, I was one of those people in a business meeting who had The Girl of Ipanema playing in their head smiling while someone else was talking.

I was also the person who would listen to someone just long enough to prepare my own thoughts and next statement about me. Always thinking about myself no matter what the other person was saying.

I was a pretty poor listener.

I am going to step out on a limb here and suggest that many of you are in the same boat. Continue reading “Warning: You May Finally Learn How to Listen”

The Automatic Customer: Creating a Subscription Business in Any Industry

BY: Julie Crisara

The lifeblood of your business is repeat customers. But customers can be fickle, markets shift, and competitors are ruthless. So how do you ensure a steady flow of repeat business? The secret—no matter what industry you’re in—is finding and keeping automatic customers.

These days virtually anything you need can be purchased through a subscription, with more convenience than ever before. Far beyond Spotify, Netflix, and New York Times subscriptions, you can sign up for weekly or monthly supplies of everything from groceries (AmazonFresh) to cosmetics (Birchbox) to razor blades (Dollar Shave Club).

Purchase the book here: https://www.amazon.com/Automatic-Customer-Creating-Subscription-Business/dp/159184746X/ref=sr_1_1?ie=UTF8&qid=1443542921&sr=8-1&keywords=the+automatic+customer

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