Why Your Mom Wants You to be a More Assertive Salesperson

BY: Joe Crisara

yourmom

Do certain aspects of the selling process make you feel like you’re being pushy?

Do you leave parts out of the sales process because you worry some of that stuff might make you look like a (oh no!) salesperson?

A lot of people in our business feel that way at one time or another.

Now, it’s not going to surprise you to know that yours truly, The Contractor Sales Coach, is going to tell you that’s the wrong attitude to have.

So instead of me just telling you to “stop it”, I’ll share a story with you that illustrates my point.

Continue reading “Why Your Mom Wants You to be a More Assertive Salesperson”

25 Genius Ways to Keep Referrals Flowing All Year Long

BY: Joe Crisara

 

REFERRALS

We’re in a cyclical business, and those “in-between” months can be tough going for a lot of contractors. But it doesn’t have to be that way.

In my last article, we covered why most shops are leaving tons of money on the table by not having active referral programs. We talked about how a good referral program benefits the company, the employees, and the customers.

I even gave you some talking points to use with your people to get them enthusiastic about seeking referrals.

Today, I’m going to give you 25 great ways to get the referrals flowing and keep them flowing all year long. Some of these are super quick and easy to implement, and others may take some setup, but I’ve personally witnessed each and every one of them work over the years.

You’re going to want to save this one!

Choose the ones that will work best for you, and start booking all those referral calls!

Continue reading “25 Genius Ways to Keep Referrals Flowing All Year Long”

How to Turn Your Team Into a Referral-Generating Machine

BY: Joe Crisara

generate referrals

Pop quiz time!

What makes the absolute best business lead imaginable?

How about someone who already has a positive impression of you and your business? Better yet – maybe someone whose friend or family member has already told them they’d be nuts not to call you and has pre-sold them on how wonderful you are.

Obviously, I’m describing a referral, and I don’t think it’s new news to you when I say that they’re a gold mine. No doubt about it – referrals are the easiest and most profitable type of lead to close.

Here’s the gut-check question…

How many referrals has your team closed this week? Continue reading “How to Turn Your Team Into a Referral-Generating Machine”

Selling the Brand of You

BY: Joe Crisara

selling-the-brand-of-you

If you were around in the 80’s like I was, maybe you remember the “generic brand” at your local grocery stores.

I’m talking about the plain white packages with only black block letters and a bar code on them.

Those black block letters spelled out things like BEANS, BEER, COLA… and who could forget LUNCH LOAF.

It’s not the most loafappealing product name, but you could probably argue that “Lunch Loaf” is no less appetizing than the word “Spam.”

A far cry from all the cool brand names and catchy slogans we’re used to, the marketing strategy behind the generic craze back in the day, was simply to be cheap.

That’s it. Low price. That was the only goal, and it was also the only competitive advantage this brand had.

Today the generic brand is gone, but in its place are numerous private label store brands. And if you asked most consumers, you’d find that the majority of them believe that their local grocer’s  “private label” store brand is of equal if not better quality than the national brand.

Many recent studies have shown that private label products are growing at a steady pace, and in the grocery business, private label brands now account for a lion’s share of the grocery business.

Think about how you shop. When you buy eggs, do you feel like you have to buy a major brand? Or are you just as happy with the store brand? If you’re like most people, you’re perfectly happy to buy the eggs with your local store’s logo on it instead of the national brand.  In fact, because it’s local it may be MORE trusted as well.

All the egg and lunch loaf conversation aside… you’re probably wondering how this applies to you as a contractor.

The same principles that have turned numerous companies in other industries into profitable private label masters can also be applied to service contractors. Continue reading “Selling the Brand of You”