Don’t let sunk costs rule your business

Posted by:

Share Button

Watch out for the sunk cost trap.Contractor: “I hate our new CRM system system.”

Me: “What don’t you like about ...

Continue Reading →
2

Your Weekly Sales Meeting Can Help You Sell!

Posted by:

Share Button

Home Performance Sales Meeting Infographic 3Dusting off and reworking a post from a couple of ...

Continue Reading →
0

Opportunity with a First Call Close

Posted by:

Share Button

Many home performance contractors, and even a surprising (to me anyway) number of HVAC contractors, have a multi-visit sales approach, or its evil cousin where a proposal is sent to the potential client some time, some long ...

Continue Reading →
0

6 Ways to Screw Up Hiring a New Sales Person

Posted by:

Share Button

Following on yesterday’s post about good people in the industry, I wanted to talk a bit about hiring.

I’m working with a few contractors who are looking for additional sales staff right now.

Hiring ...

Continue Reading →
0

Thanks for the people

Posted by:

Share Button

RR quoteOne of the great things about this industry is the people I’ve had the chance to work with. And hope to work ...

Continue Reading →
0

Owner’s Salary v. Profit

Posted by:

Share Button

I had this conversation again.

The owner’s salary is not profit. And the owner’s salary shouldn’t come out of profit.

If the owner works in the field, her salary comes from the cost of sales just like any other crew person. If ...

Continue Reading →
0

Program Folks, What’s the Value Proposition for Contractors?

Posted by:

Share Button

<Insert the sound of my palm hitting my forward here>

Potential Client X recently launched a pilot efficiency program. Following a long-standing tradition, they designed the program without talking to the contractors that they want to ...

Continue Reading →
0

Going for cheap

Posted by:

Share Button

In our industry, the company trying to win every project with the lowest price is often the one who goes out of business.

Or arguably worse, stays in business, and struggles and stresses every week to keep things going, hiding from ...

Continue Reading →
0

Response to Bruce’s Question About EE Incentives

Posted by:

Share Button

In response to last week’s post on “Designing Effective Home Efficiency Programs“, Bruce Manclark asks regarding 3. The closer any incentives are to the energy-savings result you want, the less you need clunky and expensive ...

Continue Reading →
0

Untapped business–following up with the sales you didn’t close

Posted by:

Share Button

You probably don’t close 100% of your sales calls. And you probably never will.

But you can take a step in the right direction. When is the last time you reached out to all those ...

Continue Reading →
0
Page 5 of 23 «...34567...»