Moments of Truth

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helping hand up a rockEverything you do is either going to help your marketing or hurt it. Likewise, ...

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Not in a Home Performance Peer Group? You’re Missing Out!

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Dog Pack“What sort of gross margins should I expect from ...

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Selling home performance? Start with what they already know.

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“High-Performance HVAC”, “ACH50”, and the latest digital manometer are cool at a home performance conference. For most people, including most of our customers, though, these concepts are a bit ...

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Build Value (from both sides) to Drive Sales

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value benefit cost

If you can’t build and sell value, you have to ...

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Opportunity with a First Call Close

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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 ...

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Going for cheap

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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 ...

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

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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 ...

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Customer Service Matters

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No Booties - mud copyYes, you can air seal around a flue pipe with world-class quality. But ...

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You Got the Phone Call. Now What?

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A coffee-stained napkin is not the best CRM system!

Leads are the starting point. Now ...

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Q1 is Done. How are You Doing?

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March just ended. And if you’re like most contractors, whose fiscal year matches the calendar year, so ends the first quarter.

How are you doing? Have you looked? You ought to be ...

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