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 client some time, some long ...

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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 keep things going, hiding from ...

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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 reached out to all those ...

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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 that alone isn’t going to ...

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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 doing this AT LEAST monthly, ...

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Building Value…to Drive HP Sales

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value benefit cost

If you can’t build and sell value, you have to compete on price. If you compete (and win) ...

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Who is home performance for?

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24141345526_4d9cabe667_zIs home performance only for people who call asking for “home performance”? Is home performance only for those participating in a ...

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Excited about HPC’s Market Innovation Forum

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HPC Market Innovation ForumLast week, I had the pleasure of attending the

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Put it in Words that Mike’s Mom Would Understand

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Mikes Mom

Those who’ve worked with me on an in-house sales training program or attended a sales ...

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Cold Beer, Warm Showers, and Persuasion

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Great Vermont BeerOver the weekend, Seth Godin offered up ...

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