What are you really losing when you fail to convert a lead? Understanding your average revenue per lead can help quantify the true value of each new prospect and keep your team motivated to close.
Building enticing offers into your service agreements can help support strong customer relationships that drive business year-round.
Service agreements are the lifeblood of a contracting company. So pricing them properly is just as important. This week on Cracking the Code, Gary Elekes lays out the factors that need to go into every company’s pricing equation to ensure they’re set up for long-term financial success.
Don’t always pull out the pricelist. Sometimes, the correct response to your customer is to simply listen and say “OK.” Steve Mores explains as he continues the discussion on selling IAQ during planned maintenance calls.
How can you drive offseason revenue, one of the most frequent problems for contracting companies? Take advantage of those planned maintenance opportunities. Weldon Long and IAQ expert Steve Mores discuss a few strategies for boosting revenue through IAQ and accessories on this week’s show.
Your prices are too low. This week, we talk about how to charge the higher labor rate you need to be profitable. And how, by delivering on your brand promise, your customer will be more satisfied as a result.
Your sales secret weapon? 3rd party validation. That’s how to get your customer focused on something besides price and start building trust and rapport. Weldon Long explains in the latest episode of Cracking the Code.
Testimonials and guarantees can build authority and trust with your customer. This week, Weldon Long explains how to leverage them to selling more effectively, and talks about the HVAC scholarships now being given out by the EGIA Foundation.
How can you build trust with a suspicious homeowner? How can you ensure your prices are perfectly set to balance profitability and customer-appeal? How can you adapt your sales process to millennials and other generations?
In the final episode of Contractor Coffee Club, Mark Matteson concludes his series on sales by explaining how to overcome sales objections -- and why objections may not be such a bad thing.