Thu, 29 October 2015
You can be copied on many things by you competition.
There is only one thing your competition cannot copy is the customer experience. The customer experience is what keeps your customer coming back. It’s the customer experience that creates raving fans that creates referrals.
So what can you do to create that experience from the first contact? Here is just a short list.
Remember it’s the experience that your competition cannot copy you on do crate an award winning customer experience.
Direct download: Discover20the20Only20Thing20Your20Competition20CanE28099t20Copy20You20on20Episode2092.mp3
Category:pod cast -- posted at: 7:21am EDT
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Thu, 22 October 2015
So the saga on the experiment for episode 89 could you has flexible pricing?
Let’s talk about the lesson learned and have some fun at my expense. Just to get a little overview on episode 89 lets go back for a moment to get you caught up I did the episode in response to a Facebook post I saw about some people complaining about being beat on pricing in their area and got to thinking about could you have flexible pricing to go into a new area or go head to head with someone else’s pricing. So knowing my numbers and running the numbers I decided to run an experiment the funny thing about running the numbers they may work on paper and in theory it may work. But when you get into the real world and the little nuisances that can go wrong the equation never adds up the same way. So off I go to try the experiment I reduced my price to half price on a roof clean and house wash And that day everything went well, I made a decent profit for the day and all was well for that day then the sun set and the sun rose and another day was here. Then I got a call from the customer and had to go back and make her happy and as most of you know when you go back to a job no matter what happens it’s for longer than you want. So in this case its really 3 hours with 2 men, no now its 6 man hours and vehicle and equipment expense. So here is one lesson learned the real expense of what it take to go back after the job is supposedly done. Let’s run the numbers. Let’s say you break even is 38.00 per hour add 45% profit you need to charge 70.00 per hour Then you have vehicle expense let’s say for argument sake its 15.00 per hour so 2 men and a truck is 155 per hour now you add your 3 hours comes to 465.00 it cost you to go back . But in reality that is not a true figure. The true figure is it actually cost you 930.00 no it cost me 930.00 to go back because you have to figure in lost revenue yes lost revenue because I should have been somewhere else making a profit for the company . It cost me 930.00 to go back on a job that was less than a thousand dollars. The irony if I had charged my regular pricing I would have made 130.00 profits when the dust settled. The other lesson learned is don’t mess around with your pricing it’s that simple stick to you guns. You can experiment on going up but never go down .Because when you mess around and go down Murphy always shows up to mess up your day. Your number one goal as a business owner is to make a profit for your company it’s your responsibility. It’s not your responsibility to be the cheapest, to brag about how busy you are or brag about how much you charge the customer. It’s your responsibility to make and keep you company profitable. And to know your numbers and charge accordingly is the start of being a profitable company. Every day is a learning experience this is just one of the many lesson s learned. Thank you to our sponsors this week who make this program available to you. This week’s episode is brought to you by 3 d mail results at 3d mail results .com They have creative, unique 3D mail products and grabbers will explode your direct mail results. Look into their products section free example sales letters and headlines to help you easily incorporate 3D Mail into your campaign and amplify your returns. If you’re tired of cold calling ,tired of phone calling and getting little results why not make them prospects call you by implementing a 3d mail campaign check it out.. At 3dmailresults .com
UAMCC United Association of Mobile Contract Cleaners is a nationwide network of contract cleaning contractors that embraces the power washing, window cleaning, carpet cleaning, and mobile cleaning industry. More Than Just A Contract Cleaning Association providing contractors with the tools necessary for growth, the UAMCC can assist homeowners and property managers connect with insured, qualified contract cleaning companies. No more guesswork and no more worrying if your contractor runs a legitimate business. Go to uamcc.org that’s UAMCC .org to learn how you can be the best in your industry check out the UAMCC here
Direct download: Lesson20Learned20Contractor20Marketing20episode2091.mp3
Category:pod cast -- posted at: 6:30am EDT
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Thu, 15 October 2015
Scott Dennison SEO expert to the contracting business creating leads so you can grow your business. Getting the phone to ring is his specialty. Today our SEO expert Scott Dennison spills the beans on how to get the maximum results. Learning along the way how to play nice with Google and learn from them on how to work with in googles system. He says it’s a numbers game if you do enough of the right things then the numbers add up and you will be at the top of the charts the Google front page, Even with Google changing the game SEO still works and its some real simple thing s that will keep your business on top. He reminds us that what google is most concerned about are the people who search. And is the business they are searching for a relevant business. Does that business have top notch original content that others will look at and share? Do they have good reviews that will keep them on top of the page in the map section? What about reviews on other sites, and you tube videos that are linked to your site, and posts that are on google plus all important that will put and keep your company on top of the page if your company is on top of the page you will get more calls. You see with SEO it’s all in the math do enough things and it adds up to being on the top and having your phone ring. Scott is coming out with a new program for those who can’t or don’t want to hire him for his one on one SEO marketing services but want the results he gets for his clients by doing it themselves Top Ranked Roofer will be a community for roofing business leaders actually anyone in the contracting business that wants to grow their client list through SEO. In TRR we're going to offer help in a Done with You model that will include regular trainings for members, a step-by-step system for optimizing the online marketing efforts and a community of experts and peers to help and answer questions and find solutions to everyday online marketing issues. It's going to be marketed as a value of at least $97/mo, but initially (until the first 100 members are in place) will be only $47/mo. http://toprankedroofer.com/trr Go to Scotts website and get more info on how to get that phone ringing And to get a FREE copy of Scotts Book 80/20 book
Direct download: Scott20Dennison20SEO20Expert20Spills20the20Beans20About20Google20Episode2090.mp3
Category:pod cast -- posted at: 6:00am EDT
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Thu, 8 October 2015
The other day probably last week sometime I came across a post in Facebook under one of the groups him in and I got me to thinking and what the post was all about was I can't believe I got beat by a guy who sells for this price. And I'm thinking the price for most of the contractors that were in that group was between 30 and 50% % off their normal price, it was actually 100% off my normal price.
And they were pretty vocal a couple guys were vocal about being beat by a lower price person and one of my reactions when I posted in the midst of all that was well maybe you're selling to the wrong customer trying to sell to the wrong customer. Because as you know listen to this podcast firm time for a time that I am pretty much the belief that you should have higher prices so you could make more profit but not only to make more profit so you can give better value to your customer. I have never thought about the concept of flexible pricing
But after the post I got to thinking about something just the thought of flexible pricing came over my thought process. I thought about well I am higher price and I am spoiled by my pricing structure because I would rather do one job today at my price. Then two or three jobs at the other guy’s price. But the part that got me the most am I spoiled by my pricing. However if I needed to lower my pricing to compete in area that my might want to get into. So I began to think about it more and more this week I decided to really try and experiment and cut my prices by 50% only on one job this week and to see where I was that I wanted done and if I didn't know what my numbers I never would have even considered it, I just wanted to see how much if I could live with the hourly rate if I needed to ,if I needed work or if I wanted to go into a new area could I afford to lower my pricing and still be profitable enough to do it I think sometimes that we get I know I do get so I'm going to use the word is spoiled by the prices that I charge that I would think that sometimes it would be ludicrous to lower my pricing to get work because I am busy all the time but what if I wanted to add a vehicle or new crew? Could I do it drop my pricing to get into an area and I was surprised by the results on my test. So this week I was for a regular customer so and they live out of town I watching her house so I said why not give a shot so I cut my roof cleaning price by 50% I cut my house wash price by 50% and went in and did the job and still came out with a superb hourly rate that I could almost live with if I wanted to expand into a new area. The results, I could live with it all day long so got me to thinking about could I, or should I even I consider using flexible pricing my business in the answer is yeah I think I would. But I’m not really sure. I am in a good place. I don’t need to grow my business. Actually it was just a mind exercise for me how about you could you, should you, would you consider flexible pricing.
The other day probably last week sometime I came across a post in Facebook under one of the groups him in and I got me to thinking and what the post was all about was I can't believe I got beat by a guy who sells for this price. And I'm thinking the price for most of the contractors that were in that group was between 30 and 50% % off their normal price, it was actually 100% off my normal price.
And they were pretty vocal a couple guys were vocal about being beat by a lower price person and one of my reactions when I posted in the midst of all that was well maybe you're selling to the wrong customer trying to sell to the wrong customer. Because as you know listen to this podcast firm time for a time that I am pretty much the belief that you should have higher prices so you could make more profit but not only to make more profit so you can give better value to your customer. I have never thought about the concept of flexible pricing
But after the post I got to thinking about something just the thought of flexible pricing came over my thought process. I thought about well I am higher price and I am spoiled by my pricing structure because I would rather do one job today at my price. Then two or three jobs at the other guy’s price. But the part that got me the most am I spoiled by my pricing. However if I needed to lower my pricing to compete in area that my might want to get into. So I began to think about it more and more this week I decided to really try and experiment and cut my prices by 50% only on one job this week and to see where I was that I wanted done and if I didn't know what my numbers I never would have even considered it, I just wanted to see how much if I could live with the hourly rate if I needed to ,if I needed work or if I wanted to go into a new area could I afford to lower my pricing and still be profitable enough to do it I think sometimes that we get I know I do get so I'm going to use the word is spoiled by the prices that I charge that I would think that sometimes it would be ludicrous to lower my pricing to get work because I am busy all the time but what if I wanted to add a vehicle or new crew? Could I do it drop my pricing to get into an area and I was surprised by the results on my test. So this week I was for a regular customer so and they live out of town I watching her house so I said why not give a shot so I cut my roof cleaning price by 50% I cut my house wash price by 50% and went in and did the job and still came out with a superb hourly rate that I could almost live with if I wanted to expand into a new area. The results, I could live with it all day long so got me to thinking about could I, or should I even I consider using flexible pricing my business in the answer is yeah I think I would. But I’m not really sure. I am in a good place. I don’t need to grow my business. Actually it was just a mind exercise for me how about you could you, should you, would you consider flexible pricing.
Direct download: Should20You20Would20You20Could20You20Have20Flexible20Pricing20Episode2089.mp3
Category:pod cast -- posted at: 6:00am EDT
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Thu, 1 October 2015
The One About Taking Your Income to a Different Level Through Your Sales episode 88
Las t week we talked about do you love or hate sales later it got me to thinking about the whole sales process and it is realty is a process I wanted to really start off today with one of the best definitions of sales I have ever herd
“Selling is getting someone intellectually engaged in a future result that is good for them, and getting them to emotionally commit to take action to achieve that result.” Dan Sullivan who is just a genius The definition is not I have something they need and by golly I going to make them buy it. Please please buy my service s So let’s go through the definition again Selling is getting someone intellectually engaged in a future result that is good for them, and getting them to emotionally commit to take action to achieve that result. So really what is that look like what are the steps to actually make that happen well I think number one you really need to listen perceptively.
I think in the old days a salesman pitch you get it down go over it and continue to role-play and do all the things to make sure that you the sales person was comfortable with the sales process. I think one of the biggest challenges with something like that the pitch I think it's great that you should know your sales process you should know what you want to say. I think probably more important than anything is that you need be yourself you can't go into a sales situation or presentation to your customer thinking that I can beat the other guys price and I want to what his price was for any of those crazy things that will drive you nuts in your sales process you really need to take ownership of who you are. You have to be comfortable with who you are you have to be have the self-confidence of you know what you can do you know that you can provide the services and the quality of services that you're presenting to your potential client and I can't really say that over all that it works on commercial clients at least the ones that are only looking for the bid price, I do know that it works well with the residential customers clients that I have I don't do a whole lot of commercial sales for the services that we do have but I follow the same process for that also I am comfortable with who I am I know who I am I know the type of service that I am going to for provide I know more importantly what that service is costing me to provide I know the type of profit margin that I need to make to keep my company sustainable in the marketplace that's what I mean by knowing partially who you are. Be confident of the person in your skin. I actually think that once you put yourself in the position of going through the sales process and second-guessing yourself and not knowing what you want to charge thinking that I know that Bob's so-and-so my competitor was here I know what he charges so I'm going to be real close to him a little below so that he can so I can get the business that is not knowing who you are that's being wishy-washy that's not having the confidence in who you are and what you can do and what you can provide to that customer and you know what that customer sees you weakness he sees your inability to be genuine he sees your neediness, they see that battle going on in your presentation. When you chase after what other people are charging then you're back to being a commodity and you are not going to make it in the marketplace and be an extremely profitable company. So in order for you to have a mindset you need to be who you are need to find who your are what's your identity so that you can run the course be positive be genuine be confident in your own skin.
Here is what really what has happened if you've done your marketing correctly you have educated the consumer correctly through your marketing mostly your job is already done they called you because they want to know if you could provide the value that you say you can from your marketing material so they just want to meet you so that's why it's so important for you to be genuine when you know who you are. Also Story building is a great part of the sales process it is actually the new nurturing stories of the greatest relationship builders and is Mr. Rogers used to say it's hard not like someone once you know their story , As a sales person we must first be able to relate to the customer to help solve the customer’s problems I believe by delivering the facts you build trust and by educating your client you will give your clients new ways to think about their problems. So I think as sales superstars we do many things we attract we teach we advise we serve we measure, the most importantly we guide our clients and prospects by developing individual brand (that’s us) that stands for trust and expertise. So in order for all that to happen for me to close and get the sale I have to provide the client with the emotional response or let's go back to our beginning definition Selling is getting someone intellectually engaged in a future result that is good for them, and getting them to emotionally commit to take action to achieve that result.
Just a few simple steps one will have to listen and be perceptive on what is actually going on and listen to what our customers who really has a problem and wants their problems solved problems. So what is perceptive listening? Perceptive listening is when you hear interpret the words as they are said that also consider with the person isn't saying what she might really be thinking and how she is acting as they speak so this requires you to be totally focus on what their needs are and what you're trying to sell. So perceptive listening will tell you what the prospect says he Tells You. Prospect says he's not ready to buy ,what he's really saying is that he doesn't understand the benefits of what you're offering perceptive listening is how you draw out what the potential customer are really passionate about it allows you to understand their goals and objectives.
In today's world there are so many teaching opportunities for our clients are future customers that teaching them actually sells them or presales them by giving them useful expert information that's how you build create an expert platform by creating the information they need to make an informed decision and so by creating expert platform you are now becoming the authority in that area in once you become that authority area you normally have very very little competition. You see what you're doing is your sending a message and by being the expert you move away from the price issue the commodity platform of price. You don't want to show up at a customer’s house and right out a proposal and say this is the price you want to go through you want to educate them you want to leave them behind sales material . You want to As you talk with them and walk around the house or sit down with them and go through whatever you're going to go through with them you want to explain the process and what you do and why you do it and maybe the safety factors go through benefits . . By what you're presenting you are making them more informed, you have more expertise you have are better educated more professional by the way you talk and explain things to them and you're going to leave them with material that backs up everything you just presented. When they go over it they will say I remember he said this I remember he said this I remember you said this when I go through the information and your Proposal.
So let me just get you a couple of examples of something just happened to me recently in the sales situation I get a call to come out and do an estimate on some work on this potential customers house and he told me that everything he wanted done . I met him at the house we walked around the house and he explained what he wanted done and as we went through I told him about what our process was and how we did things how we protected things and as I got towards the end of our walk around the house , I asked by the way how did you find out about us his reaction was on the Internet and he said to me that I check you out on the Internet as a matter fact you were The first person we called and something happened to you we talk to you couldn’t get out you were real busy and we were impressed with all the information that you had on your website very informative for us and easy to make an informed decision, now we have two other people that we got prices from and we called you again because we really wanted you to come out and give us a proposal on all the work we need to be done here because we felt that you were the most professional .So I put together the proposal I talk to them about it I left him some more information basically everything that we talked about is in a report that I give each potential customer and I will let you know how that turns out. Now let me tell you another example of how I was presented in a sales situation.
I had a phone meeting with someone that I want to Buy a particular service and we had a meeting on the phone I knew the man I like the man I trusted the man we had talked before but not about what I wanted to purchase from him we just knew each other so that was a big plus on his side as we did our telephone conversation then he went over the his products and services that I was interested in he went to the great detail about what the whole program was with the benefits were how he would help me get through the whole process. We went over the dates of the seminar that I wanted to attend and he said listen this is how I handle my sale situation was handled the sales process this is all the stuff we just went over the class is going to be very small 4 to 5 people and The class will sell out and we are if you can't make this one that's fine but if you don't want to do it all that's fine but if you want to do it these this is the date let me know if it fills up by the time you call me and we have another class in January that they may be more than welcome to come to so that's how he left it. He followed the definition to a tee “Selling is getting someone intellectually engaged in a future result that is good for them, and getting them to emotionally commit to take action to achieve that result.” Go sell your services at a premium till next week Stop by Contractors secret weapon and pick up some free stuff and and we have some business building products in our resources section.
Direct download: The20One20About20Taking20Your20Income20to20a20Different20Level20Through20Your20Sales20202020episode2088.mp3
Category:pod cast -- posted at: 6:00am EDT
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