The Contractor Fight

Why You Should Reconsider Offering Free On-Site Estimates to Prospects: This might be a tough pill to swallow for some, but if the very first question a prospect asks when they call your trades business is, "Do you offer free on-site estimates?" – it's a major red flag. In my experience, this is often an indicator of someone focused solely on price, not value. When this is the opening question, it’s a sign that they’re not yet committed to investing in a quality project but instead shopping for the lowest bidder. It may also mean (my latest experience with this) that they want free consulting for their DIY project and will leave you with a snarky remark at a consultation fee. While offering free estimates might seem like a great way to get more leads, you’ll find that these leads tend to undervalue the time, skill, and expertise you bring to the table. In most cases, you won’t close the sale, or if you do, you should know you were probably the cheapest one (wondering why you aren't making a profit?). Instead of rushing out for a free on-site estimate, take the opportunity to qualify prospects over the phone. Ask thoughtful questions about their goals, budget, and timeline. Gauge whether they’re looking for a quality, long-term solution or simply seeking the cheapest option. I spent several years with the great folks at The Contractor Fight, learning how to do this. I highly encourage everyone in trades sales to do their training. Your time and expertise are valuable – protect them. Focus on prospects who understand that; you’ll find better clients, bigger projects, and more satisfying results. #trades #contracting #customerservice #salesstrategy #businessgrowth #qualifyprospects

Another great story told by Logan Shinholser and the team at Contractor Growth Network !

3 Things to Do Each Day to Fill Your Sales Pipeline If you don’t have a system for generating leads you’ll starve as a sales person. Of course, you have other marketing strategies in play as part of your growth plan, but if you personally don’t control what you have control over when it comes to filling your sales pipeline you will underachieve as a sales person. Here’s a simple and effective daily non-negotiable for anyone who works in sales. Following this system every working day of the year will yield consistent and high profit sales. The combined efforts of these 3 tactics tally to almost 1600 activities that will create more sales opportunities for you and add to your other marketing strategies. --> Send 3 Unexpected Intentional Touches (UIT’s) Send personalized text to three past clients each day. Check in on them. Ask how the thing you did for them is looking or performing. This is not a sales call. It’s an intentional touch rooted in the fact that you care about them and appreciate them. Don’t overcomplicate this. Send 3 a day. Our data has shown that about 5% of these turn into another sale throughout the year. -->Make 2 Prospecting Touches Most sales people don’t hunt. Instead, they’re like baby birds waiting for the google gods to rain down leads. Make a list of who needs to know you exist. Then, call them, text them, DM them or go see them. Use this simple word track if you don’t know what to say: “I’m Tom and I paint stuff. I see you build stuff and I thought we should know each other.” Make this phrase your own and get after it. -->Create 1 Value-Based Social Media Post People spend about 2.5 hours a day on social media. Billions of people use it. It doesn’t matter if you like it or not, you have customers there. Educate or add value every day. Go live and explain what you’re doing to handle a certain problem. Introduce us to your team. Show us your culture. Post things that solve a problem or make life easier for your ideal client. This will position you as the expert over time. Experts get more leads and sales. They make more money. This is your daily 3-2-1 for lead generation. Be consistent. Play the long game. SELL UNAFRAID 👊 Enjoy this? Please share with your network

3 Things to Do Each Day to Fill Your Sales Pipeline If you don’t have a system for generating leads you’ll starve as a sales person. Of course, you have other marketing strategies in play as part of your growth plan, but if you personally don’t control what you have control over when it comes to filling your sales pipeline you will underachieve as a sales person. Here’s a simple and effective daily non-negotiable for anyone who works in sales. Following this system every working day of the year will yield consistent and high profit sales. The combined efforts of these 3 tactics tally to almost 1600 activities that will create more sales opportunities for you and add to your other marketing strategies. 👉🏼Send 3 Unexpected Intentional Touches (UIT’s) Send personalized text to three past clients each day. Check in on them. Ask how the thing you did for them is looking or performing. This is not a sales call. It’s an intentional touch rooted in the fact that you care about them and appreciate them. Don’t overcomplicate this. Send 3 a day. Our data has shown that about 5% of these turn into another sale throughout the year. 👉🏼Make 2 Prospecting Touches Most sales people don’t hunt. Instead, they’re like baby birds waiting for the google gods to rain down leads. Make a list of who needs to know you exist. Then, call them, text them, DM them or go see them. Use this simple word track if you don’t know what to say: “I’m Tom and I paint stuff. I see you build stuff and I thought we should know each other.” Make this phrase your own and get after it. 👉🏼Create 1 Value-Based Social Media Post People spend about 2.5 hours a day on social media. Billions of people use it. It doesn’t matter if you like it or not, you have customers there. Educate or add value every day. Go live and explain what you’re doing to handle a certain problem. Introduce us to your team. Show us your culture. Post things that solve a problem or make life easier for your ideal client. This will position you as the expert over time. Experts get more leads and sales. They make more money. This is your daily 3-2-1 for lead generation. Be consistent. Play the long game. SELL UNAFRAID👊🏻 Enjoy this? Please share with your network 🙏

What Will You Wish You'd Done? Discipline hurts now, but pays off later. Lack of discipline feels good now, but you pay the price in the future. -Don't feel like working out? -You choose to eat like crap today? -You don't prospect today to fill your pipeline? What will you wish you'd done when you're faced with the results you've earned? Remember, winning is ugly. Success is inconvenient. Achieving your big goals will require you to embrace inconvenience and discomfort. Make choices today that you'll be proud of tomorrow. 👊

Want to sell more? Check this out👊🏻

Thank you to Ryan Englin for having me in his show 👊🏻

Join me in Denver 👊🏻 https://lnkd.in/gWzJD9Mv

Join me in Denver 👊🏻 https://lnkd.in/gWzJD9Mv

I Choose Optimism I Choose Optimism The voices can be overwhelming at times. "Are you crazy? Why would you try to do that?" "There's no way you can reach a goal that big!" "Here's a list of all the reasons why this won't work." Sometimes these messages come from those around us. Most times they're our own voice spewing negative self-talk at us. I choose optimism. I had a period of my life where I had fallen prey to these voices and it sucked! Instead of finding the reasons why something is possible, I focused on all the potential issues and obstacles as to why it wouldn't work. The result? I was not only miserable from a mental health point of view, but the results in my business took a hit. When you’re focused on the problems you’re less likely to do the damn work required to win‼️ I made a choice to be optimistic. Not foolish. Not careless. Just positive and confident that I could figure out how to win. Of course there will be challenges, but these didn't have to consume my head space. How about you? Where's your optimism? Are you focused more on what could be than your problems? This is an edge for your success. Optimistic people operate at a higher frequency. They have better energy. That energy is contagious and attractive to others. People want to work with optimistic people. Today, make it a point to see the possibilities. Make it a point to silence any negative self-talk that could hijack your success. Live Unafraid👊🏻