Last Minute Requests Before Closing the Sale
What do you do when a potential client waits until the proposal is together to request itemization on the project?
We Don’t Advertise
“We don’t advertise” is well meaning mischief at its worst. It cuts your company off from a large pool of potential clients who are looking for a contractor to help them get their job built.
Should You Purchase a Construction-Related Franchise?
If you’re considering purchasing a franchise, or if you’ve been contacted by a franchisor because of your success, put your emotions on hold and evaluate it carefully.
Making a Positive First Impression
Building trust always starts when you are first contacted by a potential client. Michael discusses how to do it right, and how to do it wrong.
Objections Book
An objections book is a history of your sales calls. It includes everything you said and did, right or wrong. I have only met two or three others in my thirty-plus years of direct selling who took the time to compile a book, but each one became outstanding in their profession.
An Opinion on Itemized Estimates
A building owner challenges our statement that contractors shouldn’t itemize their estimates.
A Minimum Price
Being profitable doesn’t mean getting rich off your clients.
Job Costs and Overhead
I’ve seen contractors try to apportion overhead on a daily, weekly, monthly or per job basis when compiling their estimates. I don’t recommend any of those approaches.
Cost-Plus with a “Not to Exceed”
A contractor asked for my opinion on a request he recently received. It’s not a win-win proposition.
Setting the Budget First
In our book, Profitable Sales, A Contractor’s Guide, we discuss the need to set the client’s budget for a project. One of our clients sent a note recently that explains why setting the budget up front is important.
Let Them Know What to Expect
If you’re doing service work, make sure your client knows what to expect before you start.
Cancelled Design Agreements
A call came in from a friend recently. It seems that a client of his wants to cancel a signed design agreement.
Estimating Incomplete or Conceptual Plans
To be blunt: projects like this are a waste of time. I’ve rarely if ever seen a request like this turn into a contract
Clients Changing the Contract
I’ve written before about clients who decide to make changes to a contract. Last week I heard from two different contractors who had to deal with this, and I want to share their stories.
Are You Worth It?
Construction is a tough industry. For some, the hardest part is making the sale. They’re out of their comfort zone. They don’t want to talk about money or ask for the sale.
Can You Be Both Competitive and Profitable?
You can be competitive, or you can be profitable. You can’t be both.