How to Handle Price Shoppers

Once a month or so, we hold Office Hours.  It's an informal phone chat we host on gotowebinar.  We celebrate successes, and solve problems.  It's a lot of fun, and a super challenging question always comes up.  Here's one from our last Office Hours... How do you respond to callers who want a price over the phone? If [...]

Are you encouraging texting and driving?

Here’s a pic of me and Jerod, elbow deep in a furnace.  Jerod is everything you look for in a technician…nice, polite, skilled, ethical and ambitious.  He deeply cares about his customers and fellow team members.  Jerod just graduated from his company’s field supervisor training course and is determined to make a powerful, positive impact.  It was great to spend time with him on a ride along. Jerod has lots of cool tools to help him.  In addition to the required hand tools and job materials, he is loaded up with electronics.  GPS, a smart phone, an iPad and a laptop.  The company is moving to writable PDFs so that the techs can handle paperwork faster, and without paper.  All of this communication equipment is designed to help the office and the field team stay in touch, and move the data quickly into the accounting and customer service software.  Nice.  […]

Circulate Among the Troops – The Ride Along

What can you learn by Riding Along? You don’t even have to do the Undercover part. Just GO. Hop in the truck (or the assembly line or the phone bank) and say, “Show me what you do. I am here to learn.” One of my best biz buddies is a master of the Ride Along. I wrote about him…and how to make the most of your time in the field. If you don’t go, you won’t know… “His cardinal mistake is that he isolates himself, and allows nobody to see him; and by which he does not know what is going on in the very matter he is dealing with.” Abraham Lincoln’s reason for relieving General John C. Fremont from his command in Missouri – September 9, 1861 President Lincoln wrote these words to the man he was appointing to replace General Fremont. The new General would make no mistake about what was required of him: Get out there and circulate among the troops. […]

Tracking Contractor Jobs

Contractors are notorious for shortchanging themselves. They often don’t charge enough per hour. Or, put enough hours in the Job. How about you? Do you know if your prices are right? Do you know if you are properly bidding your Jobs? The bottom line is the bottom line. Hurray for you…if you are making all the money you want, if you are providing a real retirement investment program for yourself and your team members and if you could take a major hit to your business (disaster, disability, divorce?) and still be in positive cash flow. If so, you can stop right here. […]