Can you negotiate DOWN while keeping your profits UP?
I often made MORE net profit on the smaller job! Here’s how …
sales
How to deal with a ‘Procrastinating Prospect’
The “Let me check with…” response is usually an “evasion tactic” to avoid the more accurate (but extremely adversarial) customer reply, “You are waaaaaay more expensive than the other guys!” What should you do?
What should I include in an “agent introductory letter”?
Face to face selling is almost always the best. Chuck and Steve provide insights to a disaster restoration company on how to start off right.
Timid cleaning and restoration contractors have skinny kids!
Keep negative thoughts at bay when you don’t get the job. Here are some realistic options.
Yet another Steve’s TOP TEN List!
It has become a tradition! Steve’s end-of-the-year TOP TEN list! (And thank you for every time you clicked on one of my QuickTIPS in 2014!)
Can you give me any brochure ideas?
Steve gives advice to a New York cleaner on the content and design of a killer sales brochure.
Differentiate your company with a DYNAMITE guarantee!
Offer a no-questions-asked guarantee in residential! (And honor it CHEERFULLY!)
Offer Priority Appointments to “lock in” your clients!
Increase your client’s cleaning frequency with “Forward Scheduling” and your profits will soar!
Can I rebuild my struggling restoration business?
An experienced restorer has fallen on hard times. Steve offers short and long term solutions to a difficult situation.
How should I bonus my techs for “up-sells”?
This is a great question and I don’t mean to dodge it but my answer really depends on the profit margins you are working with on “additional services”. Here’s my analysis …
Laughing your way through sales calls?
Steve reviews just why you should EXPECT rejection in selling route sales and how to make the sale anyways.
Steve’s TOP TEN QuickTIPS of 2013
Everyone else is running their “Top Ten Best” lists for 2013. So why not your faithful QuickTIPS scribe?
“How can I end this with dignity?”
An SFS graduate now realizes that going into business with his Dad wasn’t the best option. How can this cleaner now fix things in his company and at the same time not destroy his family relationship?
Let your customer CHOOSE their reminder frequency and medium
Most clients postpone their cleaning because it is (at best) a “tolerated irritation”. This makes customer reminders all the more important. Here’s how to do it …
How to forecast (and avoid) upcoming issues!
Use this weekly cleaning company finances report to get a snapshot of where you are and what is coming down the road.