How to Fix Almost Any Problem in Your Contracting Business
Name a problem in your construction business and I bet we can fix it with one of two simple actions.
Yes. Every business is different. Yes, I know there are personnel issues, profit issues, lead generation issues, safety issues and on. But, for the sake of keeping this simple, I'm going to offer you two ways to fix any problem.
Most problems in business can be traced back to one of two things:
- You don't sell enough.
- You don't deliver what you promised.
Everything Is Easier When You Sell
Most contractors don't give enough of themselves to the sales process. They allow themselves to be hijacked by many different, and sometimes good, distractions.
I'm blown away by how quickly we avoid sales activity.
Prospecting....
Follow up....
Proper pre-qualification....
Goal setting & measurement....
Role playing....
Nothing matters in the business without a sale. Hiring is irrelevant if you don't sell. All the fancy CRM's and processes you have set up don't mean jack if you don't sell.
Before you start taking drastic actions to deal with your issues, get your focus back on sales.
Every problem shrinks when you have sales coming in.
Need to hire people? It's easier when you sell.
Need to refine your field operations? It's easier when you sell.
Need to get out of debt? It is easier when you sell.
Set a daily sales goal and go nail it.
Deliver What You Promised
This is so remedial I'm embarrassed to type it. Deliver what you said you'd deliver.
What did you say would happen when someone landed on your website? Did you say you'd call them after they filled out the form?
What about the appointment you set? Did you honor it? Were you on time?
How about the day you sold the job and made a bunch of promises about how the experience would go?
Remember that time you told your team you were going to start having weekly meetings? How's that going?
Deliver.
Execute.
Have integrity.
Make the experience kick ass and many problems will no longer surface.
Most issues people have with contractors have nothing to do with the work, but rather everything that surrounds the work.
When you do what you promised you become more likable.
You clients and your employees will want to stay with you. They will want to help you grow. They will want to tell others about your company. But, only if you hold up your end of the deal.
Simple is Better
Here's a quick challenge for you:
Simplify your life by focusing on selling, then on fulfilling what was promised to your clients, employees and partners.
That's it.
It will immediately improve your business. Your life will get better. You'll have a clearer mind and more optimism.
Want more help with your contracting business? Head to www.thecontractorfight.com