8 Things Contractors Are Doing To Hurt Their Business' Growth In A Challenging Market.


Eight (8) Things Contractors Are Doing To Hurt Their Business' Growth In A Challenging Market With the economic times creating huge challenges for contractors, the ones who are on their "A" game are the ones who are going to clean up shop when all their competitors are hanging up their belts for good.... As a lead generation specialist it is my job to work with all types of contractors. I provide roofing contractor leads, home improvement leads, remodeling leads, and many other types of leads for all types of businesses. In my pursuit to help business owners I have learned a lot about the weaknesses of those who I am helping. Below are a short list of things that I see everyday. Kip charles from http://www.contractorleadssuck.com says, "If any of these things describes you, then make that change now or suffer the consequences." 1. PLEASE STOP EMAILING YOUR ESTIMATES..... Yes, I am talking real loud! In a more competitive climate you have to overcome objections in person not over the phone........ To close more deals and get more jobs..... Get in your customers face and find out why they don't like your numbers, etc. and you may be able to turn it back in your favor. 2. Start doing more consulting than cost itemization, if you are even going as far as itemized bills. Everyone is doing free estimates, separate yourself from the crowd and let the customer know that you are different. Make sure they know you're there to help, not get them for every penny you can squeeze out. 3. Train the person who is on the frontline answering your phones, usually it's a receptionist, administrator or the like. For many small contracting businesses, it's your wife. They get bombarded with tough questions and can be a huge help or hurt to your contracting business. Invest in them and it will return 100-fold. I hear it everyday, all day long.... they are just not prepared, so you lose out..... 4. If you charge a fee to give an estimate make sure that you build value in that fee. If your competitor is giving it away for free, you will have to prove that what you do is more valuable and that's why you charge in advance. 5. Teach the person answering the phone to leave the heavy duty sales up to your seasoned sales guys. Do not try to sell a new bathroom, roof, or kitchen over the phone; receptionists are not equipped to do that. I hear this too from business owners and this is a "BIG NO, NO." 6. Only deal with objections that have to do with making the appointment ON THE INCOMING LEAD CALL. Any other potential customer concerns MUST be answered in person. You have a better chance of putting out the fire from close distance than far away. 7. Put together a list of questions (objections) that you normally get asked on the lead call and have your receptionist answer them correctly until they can do it with ease. I REPEAT, they can be very valuable or a business killer. 8. Last but not least, answer the phone for goodness sake! If a client finds you by chance and calls you and it goes into voicemail, there's a 99% probability that they will not leave a message and will call your competitor!!!! If you found this information valuable, you can learn more by going to http://www.contractorleadssuck.com or call (800) 985-2749.

Eight (8) Things Contractors Are Doing To Hurt Their Business' Growth In A Challenging Market

With the economic times creating huge challenges for contractors, the ones who are on their "A" game are the ones who are going to clean up shop when all their competitors are hanging up their belts for good....

As a lead generation specialist it is my job to work with all types of contractors. I provide roofing contractor leads, home improvement leads, remodeling leads, and many other types of leads for all types of businesses.

In my pursuit to help business owners I have learned a lot about the weaknesses of those who I am helping. Below are a short list of things that I see everyday. Kip charles from http://www.contractorleadssuck.com says, "If any of these things describes you, then make that change now or suffer the consequences."

1. PLEASE STOP EMAILING YOUR ESTIMATES..... Yes, I am talking real loud! In a more competitive climate you have to overcome objections in person not over the phone........ To close more deals and get more jobs..... Get in your customers face and find out why they don't like your numbers, etc. and you may be able to turn it back in your favor.

2. Start doing more consulting than cost itemization, if you are even going as far as itemized bills. Everyone is doing free estimates, separate yourself from the crowd and let the customer know that you are different. Make sure they know you're there to help, not get them for every penny you can squeeze out.

3. Train the person who is on the frontline answering your phones, usually it's a receptionist, administrator or the like. For many small contracting businesses, it's your wife. They get bombarded with tough questions and can be a huge help or hurt to your contracting business. Invest in them and it will return 100-fold. I hear it everyday, all day long.... they are just not prepared, so you lose out.....

4. If you charge a fee to give an estimate make sure that you build value in that fee. If your competitor is giving it away for free, you will have to prove that what you do is more valuable and that's why you charge in advance.

5. Teach the person answering the phone to leave the heavy duty sales up to your seasoned sales guys. Do not try to sell a new bathroom, roof, or kitchen over the phone; receptionists are not equipped to do that. I hear this too from business owners and this is a "BIG NO, NO."

6. Only deal with objections that have to do with making the appointment ON THE INCOMING LEAD CALL. Any other potential customer concerns MUST be answered in person. You have a better chance of putting out the fire from close distance than far away.

7. Put together a list of questions (objections) that you normally get asked on the lead call and have your receptionist answer them correctly until they can do it with ease. I REPEAT, they can be very valuable or a business killer.

8. Last but not least, answer the phone for goodness sake! If a client finds you by chance and calls you and it goes into voicemail, there's a 99% probability that they will not leave a message and will call your competitor!!!!

If you found this information valuable, you can learn more by going to http://www.contractorleadssuck.com or call (800) 985-2749.

HOME