This is the third of a four-part series on selling commercial service agreements. This series is designed as a complete A-Z on how to sell and organize for commercial service agreements. This article covers profitable pricing strategies to win the business.
I grew my company to six techs and hired a service manager from another company. We've been battling for months. He acts like I work for him. Finally, he quit today and I'm relieved and afraid. What should I do?
This is the second of a four-part series on selling commercial service agreements. This series is designed as a complete A-Z on how to sell and organize for commercial service agreements. This article covers equipment and system surveying and data gathering.
This is the first of a four-part series on selling commercial service agreements. This series is designed as a complete A-Z on how to sell and organize for commercial service agreements. This article discusses preparing for service agreement surveys.
I have to nag and plead with my installers to do what they're being paid to do. They rarely finish their jobs on time, they use more materials than they're supposed to, and then they generate callbacks. Got any suggestions?
Lots of "experts" are ready and willing to tell you what you should be doing to promote your business and increase sales. But some of them are flat-out wrong. How can you sift the good from the bad? Here are some basic principles.
I sometimes get the techs to do more than the job they were called to do. I sometimes get the daily sales numbers posted. I sometimes hold the weekly sales meeting. I sometimes do sales training. And I sometimes make money.
Maybe you think your company is drowning in a river of old paperwork. The more you shred or toss, the better, right? Actually, no. Think twice before you chuck overboard those 20-year-old workers' compensation policies or defunct contracts.
I stress the importance of trying to make add-on sales that are in the customer's best interest. But my techs seem unmotivated and I end up frustrated and struggling to make ends meet. What do I need to do differently?