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Best of 2016

As 2017 kicks 2016 to the curb, take a minute to revisit our most-loved blog posts of the year. Whether they're new to you, or you need a review, check out these blog posts for inspiration to start the new year. The Google Lesson…
Low price competition for service contractors

Trouble selling? Be memorable.

Why is it so difficult to remember even a short speech, but so easy to remember an entire song? For example, what do these 7 digits do for you? 867-5309.  Humming yet? Now that I’ve probably lost your attention to Tommy Tutone, I’ll try…
Low price competition for service contractors
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Beat your low price competitor, Chuck.

You know “one-truck Chuck,” or “white-van Stan” as I’ve heard him called before. He’s the one undercutting you and stealing your customers. It’s because he’s well rounded, and by that I mean he’s cut all the corners clean off.…

Beat the Technician Labor Crunch – Sell a Planned Maintenance Program

I saw statistics the other day that indicated the number of licensed electricians in NC over the age of 40 was 10X those that were younger than 40. Uh oh. If you thought the skilled labor shortage was already bad, it is going to get worse. So…
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Angie’s in Your Wallet Again – Take Advantage of It

Earlier this year, Angie’s List announced that they were blowing away the paywall for its members. The goal is to gain more users and recoup the lost revenue by charging more to service providers. These changes became a reality in the…
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Stop Selling Parts and Labor! Sell the Program!

In the first chapter of my book, The Digital Wrap, I quoted Marc Andreessen: “Software is eating the world.” It is not exactly a quote, but rather a reference to the editorial that Marc wrote for the Wall Street Journal back in 2011.  Marc…

6 Key Metrics That Boost Repair Revenue

Service contractors that work on complex equipment and systems all understand the importance and value of repair revenue for the overall success and profitability of their business. Most companies also recognize that the opportunity for repair…
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Photo Cliches Drive Sales and Retention for Service Contractors

We’ve all heard, and likely loathe, the plethora of bad cliches about pictures. As overused and seemingly meaningless as these cliches are, they hold a literal wealth of knowledge for field service contractors. From new sales to retention,…
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Modern Tools for Service Contractors, Part 3: Outbound Sales and Marketing

Both residential and commercial service contractors rely heavily on new sales for growth. Where residential contractors rely on converting inbound leads, commercial contractors lean on a mix of inbound and outbound tactics. This post lays…