RCBill

Ken, I did think that you were qualifying on money over the phone. Glad that you clarified. I thought you went off the deep end. The following is written with the new contractor in mind. I would not want to offend those contractors that are already successful. I got much of this from Kaller, whom I've written off previously. I haven't invented anything. The number two thing that a small contractor needs to do to build a business is get out of the bucket. The reason for this is to allow the contractor more time, and energy, to do other more important things. One of those things is sell. It is harder to put a good effort into turning a marginal lead into a profitable sale when you are tired, hungry, and your clothes stink. (I didn't need Kaller to tell me this.) Anyone that spends money on marketing or advertising should know how much a lead cost them. You can learn this by keeping a tally of inquiries and their source. Divide the total expense by number of inquiries for that advertising. If you do a mailing that cost $600 and you get 10 leads, each lead cost $60. To get even sharper, divide the expense by the revenue that it generates. Stephen's targeted marketing will earn high numbers here. Kaller was telling a small group of us how he distributed flyers. When I asked if walking flyers was really worth the effort, he responded that maybe my being in business wouldn't be a great idea. I would have preferred a slap in the face. I've walked a lot of flyers since then. I guess I'm going sideways. So, the guy or gal that doesn't know how much a lead cost isn't a business person. They may own their job. Or be engaged in a hobby that pays pretty good. But if they think they can manage a profitable business without knowing what their numbers are, they need to start using an air filter. Lastly, I've never met a successful business person that wasn't fighting for every dollar, every dollar, every dollar. If I'm not fighting for business, 60+ hours a week, I'm losing to the man or woman that is. Regards from the Cape Fear

I don't bring price into the conversation unless I'm asked. If I'm asked, I give a number, but then the prospect has a check mark in the negative column. And I start fishin' for more information. When you qualify on price, you sell on price. This is a position that low-ballers win. I always ask when they want the job done. This gets a conversation going that may put checkmarks in the positive or negative columns. You could also ask when they had this work done before = more useful information. Stephen eliminates people that he doesn't want to serve by targeting those that he wants to serve. This is the best way to get profitable clients. Leads are expensive. To burn one on the phone may be expensive. An owner would tell a salesperson to get their ass out there and turn the lead into a profitable sale or find another job. Many of us are salespeople/owners that do not answer to anyone. Except our families.

njconsumeraffairs.gov Getting letterhead from the AG is motivating.

Well, I guess I'm lucky to be the first to welcome you. It's a nice little (maybe not so little) e-community. A 'thing' that is especially cool is meeting people at a round table or convention. One thing to be careful of is comedy. It doesn't communicate well. So enjoy. One thing though, don't be so shy. Bill Lightner

Where did you get that Keth?

YP have been a loser for me. I thought it was producing until I checked the invoices just this morning. Apparently it was only producing estimates.

Joel, write Shane. Better yet call him. Don't be shy. He's always eager to help. I don't know if you clean roofs. But if you did, you may want to give the HOA President a good price on one.

Stephen Carter, the Flood rep, is going to the NC RT next weekend. This guy wants to make friends. Tim, hit him up to fix the coop marketing thing. I don't see him not fixing this. Also, it'd be a good time to get on the contractor program, just ask. And ask for samples. He's sending me some of his water-borne stain to try out.

I had lunch with Stephen Carter, a Flood rep. today. Restora is no more-a. Actually it is available until supplies are kaput.

You guys have too much time on your hands.

I liked MI-3 too. I see a lot of movies. Got a sick day off today. But not too sick. I'm going to see Dreamgirls this afternoon. Talkin' bout my generation. How's everything going? Where are you in the big staining job we talked about?

Casino Royale is as good a movie as I've ever seen. Get there early. Every minute is good smash mouth action.

Alright! I'm getting this thing going. Haven't heard Little Feat in generations. Now, I have files in my computer. Seems a waste of money having two music services in one house. Has anyone taken a signal from their computer and put it into their home audio system? How about video? I gotta call my niece. She loves to teach (talk down to) me.

Good stuff Joel. I think you are a bit ahead of the curve by using one of these 'storage' sites. Fellow in Calif. is doing good things with video. These sites allow you to load your site quickly and maintain your sales process without distraction. Only if the prospect wants 'proof' or additional information will he or she need the service of a large site. I would think the best and easiest way to use this 'proof' is via a link from your site.

I've been painting full-time for maybe ten years. I took a lot of decorative painting and plaster classes and have a pretty good portfolio. I don't do much exterior work. Mostly better interior repaints. Before that I was the foreman of the electrical maintenance dept. in a steel mill. I was not skilled in conventional electrics. My contribution was in electrical and electronic process control systems. I did a little work with power supplies also. That job is in China. Before that I was a sales engineer. I called on machine builders selling custom systems and components. Before that I was popping caps for Uncle.