Contractor Fuel

Contractor Fuel Websites, Sales Training and Project Tracking for Construction Contractors and Professional Service Providers.

When it comes to your play the long game. Implement , keep your head in the game, learn from your mistakes, and stead...
12/23/2020

When it comes to your play the long game.

Implement , keep your head in the game, learn from your mistakes, and steadily over time.
     

There are many consequences to saying yes to the wrong client.Here are a few:1. Wasting time you can never get back2. Ea...
12/16/2020

There are many consequences to saying yes to the wrong client.

Here are a few:
1. Wasting time you can never get back
2. Earning low to no profit
3. Reduced morale
4. Increased stress
5. Sleepless nights
6. Missed opportunity costs
What can you add to this list?
  

When is the last time you did business with someone you didn't like? How did that go? We don't always consider this cons...
03/12/2020

When is the last time you did business with someone you didn't like? How did that go?
We don't always consider this consciously, but being likable is a business asset. It's an attractive quality that makes people want to do business with you and keep people doing business with you.
What can you do to be more likable?
Smile more
Talk less about yourself
Ask more questions
Professional appearance
Remember details
Responsiveness
Clear communication
Consistency
Keeping promises

This list could be much longer but represents a good start.
Relax, smile, be yourself, focus on your customer's needs, and on giving great value. Your likeability factor will help you reach all of your business goals. .

Qualifying is one of the most vital aspects of any contractor's or service provider's sales process. Time is our most pr...
03/08/2020

Qualifying is one of the most vital aspects of any contractor's or service provider's sales process.

Time is our most precious resource because we can never make any more of it. Protect your time by beginning the qualifying process on the phone.

The sooner budget comes into the conversation, the better because it needs to be identified if the scope of work being considered has a realistic budget to pay for it. If your qualifying phone conversations is satisfactory, you can schedule the in-person meeting.

A proposal can be developed after you confirm that this is a project you want to work on, the right budget exists, and that you can envision a good working relationship with this prospect if you accept them as a client.

Meetings must be earned.
Proposals must be earned.
Qualifying is high-level customer service!

When there is pushback from a client on the budget needed to complete a project, it's common for contractors to default ...
03/03/2020

When there is pushback from a client on the budget needed to complete a project, it's common for contractors to default to a reduction in rates and markups.
Besides not knowing what else to do, this unfortunate reaction may also be driven by how important it is to land the job; in other words, how badly you need the work.
If you are estimating based on the value you deliver, then the reality is your rates are not the problem, and it's time to shift the focus to how the proposed work can go forward while still earning the right compensation.
Pivot the conversation to examining how the scope of work could be reduced or even phased in over time.
This puts you in problem solving mode on behalf of the client and not in reaction mode feeling you are the one who has to earn less. .

Taking your business to the next level means occasionally having conversations about big budget projects.A mix of projec...
03/02/2020

Taking your business to the next level means occasionally having conversations about big budget projects.

A mix of project sizes indeed makes for a healthy job board, but landing large projects can propel your business to new heights.

Bringing a big budget project through a sales process means being comfortable talking about numbers with more zeros on the end than you might be accustomed to.

Realize that if you are competent, the extra digits simply represent the extra work involved.

Growth is a mindset. You've got this!

It is common for many new contractors to act timidly regarding prices when estimating projects that they themselves can ...
02/28/2020

It is common for many new contractors to act timidly regarding prices when estimating projects that they themselves can not afford.

For some, this is no issue at all. But for many, it brings them to an uncomfortable place.

Our beliefs can limit how we go about business.

When you can get past the fact that you may not be able to afford your own services, you are on the right path.

Moving past unproductive, subconscious beliefs will unlock new levels of success for you and your business.

If you find yourself struggling or uncomfortable in sales conversations, it may be time to examine your beliefs.

New custom-designed cards are in!In a digital world, it has become uncommon to get a handwritten note. Strangely enough,...
02/25/2020

New custom-designed cards are in!

In a digital world, it has become uncommon to get a handwritten note. Strangely enough, it can now be a way to stand out and be remembered.

Our new cards are blank on the inside so we can use them for any occasion. A simple communication, a thank you note, or whatever the moment calls for.

What are you doing to elevate your communication, keep it fun, and stand out in someones mind?

The 30/90 Rule reveals that where you focus your attention this month will influence what is happening in your business ...
02/23/2020

The 30/90 Rule reveals that where you focus your attention this month will influence what is happening in your business a few months from now.

When your project pipeline is full, attention naturally is consumed by the projects in hand. A familiar pattern for contractors during these times to temporarily neglect or outright discontinue business development activities. It can leave you scrambling for work when your current projects are completed.
Don't let the next 30 days pass without effort towards landing new projects or you'll be forced into reaction mode which leads to saying yes to the wrong clients with the wrong projects at the wrong rates. .
#30/90

Conducting a review of your recent projects can give you insight into how to create a profitable future. Start by determ...
02/22/2020

Conducting a review of your recent projects can give you insight into how to create a profitable future. Start by determining where each of the last ten projects has come from (referral, website, advertisement, etc.), to see what business development efforts are paying off. What type of clients have you been attracting recently? Which projects have been the most profitable? This look to the past with a critical eye can help you develop the right plan for going forward. .

Conduct business with the knowledge that who you work with is a choice. Inform that choice by identifying who your ideal...
02/21/2020

Conduct business with the knowledge that who you work with is a choice. Inform that choice by identifying who your ideal clients are and create a strategy to attract more of them. Client relationships can make or break a business. Choosing the client not the work is the secret to building a profitable business that you are happy to own while serving a client base that you'd go out of your way to serve.

Allow people interested in buying your service to be greeted with a sales process that is friendly, orderly, curious, re...
02/21/2020

Allow people interested in buying your service to be greeted with a sales process that is friendly, orderly, curious, responsive, and is more concerned with making sure needs can be satisfied over closing the deal.
Sales conversaitons should never be oppositional. It's two parties engaging in a dialogue to address a need, explore solutions, and confirm that there should be a formal relationship to solve the problem. .

Address

3 Executive Park Drive, Suite 260
Bedford, NH
03110

Opening Hours

Monday 9am - 5pm
Tuesday 9am - 5pm
Wednesday 9am - 5pm
Thursday 9am - 5pm
Friday 9am - 5pm
Saturday 9am - 5pm

Website

Alerts

Be the first to know and let us send you an email when Contractor Fuel posts news and promotions. Your email address will not be used for any other purpose, and you can unsubscribe at any time.

Contact The Business

Send a message to Contractor Fuel:

Shortcuts

Share

Category