The Silent Killer in Your Trades Business

Your business can be viewed as a bucket.  In the top your pour revenue, which comes from your sales process, then deduct the direct costs of producing that revenue.  Unfortunately everyone’s bucket leaks and so the amount left over (as net profit) is often a lot less than it could be and what is required…

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Make 2013 Your Best Year Ever

Wednesday night I ran a workshop for 30 Auckland Certified Builders entitled, “Make 2013 your Best Year Ever – Build Your Marketing & Sales Machine”.  Received good feedback and some interested in having me help them improve their marketing and sales results, so was well worth the effort put in to put all the content.…

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Put the SUCCESS in Succession Planning

According to a study by the Centre for Small Enterprises at Massey University, during the next 10 years 64% of business owners intend to exit their businesses.  For the North Shore, where I live, that means about 16,000 businesses may come up for sale (or other exit option) during the next 10 years.  That’s 130…

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Remember That Your Audience Are Individuals

I want to talk to you about one of the least understood, yet vital aspects of marketing. It is the principal that when creating an ad, a brochure, a sales letter, a web page or any other marketing piece you should COMMUNICATE WITH ONE PERSON AT A TIME. The natural thing to do when preparing…

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Empty Your Head Before You Go Crazy

Most small businesses stay small because the owner does everything. Simple maths means 24 hours x 1 = not very big.  24 x 10 = much bigger.  So if you do all the estimates and present the quotes; sign all the contracts, subcontracts, and change orders; make the big site decisions; purchase all materials and…

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Don’t Focus on Closing the Sale to Make More Sales. Huh?

You may be doing lots of quotes and only converting a low percentage of them into paying jobs.  If this is the case you may think that your sales technique needs some work and you need to learn some high pressure closing scripts.  You know.  The ones the car sales guys seem so good at.…

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Systems Set You Free

Many business owners I talk to, knowing what I do, ask me how do they go about systemising their business.  Often they are stressed out from covering for staff who aren’t doing the job properly, have forgotten to order materials needed for the day’s work, have been let down by subbies not turning up on…

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Change Is Good

I had a great meeting with a client today. We figured there was another $100,000 profit at least that could be added to their bottom line, just by tweaking a few operational practices.  It is great when I can work with clients like this.  My coaching fee pales into insignificance when compared to the potential…

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How to Deal With Lower Priced Bids

Nobody likes to loose out on a job, especially in recent times when the work is thinner on the round and you can’t be as picky as you could be 3 or 4 years ago.  Nobody likes to loose money also and so how do you combat low ball pricing and secure the job at…

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