Business Management

Selling Commercial Service Agreements - Part 1

March 18, 2005
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.
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Hot Topics, Cool Solutions 13: Installer Rewards, And More

March 4, 2005
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?
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How To Avoid Bad Marketing Advice

February 18, 2005
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.
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Hot Topics, Cool Solutions 12: Making Money, And More

February 5, 2005
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.
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Navigate The River Of Paperwork With A Record Retention Policy

January 21, 2005
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.
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Hot Topics, Cool Solutions 11: Selling Add-Ons, And More

January 9, 2005
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?
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Effective ‘Customer Care' Call Handing Procedures

December 23, 2004
Today our customers/clients expect their service provider to deliver good customer service. In most cases good customer service translates into responsiveness. Here is a list of customer call procedures that should be followed.
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Hot Topics, Cool Solutions 10: End Of The Month Blues, And More

December 11, 2004
I buy a motor for $30 and I sell it for $100. So how come at the end of the month I didn't make any money?
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Strengthen Customer Loyalty With Market Research

November 24, 2004
Customer loyalty is in jeopardy every time a prospect or customer comes into contact with a company. Each contact is an opportunity to strengthen - or weaken - customer loyalty. Market research can help make sure you meet customer expectations.
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The Four Things That Drive Your Customers Crazy

November 14, 2004
The service you provide can either soothe - or increase - a customer's feelings of panic and irritation. That's why a better understanding of common complaints from customers about contractors can help you a lot.
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