I own a concrete business and have been in the industry for many years. I’ve managed to achieve success and build a strong team. Recently, a friend who started a contracting business called me to discuss how I got my leads and the challenges he was facing. I have a rule: when someone discusses business, I no longer address them as a friend.

I asked him about his process, and he mentioned calling leads and sending emails. Digging deeper, I discovered he had no system, no frequency of contact, and no scripts. Despite being a skilled contractor, his lack of a system was affecting his sales. I emphasized that when dealing with leads, you’re not just a contractor but a salesman, and your job is to sell your service, not just provide a price.

Interestingly, he hadn’t considered this perspective before. The best lesson I’ve learned in my business is that my product’s success relies on my team’s ability to sell, not just on my craftsmanship. It’s a mistake to solely rely on your skills and tools. In business, you’re in sales. Invest time in improving your sales skills or hire someone proficient in it. If I had a nickel for every skilled contractor with a truck who thinks they’re the best…

  • teamhog@alien.topBEnglish
    1·
    1 year ago

    I learned early on as an environmental engineer that in order to get my pet projects funded I had to ‘sell’ it to the C-Suite. Once I figured that out I was able to get 14 promotions or raises in 5 years.

    My wife implemented a similar strategy in her roll as a programmer at an insurance company. She too was able to leverage this into a good career path.

    I then rolled this over to business solutions and I’ve been what I would deem as successful.

    I then, and still do, encouraged all of my direct & indirect reports to do the same thing.

    You have to have a plan and templates (scripts) are the things that make them repeatable. They should be updated and the playbook should include notes on proven techniques.

    As a business owner, if you suck at something you should hire someone who’s really good at it. Then learn from them. That’s why we say to surround yourself with better talent and recognize it.