How to Get There from Here – Getting on Track to Winning in Your Contractor Business for 2015 #46

Today’s podcast is about how to drag yourself out of a slump, especially around this time of year when you don’t want to work as hard. Late in the year it is easy to be exhausted or have a low attention span for working. You may want to work less, leave phone with one of the guys, and basically just relax.

The first thing is to realize that you are in a slump because of you. It is all mental and not anyone else’s fault. Not the economy or your customers, it is just you. being in a slump effects the way you respond to other people. It can make you seem desperare, no matter how much you try to cover it up.

Zig Ziglar – “Life is too short to spend your precious time trying to convince a person who wants to live in gloom and doom otherwise. Give lifting that person your best shot, but don’t hang around long enough for his or her bad attitude to pull you down. Instead, surround yourself with optimistic people.”

It messes up your communications, makes you physically drained, and can even lead to a bit of moderate depression. To battle this feeling, you need to:

  • Go work out
  • Get out of the sad environment
  • Get your muscles going
  • Hang around with successful people
  • Listen to positive podcasts
  • Listen to upbeat music
  • Buy books on audible

Audible Book Suggestions:

Sales Bible, Jeffery Gitomer
Little Red Book of Selling, Jeffery Gitomer
Napoleon Hill, Think and Grow Rich

When you are ready to go, “lets do this!”

Think about new marketing strategies, make some tweaks. Stop hanging around people who complain (including family and church friends). They are always broke and getting their car repossessed, but they still have money to get tattoos, buy flat screen tvs, etc.

Hang out with someone who makes more than you! Dave had a man who made him realize that even though he had great ideas, he was thinking too little. Hang around people who inspire you to be better than you are. Get educated, read books, get DVDs, CDs, watch YouTube and listen to Podcasts.

There are a lot of great books on public domain. Sometimes it is worth buying them to get on Audible. When you are in your truck you are on a island going from job site to job site, sales call to sales call…having good info coming in makes all the difference in the world.

It’s hard to be in a slump because you stop closing sales. You become needy and it comes across when clients speak to you. You can’t cover it up and put a smile on your face. PLUS you bring down your whole team!

Customers

Justin said out of the blue a couple of customers lately who have been complaining a lot about the quality of work, especially one guy who always emails him right before bed. Dave said he won’t even look at emails he knows might be a problem for a day or two.

Watch out when someone starts attacking you, ant the emails just start flowing. Do not respond back with the same kind of attitude…respond back only with facts.

You need to control every situation that you come up against. For example, your phone is a convenience not a duty. You don’t have to answer it if you are with a customer or a family member.

Watch Out For Metal Garbage

You need to on the lookout for ideas and thoughts we have been fed since we were born. Many of these “sayings” are just plain wrong:

  • Work hard=succeed, not always true
  • You can’t have your cake and eat it too (Dave says if I am going to have cake I will for sure eat it!)
  • If you are good at what you, you will have plenty of clients
  • Your flyers and sales letters has to be professional – nope, ugly is good (one of Dave’s most successful campaigns ever was handwritten letters on paper, “we want to buy your house”)

Think through all these sayings and see how they are not serving you. Working hard is a step to becoming successful, but sometimes you have to work smarter than harder.

Everything plays a part in getting where you want to be! You could work 24 hours a day and never get the results you want. There is always something to do, a project, paperwork, a new customer.

What is success?

For Justin, success means that he makes enough money that he can afford everything AND spend time with his family. Dave works smart with leveraging time, money and thought process.

If you are good at what you do you will have plant of clients is a big fat lie too. If you don’t market yourself properly you don’t have a chance to be rock star. You have to tell people what you do! Dave’s Grandma makes the best hamburgers in the world, but McDonalds knows how to market them better than she does. If you don’t know how to market, find someone who can help. It can be through referrals or repeat business.

You want to question everything and make sure you know how it works so you don’t stunt your own growth because of your limiting beliefs.

Good Enough Is Good Enough

You don’t need to wait until everything is “perfect” marketing-wise. Having a ton of okay marketing out in the marketplace will trump one perfect piece every time. People don’t buy pretty, they buy memorable.

Fail fast with your marketing, test, test, test until you find something that works.

You have to get the excitement back in your contracting business and only you can get you on the road to WINNING.

2 Responses to “How to Get There from Here – Getting on Track to Winning in Your Contractor Business for 2015 #46”

  1. Walter Harris

    Dave this was well said I cant but agree with you on just about every point you made. Some of them I’ve done myself and other just plain out truth.

    Reply

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