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Written by:
Randall Turner
The way contractors prepare and react to differing economic environments determines whether they thrive or fail.
To prosper in 2012, contractors must be proactive and take control of critical business issues. Use this top 10 list of business management tips to improve your business for a successful year.
- Change your attitude. If you think 2012 will be a good year for business, then it will be. But if you think it will be a bad year, then it will be bad. Zig Ziglar said, “People often say that motivation doesn't last. Well, neither does bathing—that's why we recommend it daily.” Attitude becomes a self-fulfilling prophecy. As the leader of your business, your attitude and beliefs will filter throughout your company. If you always have a positive attitude, your company will reflect this, and success will be much easier to achieve.
- Hire good salespeople. I once went on a sales call with a salesman who obviously did not know all the steps in the sales process. He made a great presentation, but he failed to ask open or closed questions in a systematic manner. Even worse, he answered a probing question that I had directed to the prospect—instead of allowing the prospect to answer. And then he failed to ask for the sale. Does your sales staff make the same mistakes?
- Train your sales staff on prospecting. In business-to-business sales, the telephone should be your sales staff’s best friend. Many salespeople have a fear of the phone, rejection and those in authority. You will have more than enough prospects to turn into sales if you teach your salespeople how to find prospects in their everyday activities.
- Obtain more referrals. Teach your staff how to get referrals to keep them from chasing cold calls.
- Teach all staff good customer service. More than one sale has been landed by a personable and well-trained receptionist after the official salesman had failed to close the deal. A sale starts when anyone enters your establishment.
