- THE MAGAZINE
Articles by Steve Toburen
So the fastest, easiest and certainly the quickest marketing you will ever do is to pick one morning a week to make 15-20 sales calls.
One of the cornerstone principles of SFS is the “80% Rule” which states, “80% of how the customer decides whether you did a ‘good job’ or a ‘bad job’ is based on how they feel about the person actually doing the work.”
Here are a few of the logistics we used to survive (and prosper) in the winters.
No one is going to refuse you permission to park close to their house. However, by you asking permission, the homeowner feels in control and this is very important.
More years ago than I care to remember, a new carpet cleaner came to my town. I met him, and while he was civil to me, I could tell he was both intensely competitive and very insecure. Bad combination! I'll call him "George."
I was scared to death when it came to making sales calls on people twice my age and twenty times my income! And yet I personally developed virtually all of those almost $400,000 per year in regular commercial accounts!
Let’s look at your two big options going forward:
Yep, your resident curmudgeon Steve Toburen weighing in here with his usual contrarian view.
If you aren’t making a decent living after 18 months in business, it can only be one or more of these three problems: A) You aren’t charging enough, B) you aren’t doing enough volume or C) you are expecting too much too soon.
So how do you stop this thievery? The short answer - you can't. Not completely. You can and should make it harder to steal than not steal, but in the final analysis many techs currently are doing it.