We are fast approaching the mid year mark and hopefully the beginning of an improved market. Many contractors and entrepreneurs are telling us that leads are increasing. However consumers are still cautious, slow to make decisions, seeking multiple bids, considering smaller projects, looking for more value and sales cycles are much longer. One friend said he just had 6 appointments to make one window sale, when it used to be two calls only 1 year ago. Does any of this sound familiar?
Change; With all the changes in the way consumers are responding to contractors, it is vital that we change our approach to line up with what consumers expect. In previous posts, I spoke about the next level contractor and how he or she is prepared to win jobs from the new consumer. Contractors who have invested in best practice training, sales, marketing, technology, networking and effort to adapt to the new market are keeping busy. Those who for whatever reason have not adapted, have little or no backlog and are in peril.
A very interesting fact; many of The Contractor Coaching Partnership clients have completed some form of college education like engineering, business, or finance and have decided that they need more training and education with us to win in this new economy. Go figure, those with an education want to know more?
We hear many contractors say they will improve themselves by reading books, taking a few webinars, going on contractor talk forums and doing some old fashioned marketing. Many have claimed that they can do it themselves and they don't need anyone's help. They claim to know how to handle this downturn because they have been through them before. Others have claimed that they can't make an investment in marketing or the training they know they need until jobs come in the door. Others don't want to learn new technology and some won't even get a web site.
We are in unprecedented times which call for cutting edge business, marketing and consultative sales measures to maintain the same revenue stream. We cannot expect to do business the same way with outdated methods and processes. It is time to take action to stay in business and be ready for when things rebound. We must be pro-active instead of reacting to challenges and shooting from the hip. Focus, find a better plan and work on projects that are in line with your core competencies.
If you think you can succeed on your own, we hope you are right and wish you the most success. However, if you are not busy at this mid year mark, do you think if you do nothing different things will change for the better?
Sometimes our ego and pride get in the way and prevents us from doing what is rational for our business. Successful business people don't allow this to happen and persevere in the most difficult of times.
So do you think it is time to consider a contractor business coach?
