Climbing to the Top

Recently, I had the opportunity to climb Camelback Mountain in Phoenix.  I couldn't help but notice the parallels between making the climb and building a business.

At the foot of Camelback, it doesn't look too difficult.  The trail only ascends 1280 feet.  It starts with a well-maintained, graded path that is steep, but not too strenuous.  Nevertheless, I felt it.  I was slightly out-of-breath and sweating by the second switchback.  Pretending to enjoy the view, I stopped to catch my breath.

After ascending 240 feet, a sign on Echo Saddle warns climbers against proceeding further.  The trail rating so far was moderate.  After the sign, the trail rating to the summit was given two black diamonds and declared to be “extremely strenuous.” Climbers were warned about the potential for “broken bones, heat stroke, heart attack, or even death.”

No worries, I thought.  I can handle it.  I couldn't imagine stopping only a short way into the climb and imagined few did.

The trail did change after that.  The climb became less walking along a trail and more, scrambling over boulders, and steep climbs.  At a couple of the steepest points, handrails were present.  I wasn't ashamed to use them.

I wasn't always sure where the trail went.  I watched other hikers, paying special attention to the climbers who looked like they climbed the mountain regularly. 

When viewed from a distance, Camelback looks barren.  While climbing it, I noticed lots of flowering vegetation and wildlife, ranging from lizards to birds to chipmunks.  And of course, bees.  More on the bees later.

As I climbed, I found I needed to stop and rest more frequently.  It was irritating that far younger and older climbers seemed to fly effortless past me, up the mountain.  My irritation felt shameful when some of these same climbers offered me words of encouragement.

When I stopped, I would look down to see how far I’d come.  Each time it seemed amazing how much progress I’d made and the last time I stopped and what had seemed incredibly high a few minutes before, no longer seemed high at all.

Several times, it looked like I was about to crest the summit.  I’d push a little harder only to find the trail continued up, but I couldn't see the next rise from below.  Finally, I crested the top and gasped at the view.  Well, I gasped in general.  It was a remarkable view of the Valley of the Sun. 

Then, the bees arrived.

A sign at the bottom of the trail warned of bees.  Okay, I thought, there are a few bees around.  Why the sign?  At the top, we found out.  A swarm swept across the peak of Camelback and I discovered I had a lot more energy than I thought as I rushed down the mountain to get out of their way.

Going down the mountain proved more difficult for me than climbing up.  I had to be careful not to slip.  The handrails were even more helpful on the climb down.

So why is this like building a business?

·       Like climbing a mountain, building a business seems a lot easier before you start.

·       Like the sign on Camelback warning you of the dangers of proceeding, there are always naysayers who will tell you why you will fail and why you should give up.  The only sure way to fail is by listening to them.

·       On a mountain and in business, there are times that are far more strenuous than others.  There are times when you need to take a break, catch your breath, and pause so that you can climb even faster.  Stephen Covey called this “sharpening your saw.”

·       The path up a mountain or in business is not always clear.  There is often more than one way up.

·       Like watching other climbers for clues about a faster way to the top, it helps in business if you can learn the easier path from other business owners and avoid mistakes they made in the past.

Matt Michel at the top.

·       If other climbers scaled Camelback faster than I did, it didn't hurt me.  It also doesn't hurt you when other businesses around you, grow faster.  I climbed at a pace I could manage.  Likewise, you grow a business at a pace you can manage. 

·       Like climbers seem to feel a camaraderie, business owners relate to each other.  They encourage each other.  They know what you are going through.

·       Like Camelback, the opportunities for your business may seem barren, but if you look, you will notice rich opportunities others cannot see.  Even for you to see them, you need to pause from your struggle for a minute or two and take a look around.  It’s amazing what abundance surround every industry and business.

·       The view from the top is always better and more satisfying, and at each stage of your business’ growth, your earlier milestones seem almost trivial.

·       It’s also a lot more fun climbing up a mountain than going down.  Similarly, running a growing business is more fun than a shrinking one.

·       If you’re climbing Camelback, you need to watch out for the bees.  If you’re running a contracting company, watch out for the stings.

© 2015 Matt Michel

Two Kinds of People

 By Guest Writer, Doug Hanson

You may remember I have a simple philosophy that guides my thoughts and actions about people.

"There are really only two kinds of people.  Those that brighten the room when they walk in, and those that brighten it when they leave!"

It is a simple statement that illustrates a powerful principle.  People would prefer to be associated with and do business with people who brighten their life.  People that always have something good to say, that make us feel important and appreciated, and that have a positive outlook on life.  

 The next thing you may want to consider is "Which one are you"?  Do people describe you as someone that brightens the room when you walk in?  Or, do they have less than favorable feelings toward you.  The good news is that regardless of your answer, you can change starting right now.  Being a source of energy and enthusiasm will pay dividends in every aspect of your life, especially in your career, in your marriage, and with your family.

YOUR CAREER

It is important to notice that this principle has nothing to do with knowledge or skill.  You could be the most experienced or knowledgeable person on your team and still be the one that stifles everyone's energy.  In fact, this is the trap that most people fall into.  They think their IQ (Intellectual Quotient) is more important than their EQ (Emotional Quotient).  Often times we evaluate our overall value by how much knowledge, skill, or experience we bring to the organization when in reality, your spirit is your real contribution.

A recent study in the Wall Street Journal stated that hiring professionals ranked interpersonal skills such as communication and the ability to work well with others, significantly higher in importance (over 20% higher) than cognitive attributes such as strategic thinking and specific knowledge.  Obviously, we have to be competent in our professions but the study reveals what most managers are thinking, "It is far easier to teach someone new skills than it is to improve their attitude or personality".

In other words, if you want to get ahead, you have to be liked and be likeable!  There are few professions where your personality isn't important.  I guess if I needed brain surgery I wouldn't care if my brain surgeon had a personality or a positive disposition.  Just fix my brain, man!  But even a brain surgeon has a brighter future if he can learn to brighten the room when he walks in.  You may not like it but the truth is, your people skills and personality are important.

As this point illustrates, if you don't master the skill of brightening the room when you walk in, you force yourself to be so highly skilled and qualified, that people hire you and work with you solely for your intellectual contribution, your IQ.  

PARENTING

Have you ever approached a depressed, withdrawn, bitter person and said, "Give me some secrets to a happy and successful life?"  Of course not, it would be ridiculous.  Yet that's what many of us expect our children to do.  We walk around unhappy, with a scowl on our face, criticizing everything from the government to our jobs to the traffic to and from work, and then wonder why our kids won't listen to us.  Why should we expect our kids to embrace our advice if we are living a life of misery?  It reminds me of quote I often repeat to myself when I'm with my kids, "What you do speaks so loudly I can't hear a word your saying". 

If you want your kids to respect you, to enjoy spending time with you, and to seek your council, the best way is to be someone that brightens the room when you walk in. 

MARRIAGE

The same holds true for your spouse.  Think about how much energy you put into courting and impressing your spouse when you first met.  Do you put that much energy or thought into that relationship today?  Would your spouse describe you as someone who brightens the home?  If not, take some steps today to change that.  You'll find your spouse spinning with curiosity, wondering what's going on.  In fact, I think your goal should be for your spouse to ask you by the end of the week, "What's gotten into you?"   

RELATIONSHIPS

Have you ever considered all the ways we "categorize" people?  The minute we meet someone we ask questions about their profession, where they are from, or what church they attend.  We ask about their background, their lifestyle, where their kids go to school, and their position on local or national politics.  Such questions help us find areas we have in common and therefore serve as a basis for a stronger relationship.  This naturally occurs because in most cases, we are initially attracted to people that are like ourselves. Conversation is effortless if you have something in common.  Unfortunately, if our interests are guided by a negative bias towards life, our curiosity and search for information can also work against us.  As it turns out, the more you learn about someone, the more likely you will eventually find something that is different and uncomfortable.

This is where my simple "brighten the room" philosophy can benefit your life again.  I realized at one point in my life that I had somehow developed a bitter attitude about people in general.  If I met someone who had ten things in common with me and one characteristic that was different, I would only focus on the one and often move away from developing a relationship.  Ultimately, I would find something different about everyone, so I found myself with fewer and fewer relationships.  In other words, I didn't like anybody!  That's a terrible way to live life.

So I decided to live by the philosophy that there are only two kinds of people, those that brighten the room when they walk in and those that brighten it when they leave.  I no longer focused on their profession, or the religious persuasion, or their political views.  My philosophy became very simple.  If you brighten the room when you walk in, I want you in my life.  I am still amazed at how much this improved my quality of life.

ACTION STEPS

Here are a few ideas for things you can do to brighten the room when you walk in.  Once you get some momentum, it will change your personal identity and your sub-conscious habits forever.

• Put a smile on your face.  This one really freaks people out!
• Have a kind word to say to everyone...   Yes everyone!
• Give without remembering and receive without forgetting.
• Develop an attitude of gratitude.  Be thankful for everything - your health, freedom, friendships, employment, skills, hobbies, finances, challenges, ... everything!
• Wake your kids with upbeat or spiritual music that energizes them.
• Set the CD player in your spouse's car to play a special song when he/she starts the car in the morning for work.  It could be a song you both remember from when you were dating, or it could be their current favorite song (they will probably be most impressed that you really know their current favorite song!).  Adding a personal note makes this gesture extra special.
• Subscribe to an on-line "joke-of-the-day" service and share the good ones with your friends, family, and co-workers on a regular basis.
• Every day tell your loved ones (kids, parents, spouse, etc.) what you are most proud of them about, or what you feel their best qualities are, or the positive things other people say about them in the community and how that benefits the entire family.

I hope these will get you started.  If you'll try some of these you'll soon realize that there are literally thousands of ways to brighten the room.  The key is in your personal effort and presence.   If you get a chance, please share with me some of the most effective ways you are brightening your world so I can share them in future writings.

                                                                                           

Until we meet again, Play Full Out!  Your friend and Transformation Coach!

Doug Hanson (Doug@DougHanson.com)

 

Printed with Permission

© 2015 Doug Hanson

Come experience Doug Hanson in person at the International Roundtable in Phoenix, April 14-16. Get the inspiration and information you need to grow your company faster. For more info, just go to www.ServiceRoundtable.com 

 

What's Special About a Doughnut?

“Ohhhhhh”, exclaims Homer Simpson simply at the sight of the fried dough seen on every street corner in America. So what makes donuts different? You probably don’t go to a specific donut shop…you just go to the closest one because they’re all the same. Right? Might have different sugar or decoration or be cake or “regular”…but your choices are pretty much the same no matter where you go.

Enter Voodoo Doughnut. Branded with old wood and bricks, a guy with a funny hat and a scary face, and a tagline that stages “The magic is in the hole”. The entire website is funky, freaky and oddly fun. Even the “about” section is written and presented like the brand is from some crazy warehouse in Portland. Oh wait…it is.

At Voodoo Doughnut, you  can get married. Yep….legally. On a recent trip to Voodoo Doughnut in Portland at 10:00PM at night…there was a LINE AROUND THE BUILDING.  You can buy t-shirts, water bottles and even sunglasses with donuts on them – you can see out, but no one see in.

So can you take some lessons for your service  company from this? How can you brand yourself uniquely? Every contractor states they offer “fast, dependable” service. Yawn…..

Spend some time with Voodoo Doughnut. I’m not suggesting you implement weddings…or sell branded underpants….but I am suggesting you figure out what makes you unique. Can you rebrand yourself? Can you immerse your company in that brand? And can you offer “extras” that that align with your brand?

http://voodoodoughnut.com/press.php 

© 2015 Robin Jones 

Robin Jones

VP Marketing

Service Roundtable

www.serviceroundtable.com

Why Unlicensed Contractors are Like the New England Patriots

Much of the NFL discussion leading up to last night’s Super Bowl, centered on “deflate-gate.”  Similar stuff happens every day in the service trades.

In case you’ve been living under a rock, deflate-gate is a reference to the AFC Championship game when the New England Patriots were found using under-inflated footballs in wet conditions, making them easier to grip and catch.  New England quarterback, Tom Brady had even mentioned his preference for under-inflated balls in the past.

Colts safety, Mike Adams knew immediately after intercepting a Brady pass that the ball didn’t feel right, so he handed it to his equipment manager for later inspection (Each team provides its own balls, which are checked twice by referees before kickoff).  When Adams intercepted a second pass and discovered that it too, was under-inflated, the Colts complained.  After the game, it was reported that eleven of twelve balls were under-inflated.

It is unlikely Brady didn’t know the balls were under-inflated.  NFL analyst and former Super Bowl quarterback Troy Aikman, not known for hyperbole, commented, “It’s obvious that Tom Brady had something to do with this... for the balls to be deflated, that doesn’t happen unless the quarterback wants that to happen, I can assure you of that.”

Anyone who ever played sports with an inflated ball finds it hard to imagine someone not recognizing one that’s under-inflated.  This goes for basketball, soccer, volleyball, and football.

It also stretches credibility to think Patriots head coach, Bill Belichick didn’t know about the deflated footballs.  This is a guy who manages details to the degree he tweaks the conditions of practice footballs.  He’s stated, “With regard to footballs, I’m sure that any current or past player of mine will tell you that the balls we practice with, are as bad as they can be — wet, sticky, cold, slippery — however bad we can make ‘em, I make ‘em. And, anytime that players complain about the quality of the balls, I make ‘em worse, and that stops. So, we never use the condition of the footballs as an excuse. We play with whatever or kick with whatever we have to use, and that’s the way it is.”

He’s not helped by a past that is full of transgressions and instances of pushing the limits of the rulebook, if not flagrantly violating it.  For Belichick to be innocent, he would be a leopard who changed his spots.

Ironically, any edge the footballs gave the Patriots was unnecessary.  The team manhandled the overmatch Colts.  They cheated without the need.

This is exactly like unlicensed contractors and unpermitted work.  Just like the Patriots would have won without breaking the rules, contractors can succeed and make money by operating within the constraints of licensing laws and permitting rules.  Like the Patriots, they choose not to.  Why?

I do not understand people who cheat when they need not, people who lie when the truth will serve, and people who steal the work of others when they are capable of producing their own.  I assume they are taking what they perceive is the easier path.  I assume they perceive the risk/reward ratio tilted in favor of breaking the rules.

If breaking the rules in the NFL had consequences, New England’s win over the Colts would have been forfeit.  Whether the underinflated balls altered the outcome of the game or not, it was cheating.  At the very least, the NFL could have suspended Belichick and Brady for the Super Bowl.  After a Super Bowl win any punishment seems trite, trivial, and irrelevant. 

It’s like catching a kid with his hand in the cookie jar, but letting him eat the cookie anyway, and then telling him he couldn’t have another.  At that point, who cares?

The reason the NFL failed to take action is the cost.  The consequence of suspending coaches, players, or instituting a forfeit would have tarnished the league and turned the Super Bowl into a joke.  Most fans would have seen it as overkill.  It was a cost no one was willing to take.  Thus, the reward of a potential edge, no matter how slight, is greater than an ephemeral cost factored by the risk of getting caught.

Similarly, the risks and costs of getting caught operating without a license or performing work without permits represent insufficient deterrence for contractors.  While we could raise the penalties or tighten enforcement to increase the risk of getting caught, no one is willing to accept the costs.  Few in the public would consider it acceptable, for example, to incarcerate an unlicensed contractor.  No one wants to pay for a significant increase in enforcement personnel.

Whether in sports or contracting, you can play hard and still play by the rules.  You can also seek to win at all costs, regardless of rules and ethics.  It’s your choice.  Personally, I choose to sleep well at night and maintain the ability look myself in the mirror when I wake.

© 2015 Matt Michel

If you’re a Patriots fan who is all injured by this column, just remember you won a Super Bowl last night.  Meanwhile, I pull for the Cowboys.  You don’t have to say anything else.

Assume the Prospect is Buying

 

Sometimes people make sales too hard.  Sometimes all you need to do is assume the prospect is buying and proceed.

Think about it.  Only masochists enjoy entertaining multiple sales presentations.  Sure, there are a few masochists out there, but most people really want to buy from you and get it over with.

Sales great, Charlie Greer explained that people want to buy.  The reason they call you is they are hoping that you will solve their problems.  So do your job.

Some people are not great decision makers.  They want someone to make the decisions for them, even the salesperson.  If you are in the role of a consultative salesperson, making the best decisions for the customer is entirely appropriate.

Assume the prospect is buying and proceed.  Do not ask the prospect to sign.  Tell the prospect you need a signature so you can proceed with the next step (e.g., schedule the crew, order the equipment, pull the permits, whatever).

You might be surprised how many people will do exactly what you instruct.  It’s what the prospect wants.  If not, he or she will stop you or refuse, which is valuable too.  It gives you an opportunity to unearth the reason for not proceeding.  Solve it or address it and move forward.

This is called the assumptive close.  Try it.

©2014 Matt Michel

Special Offer! If you want to start your new year off right, join the Service Roundtable by midnight, December 31st for only $10 for the first month. Click here to take advantage of this special offer. 

Networking is Mandatory

If you (or someone in your company) is not networking, then your business is not very important to you.  After all, personal networking is very important to your business.

Zig Ziglar once said, “If people like you they’ll listen to you, but if they trust you they’ll do business with you.”

How do you get people to trust you?  You build a relationship with them, which can only be done by personal interaction (i.e., networking).  Get involved in your community with centers of influence.  This builds trust, which results in business and referrals.  While all referrals are good, those from centers of influence are best because they occur more frequently.

Andrew Twidwell, owner of ABT Plumbing, Electric, Heating & Air Conditioning in Grass Valley, CA and Auburn, CA talks about the power of networking…

I joined our local Rotary club back in 2008. In the years since I've been able to turn more than 3/4 of them into returning clients.  Our club has 92 members.  So was it worth spending an hour every Wednesday having breakfast with these folk?  More than you can imagine.  I went into Rotary to help build my business, it did that and so much more.  I've been sucked into an organization that does so many incredible things both locally and internationally.

By the way, yesterday was my first day as President of Nevada City 49'er Breakfast Club.  The things I've gotten from Rotary are, business, friends, leadership skills, and the honor of helping do good deeds both locally and internationally.

The best networkers are involved in multiple organizations.  Twidwell added, “By the way, I'm personally a BNI member and have one of my plumbers active in another BNI group.  It’s another great organization.”

Steve Lauten, president of Total Air in Plano, TX said, “I've been in Rotary for 25 years. The relationships I've developed over that time has allowed our company to survive some big downturns in the economy and helped us build a referral driven business along with BNI.  In addition I believe in putting ‘Service Above Self.’”

For non-Rotarians, “Service Above Self” is the Rotary motto.  It is this commitment to community service leadership that helps build trust among club members.  Rotary and other service clubs expect their members to work.  If that’s not you; if your only interest is referral and lead generation, you will probably not last long in a service club.  You will, however, find a home with BNI, LeTip, or Netweavers, which are primarily leads clubs.

Steve Wiggins of Quality Air Care in Waco, TX agrees.  He said, “Networking is key.  I've been in Rotary, BNI, and several others.  It works!”

As a company owner, networking should be a major part of your job.  Become one of your community’s centers of influence and your top and bottom lines will grow.  If networking is not part of your DNA, hire someone to be Mr. Outside to your Mr. Inside.  It’s too important to ignore.

CYBER MONDAY SPECIAL - Just for reading this blog, I want to offer you the opportunity to join Service Roundtable for just $10. Get marketing, real world mentoring and money back on things you already buy for just $10. Now through Dec 31.  Cyber Monday Deal

©2014 Matt Michel

What to Put On an Important Numbers Magnet

What to Put On an Important Numbers Magnet

                            

You want to create an important phone numbers magnet to earn some of that valuable refrigerator real estate, but are stumped on what numbers to use.  Never fear.  Here are a collection of national numbers and the local numbers you might want to use. 

                                                                  

There are more numbers than you could possibly use.  You will need to pick and choose. 

National Numbers

• AKC Companion Animal Recovery - 800-252-7894
• Animal and Pet Travel Resources
• Airplanes/Airline Regulation - 800-545-USDA 
• Center for Missing & Exploited Children - 800-843-5678
• Lyme Disease National Hotline - 800-886-5963
• National Battery Ingestion Hotline - 202-625-333
• National Child Abuse Hotline - 800-422-4453
• National Do Not Call Registry - 888-832-1222
• National Domestic Violence Hotline - 800-799-7233
• National Poison Control Center - 800-222-1222
• National Runaway Hotline - 800-786-2929
• National Sexual Assault Hotline - 800-656-HOPE
• National Substance Abuse Hotline - 800-662-4357
• National Suicide Prevention Hotline - 800-273-TALK
• Pet Loss Support Hotline - 888-478-7574
• Pet Spay Helpline - 800-248-SPAY
• Reduce Unsolicited Credit Card Applications - 888-567-8688
• Social Security Administration - 800-772-1213
• Stolen Pet Hotline - 800-STOLEN-PET
• Stop Unsolicited Junk Mail - 800-288-5865

Local Numbers

You will need to look these up for your community.  Some towns may not have all of them, but this gives you terms to search for.

• Emergencies - 911
• Animal Control
• Cable Company
• Child Protective Services
• County Clerk
• County Court
• Crime Tip Line
• Electric Utility
• Fire Department
• Gas Utility
• Hospitals
• Library
• Main City Phone Number
• Marriage License
• Municipal Court
• Municipal Water and Sewer Department
• Newspaper
• Parks & Recreation
• Phone Company
• Police Non-Emergency Number
• Post Office
• Public Schools
• Public Transit/Transportation
• Sheriff’s Office
• SPCA
• Suicide Crisis Hotline
• Teen Crisis Hotline
• Victim’s Assistance
• Waste Removal Services
• Water Department
• Weather Forecast
• Woman’s Shelter

Businesses for Cross Marketing

In addition to your company, you could partner with reputable local businesses with good customer bases and cross market the magnets.  Here are some businesses you might consider:

• Air Conditioning 
• Appliance
• Carpet Cleaning
• Electric
• Flooring
• Garage Door
• Heating 
• Home Health
• House Cleaning
• Landscaping
• Lawn Maintenance
• Lawn Treatment
• Painting
• Pest Control
• Plumbing
• Pool & Spa
• Roofing
• Solar
• Tree Service

Write-In

You might leave space on a magnet for homeowners to add a few personal numbers.  Here are some ideas.

• Auto Insurance
•  Doctor
•  Pediatrician
•  Relative
• Veterinarian

Themes

One option is to create important numbers magnets around a particular theme.  Specialization means greater investment, but also greater interest on the part of the right target.  Besides, magnets are relatively inexpensive.  Here are some examples of specialization.

• Important Numbers for Babysitters
• Important Numbers for New Homeowners
• Important Numbers for New Parents
• Important Numbers for Pet Owners

©2014 Matt Michel

How Everyone Wins With Service Agreements

How Everyone Wins With Service Agreements

Any business in the service and repair space should offer a service or maintenance agreement.  Correctly designed, a service agreement program is one of the biggest no-brainers around because everyone wins.  The customers win.  The employees win.  The Company wins.  Everyone wins.  Here’s how.

Defining a Service Agreement

First, let’s define a service agreement.  It is NOT an insurance program or extended warranty, similar to what the consumer electronics big box stores offer.  It is real maintenance work, discounted because it is pre-purchased and scheduled during slow periods.  For this reason, many service companies seek any name for their program other than “service agreement.”  It can be a maintenance agreement, a protection plan, a savings agreement, etc.

How Customers Win

Service agreements are a deal for customers.  Here are five ways they win.

1.    Service Agreement Customers Get Needed Preventative Maintenance

Maybe the biggest benefit is it encourages them to get beneficial maintenance work performed, which is too easy to overlook year after year until something breaks. The prevention of product failure is only the least of it.  Good maintenance extends the life of mechanical equipment.  Because the efficiency of mechanical equipment tends to degrade over time, maintenance restores lost efficiency, which is a serious benefit given today’s energy prices.

2.    Service Agreement Customers Keep Warranties Valid

For recently purchased products, manufacturers may require maintenance to keep longer term warranties valid.  These clauses are found in warranty fine print and overlooked until they jump up and bite you.  A service agreement ensures compliance.

3.    Service Agreement Customers Pay Less

Consumers can get maintenance performed a la carte.  However, they will pay more.  Work performed under a service agreement is discounted so customers pay less.

4.    Service Agreement Customers Receive Discounts

Service agreement customers are also treated better.  Typically, they receive direct discounts on repairs of 15% or more.  In addition, some companies reduce the price for after-hours emergency service for service agreement customers, waive response charges, and so on.

5.    Service Agreement Customers Get Better Service

Since service companies view service agreement customers as their best customers, they treat them better.  Their demand service calls move up in priority over non-service agreement customers.  Faster is better.

How Employees Win

Company employees are also big winners with service agreements.  Here are three ways employees win.

1.    Employees Get Work During Slack Times

Because maintenance work can be scheduled at the company’s convenience, it’s usually performed during seasonal slowdowns or other periods of slack demand.  This means hourly employees have work to do and are not sent home.

2.    Employees Can Earn Extra Money

Since selling or extending a service agreement results in a monetary spiff, company employees can earn extra money.  This includes field service personnel and customer service representatives.  The spiffs may not be large, but they add up.

3.    Employees Get To Do What’s Right For Customer

Since work under service agreements are performed during periods of light demand, there is less pressure to hurry through the work because other people are backed up.  Service personnel and take the time to be thorough and do the job right.

How Companies Win

Companies also win with service agreements.  Here are four ways.

1.    Companies With Service Agreements Enjoy Greater Cash Flow

Since service agreements are prepaid or paid on a monthly basis, they help companies with cash flow.  Companies with service agreements start the week, month, quarter, and year with guaranteed business already paid for.

2.    Companies With Service Agreements Retain Employees

Because service agreements means added work during slack times, companies keep their people busy.  Busy people are less likely to look elsewhere for a paycheck.

3.    Companies With Service Agreements Strengthen Customer Relationships

Some people claim that the only true customer a service company has is a service agreement customer.  All other customers become prospects at large the second the service truck hits the road.  In fact, there’s empirical research to support this.  Even when making significant purchases like heating and air conditioning systems, consumers are apt to forget the name of the installing company within two years of the purchase unless there’s a service agreement in place.  A service agreement means there is an ongoing relationship.

4.    Companies With Service Agreements Increase Their Value

Companies with lots of service agreements sell for more than companies without service agreements.  This is because a customer list with service agreements is a customer list with relationships.  A customer list without them is like a mail list that can be purchased for ten cents a name. 

Without question, service agreements benefit customers, employees, and the company.  They are a triple win, a slam dunk, a no-brainer, and as sure of a sure thing as you can get in the world of service.  In the next Comanche, I’ll explain how you can create a service agreement program and achieve buy-in.

© 2014 Matt Michel

Special Offer! Get your CASH!  

Service Roundtable just paid out more money than we ever have to our Roundtable Rewards participants. On average, our contractors earned $986.98 just this quarter! With a membership that cost only $50 per month, they just turned their membership into a profit center. 

Be my guest. Join now for 50% off your first month. See what other contractors are raving about. Click here.    

Thermal Imaging for Every Toolbox

Twenty years ago, I used a $20,000 infrared camera to demonstrate cold air technology.  Flir just announced an iPhone infrared accessory for $349.  This changes everything.

Infrared visually shows temperature differences.  It’s been used for years to identify insulation programs, help track down roof leaks, and identify electrical components about to fail (they heat up when approaching failure).  At $349, this should be added to every residential service person’s toolbox.  It will allow service personnel to troubleshoot faster, prevent breakdowns, provided added credibility by presenting visual proof of issues, and ultimately boost average tickets.

How Plumbers Can Use Thermal Imaging

·        Check water heater sediment build up

·        Detect water heater insulation problems

·        Identify potential water heater leaks before they occur by detecting temperature differences

·        Find slab leaks

·        Identify water pipe locations behind walls

·        Detect stoppage locations in pipes

·        Pinpoint piping and plumbing leaks that may not be visible to the eye

·        Find water damage that’s not yet visible

·        Detect moisture damage behind tiles

How Electricians Can Use Thermal Imaging

·        Identify electrical components that are about to fail and get hotter

·        Detect overheating outlets and light switches

·        Find wiring defects

·        Find electrical shorts

How HVAC Technicians Can Use Thermal Imaging

·        Find duct leaks

·        Pinpoint coil leaks

·        Identify electrical components nearing failure, before they fail

·        Check diffuser throw with the help of a screen held perpendicular to the diffuser

·        Identify points of air infiltration from poorly sealed doors, windows, and other penetrations of the building envelope

·        Detect when gas insulated windows have lost their seal

·        Identify insulation problems resulting from water damage, settling, or simply from new construction mistakes

·        Find cold air drafts

Check out a simulator of the product HERE.  Buy the product for $349 HERE.

Maintaining Truck Wraps

You pulled the trigger and wrapped your trucks.  They look great.  People are already commenting on them.  Follow these seven steps to keep them looking great.

·       Wash with mild detergents

Use a mild detergent when washing your truck.  Make sure the detergent does not cause bleaching.

·       No brushes

Do not go through a brush car wash.  Do not wash by hand with a brush or abrasive sponge.  This will damage the wrap. 

If you want to use a car wash, go through a brushless car wash.  When washing by hand, use a soft sponge or cloth.

·       No ice scrapers or heated windows

If your wrap includes vinyl over windows, do not use an ice scraper during the winter.  Also do not use an electric defroster.  The heat from the defroster might cause the vinyl to lift.

·       No pressure washes

This is a good way to remove your wrap.  Do not use a pressure wash.   Never.  Never, ever.

·       Use an approved silicone or teflon polish

Be careful with waxes, especially any with a petroleum distillate.  Use a silicone or Teflon polish recommended by the wrap company.

·       Cover when left outside for any length of time

If you are going to leave your vehicle parked outside for an extended period of time, cover it to prevent UV breakdown. 

·       Avoid parking under trees

As much as possible, avoid parking under trees or wires where birds congregate.  If you spot tree sap or bird droppings on your wrap, clean the spot immediately with a citrus cleaner, followed by washing it with water.

For more great ideas, go to our Facebook Page to see truck designs from all over the world. 

Plus, join Service Roundtable today and I'll give you your first month for only $9.95! Enter promo code cmelec10 .  www.ServiceRoundtable.com

‘Dis One, ‘Dis All

An air conditioning contractor in my market loves to call out other contractors and contractor practices in his advertising.  This doesn’t build him up.  It tears everyone down.

Contractors have enough image problems without beating each other up.  The contractor apparently believes people will see every contractor as deceptive, except for him.  He’s right, except for the exclusion.  He gets lumped in with every other contractor. 

It’s like claiming all Pit Bulls are dangerous, except for our Pit Bull, Fluffy.  It just doesn't work that way.  If the breed is bad, then every dog in the breed is bad.  Give the dog time and the aggression will reveal itself.

By mocking other contractors (e.g., calling one folksy contractor, “Dewey Cheatem”), criticizing industry practices like technicians selling, low priced response charges, etc., the contractor creates a perception of common dishonesty within the trade.  Most consumers are not versed enough into the trade’s nuances to pick up his specific criticisms.  Instead, they just get a sense that contractors are deceptive.

Moreover, the sender of messages like this repulses people.  Clearly, not everyone is repulsed or the contractor would be out of business.  However, I’m willing to bet that he turns off more people than he imagines.  Since he appears to use co-op because of his frequent mention of a particular manufacturer, he probably hurts the manufacturer’s sales.

There are ways to build a contrast with the competition without rolling in the mud.  Make positive statements about your company.  Create a unique, distinctive, and meaningful position you can own and defend.  Build yourself up without tearing down the industry that supports you.

Matt Michel © 2014

Boomerang Generation Creating Pent-Up Housing Demand

Will housing return to the boom times of the past?  Not until the 18-34 year olds who live at home move out, according to a Deutsche Bank Research report.  One in three live with their parents.  In the meantime, contractors are better served by building up their service business.

http://www.businessinsider.com/18-34-years-olds-living-with-parents-2014-6

Chart:  http://static4.businessinsider.com/image/538cc29beab8ea013c926f10-1200-900/cotd-adults-living-with-parents.jpg

Do You Have a Swipe File?

Every now and then, ideas dry up.  You need to create a marketing piece, but you’re blank.  It’s time to open the swipe file.

A swipe file is a collection of other people’s marketing.  The marketing may or may not be from your industry.  It is probably preferable that it is not. 

Swipe file material can take the form of direct marketing, magazine ads, newspaper ads, social media coupons, etc.  Every piece in a swipe file bears one common trait.  Something about the piece intrigued you enough to cut or print it, and save it.

When you start a swipe file, you become a student of the craft.  You start looking at other people’s marketing for ideas you can use in your marketing.

What to Swipe

What do you look for in a piece for your swipe file?  Try the following.

·        Attention Grabbers – What gives you pause so that you take a second look?  Is it a headline?  Is it the graphic design?  Is it a picture?

·        Calls to Action – What are the calls to action that companies make?  Which ones seem compelling?  Almost all marketing should carry a call to action, yet it is surprising how often one is missing.  When you come across interesting ones, they should definitely be saved for your swipe file.

·        Novel Promotions – Are there promotional ideas that can be spun into a version that will work for your business?  Don’t simply look for sales.  Look for bundles, affinity marketing, and other promotions.

·        Seasonal Messages – Look for holiday or seasonal marketing that you could use next year.

·        Information Presentation – Is there a way of presenting complex information that you find attractive or easy to understand?  This is especially true for financial information or engineering data.

·        Design – Does the overall design for the piece look compelling?  Why?  What do you like about it?  Could you replicate it or design something similar?

Age of Material

A good swipe file item never wears out.  I’ve used concepts from 20 year old print ad campaigns for a direct marketing effort.  Some things must be modernized, but a good concept a decade ago is still a good concept today.

Graphic Design Books

To kick start a swipe file, visit a Barnes & Noble or Half Price Books and look at the graphic design books.  You will find huge volumes filled with old advertising campaigns.  These are used by graphic designers and advertising copywriter to stimulate their creative juices.

Not Just For Marketers

Swipe files are a tool of any businessperson who interacts with the marketing function.  Even if you do not create marketing, a swipe file gives you a way to communicate to your marketer what you do want.

So what are you waiting for?  Get started.

©2014 Matt Michel