How to Give Your Customers What They Want

If you were to start a hot dog stand, what is the one thing you would want more than anything else? Would you want great tasting hot dogs, eye-catching signage to get people’s attention, competitive hot dog pricing, low food costs? While all of those should be considered, the most important thing you would want […]

4 Books Every Concrete Contractor Should Read

I read a lot of books. Some are outstanding; others seem to miss the mark. Here are four books that I believe every concrete contractor should read to improve their business and life. The next time someone in your family wonders what to get you for a gift, show them this list. The Checklist Manifesto: […]

What Smart Contractors Do To Get The Best Customers

I recently attended a marketing boot camp in downtown Atlanta. Since I usually have to travel for these sales and marketing seminars and conferences, it was nice to sleep in my own bed for a change. I am a big proponent of continual learning and improvement.  In order to stay on the cutting edge of […]

4 Sales Lessons From A Rock 'n' Roll Band

Last night I attended a concert of one of my favorite bands, The National.  Aside from the great show that they put on, I couldn’t help notice how their showmanship was also salesmanship.  They are currently on a seven month tour to support their new album.  In spite of their heavy schedule – playing 13 […]

4 Reasons Contractors Should Follow Up On Their Bids

Too often contractors send out bids (proposals, estimates, sales agreements, etc.) and don’t follow up on them. A lot of time, money and effort is put into marketing, selling, and estimating projects.  But then, after the bid is sent out, most contractors leave it at that.  They don’t follow up on those bids. If they […]

Why Contractors Should Use Testimonials in Their Marketing

A testimonial describes the benefits and advantages that others can expect to receive from utilizing your company.  A testimonial is a statement made by someone else – usually your customer – that describes their experience and satisfaction with you, your company, or your product/service.  They have benefited from utilizing your company and are willing to […]

How Much Should A Contractor Spend To Get A New Customer?

George was a poured wall contractor for 35 years.  He owned a successful business without doing very much advertising.  He always had a quarter page spot in the yellow pages and would occasionally run an ad in the local newspaper. When George retired in 2007, his son, Jason, took over the concrete business.  Soon, Jason’s […]

Doug Herbert Speaks at CFA Summer Convention

I traveled to beautiful Traverse City, Michigan for the Concrete Foundations Association of North America (CFA) Summer Convention.  While there, I was elected to the Board of Directors of the CFA.  I also took – and passed – the grueling exam to become a CFA Certified Foundation Technician. I gave a presentation to the poured […]