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 […]

See Me Speak at World of Concrete 2016

The organizers of the World of Concrete asked me to speak at their convention again this year. This will be the third year that I have been a presenter at the Las Vegas event, which is the industry’s only annual international event dedicated to the commercial concrete and masonry industries. These are the two presentations […]

How to Make More Money on Construction Projects

I was asked to speak at the Annual Convention of the Concrete Foundations Association of North America (CFA). My speech at the largest gathering of cast-in-place foundation contractors in the country answered the question I am often asked, which is, “How do I make more profit on my construction jobs?” One of the best ways […]

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 […]

Shock and Awe in Atlanta

Yesterday I gave a speech at the Atlanta chapter of the Glazer-Kennedy Insider’s Circle (GKIC) marketing group.  GKIC, led by Dan Kennedy, is a worldwide membership-based organization that is comprised of the sharpest minds in online and offline (traditional) marketing for small businesses.  I have been a GKIC member since 2009. The Atlanta chapter is […]

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 […]