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Understanding your average revenue per lead can help quantify the true value of each new prospect and keep your team motivated to close.

Question: Should we offer a recommendations sheet when meeting with the customer?

What are you really losing when you fail to convert a lead? Understanding your average revenue per lead can help quantify the true value of each new prospect and keep your team motivated to close.

Taking notes on what your customer DOES NOT have can help you understand what promotions to create within your marketing portfolio.

Question: How should I as the owner deal with negative online reviews?

Building enticing offers into your service agreements can help support strong customer relationships that drive business year-round.

Break even pricing or price for profit -- which model should you chose when starting a service agreement pricing program?

Question: What is the best way to compensate a salesperson that would also be managing and taking care of customer relations in our company?

Service agreements are the lifeblood of a contracting company. So pricing them properly is just as important. This week on Cracking the Code, Gary Elekes lays out the factors that need to go into every company’s pricing equation to ensure they’re set up for long-term financial success.

If your service labor rates are priced too low, you're not going to make money - it doesn't matter how hard you work! In fact, the more business you win, the faster you will lose money.

Question: What should the average sale and closing ratio be for a tech lead?

Marketing promotions like special discounts, rebates, and free equipment with purchase are great tools to drive new business. Discover how contractors like you...

Don’t always pull out the pricelist. Sometimes, the correct response to your customer is to simply listen and say “OK.” Steve Mores explains as he continues the discussion on selling IAQ during planned maintenance calls.

Know when to pull out a price list. But also know when to stay out of sales mode and keep it conversational with your customer. ...