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The 7-Power Contractor

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Changed the Course of My Life

“I really wish you would stop writing books and giving away all of the secrets! Of course, I’m mostly kidding. Thanks for everything you do to help your fellow contractor, Al. You certainly changed the course of my life.” Jim Criniti, Zoom Drain and Sewer, Philadelphia, PA

Making and Exceeding Goals

“The Selling Power and Sales Coaching Power systems are working great for us. The Techs are making and exceeding goals and customers are being served better all the time. We are very happy.” Kathy Betlem, John Betlem Heating and Cooling, Rochester, NY

Practical Information

“I very much appreciated the practical information in your book, The 7-Power Contractor. This is a valuable business tool for anyone looking to improve their business.” Sam Scalia, Samcon, Montreal, QC

See More Success Stories…

Al Writes

Driving Phenomenal Sales With Sales Coaching

When it comes to your contracting business, sales coaching is the key to driving phenomenal sales.

But, how can you effectively coach sales without a repeatable-documented selling system to train Techs how to do sales the right way? The answer is you can’t.

The Tech selling system I teach has five steps. Each step needs to be taught and demonstrated in a certain order because one step builds on the other. If you skip steps, the system falls apart and sales suffer, as does customer satisfaction, a lose-lose scenario that can be avoided!

The five steps are:

  1. Open the Call the Right Way
  2. Gain Permission to Survey the Premises So Nothing is Missed
  3. Price the Work That You’re Recommending Correctly
  4. Present the Menu With What Must Be Done and Extras Worth Considering
  5. Write the Kind of Work Order that Gets Signed

Documenting this sales system has been documented and training your techs on it is only half the battle, however. To gain traction and build a good sales culture over time you will also need to provide never-ending sales coaching for it.

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Improving Sales By Optimizing the Communications Triangle | Pipeline to Profitability Podcast

September 12th, 2016|Podcasts|

Allan Ferguson - Pipeline to Profitability Podcast

Is Service Tech a sales position? On episode 21 of the Pipeline to Profitability podcast, host Allan Ferguson and I discuss Sales Power and how much times have changed.

Today’s service techs need great communication skills, not just with customers but also with other two spokes of a communications “triangle” of composed of Customer Service Representatives, Dispatchers and Service Techs. Each spoke needs to be able to communicate effectively because communications is the forerunner to good sales. We also talk about the positive and progressive impact on sales of constructive ride-alongs. You’ll also learn the five steps of sales training.

7 Rules for Direct Mail Done Right

August 8th, 2016|Marketing Power|

A popular myth today is that “direct mail marketing doesn’t work.” If we’re talking about direct mail marketing done wrong – we can confirm the myth often proves true.

In reality, direct mail marketing done right can be very effective but only if you respect the rules. Here they are:

Rule #1: Use oversized direct mail postcards to send to people who are not yet your customers. It’s got to stand out from the pile of mail you’re working your way through when you’re in your kitchen and the garbage can is right by your feet.

Rule #2: The oversized postcard has got to have a great headline to catch people’s attention or they won’t see a reason to read on. The power of a great headline was true when newspapers were dominant and it’s still true in the digital world today. Headlines are best if they are short (5 words or less).

  1. Put the headline in the form of a question because a good question creates the need to know. Ex: Want to make twice as much money at work with half the effort?
  2. Put the headline in the form of a profound statement. Ex: Lose 25 pounds in two months and never feel hungry!

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Why Buy Another Contracting Business Book?

IF YOU FIND THAT YOU KEEP SAYING TO YOURSELF...

I can't seem to find and keep good people.

There just aren't enough hours in the day.

We are delivering an inconsistent level of service.

I feel like I'm answering the same questions over and over.

I spend more time as an employee than as a manager.

Callbacks keep me from moving on to new calls/sales.

We have no real system in place for training.

This business just isn't fun for me anymore.

THE 7-POWER CONTRACTOR IS FOR YOU!