During the Free 30 Minute Consulting Call I’ve been offering to contractors since 2002, we always get into discussions about how they, the contractors, like to learn.

A sales acronym is a shortcut to remembering the key steps your service technicians must follow to have a repeatable sales approach to running a service call.

The old adage was, “Do something good for someone and they’ll tell 10 people. Do something bad to someone and they’ll tell a 100 people.” 

I had a distinct dislike for one particular company on Long Island who we butted heads with a lot. 

Question: Who is typically your ideal client?

One of my clients I’ve worked with for many years, Jim Criniti, recently surprised me and the person I often co-consult with Ellen Rohr, the financial guru, by sending us the following e-mail. 

It was still hot and sweaty in the midday sun. 

“It’s a drug and we’re hooked!” This is what I said to my brother, Richie, about the fix I felt from doing monster commercial and residential jobs for a lot of dollars that generated little to no profit, no profit or sometimes a loss.