Canadian Electrical Industry News Week

March 30 2016

Shawn McCadden

If you have been getting business by providing free estimates for everyone who calls your business, you are most likely wasting a lot of money-making time. Are you really an expert in your industry if you have been letting those who buy from you tell you how to run your business? If these things have been happening to you it’s time to recognize the value of your time and expertise. It’s also time to limit offering them only to those who find value in what you offer, how you do so, and are willing to pay you well for your expertise. Here are three ways successful contractors reduce their lead flow, improve the quality of the leads they get, and sell more jobs at higher prices.

1- Describe your process on your web site and find ways to entice visitors to check it out

Do you have a defined process for how you do business? If not, create it. If you do have a define process, document it with words and pictures and put it on your web site. By explaining how you do business on your web site you can save a lot of time and make more money because you won't have to explain it to everyone you meet, over and over again.

If they have not yet checked out how you do business when they call your office, send them a link to the "How we do business" page on your web site. Additionally, mutually agree to when you will then call them back to see if they still want to meet with you.

Because the information is presented in writing on your website, prospects won't be able to interrupt you as they typically do when you try to explain your process to them during live sales calls. If the information is well written, they will either recognize that your process works as a solution for them, or they will know why it’s not right for them. This can help you avoid defending your process as you try to explain it to them live and in person. If they don't like your process after checking out your website, they won't waste your time.

2- Charge for creating specifications and a fixed price proposal

Another thing to explain at your web site is why estimates are free but a fixed cost proposal from you requires paying a fee. Think about it. An estimate is just a guess. Any experienced contractor should be able to provide a best guess estimated cost range for project types he or she has past experiences with. In a logical way, explain why you charge to go past a free estimate. If they still call you, selling your services to create the proposal will be much faster and easier. For guidance on what to write, read on below.

If you don't have a website, read on anyway to find out how you can still do this live and in person.

If they want a fixed price, why not help them recognize what it will take to get to a fixed price? Help them

  • discover, say and agree that plans and or specification will be needed before you or any other contractor can determine a fixed price for them
  • identify whether they will need plans to visualize the project before being able to confidently commit
  • decide if they need help finding and differentiating between product options and their price points
  • recognize the effort and hours you and your trade partners will need to dedicate to preparing a proposal for them

If they recognize the need for these things, you can then ask them if they would like to discuss your design and specification process, as well as how you charge for it.

3- Require a return visit to present your proposal and get their decision

Even if you are not ready to charge for them, before committing to preparing plans, specs and a proposal make an agreement with your prospect. Let them know that to prepare a proposal for them you require coming back to sit down to review, discuss and get a yes or no decision on your proposal, and about working with your company. Remember, you will have more time to do this because by being more selective you will be creating fewer estimates and proposals. Those who won't meet with you probably aren't interested enough in working with you anyway. Perhaps they were just hoping for more free ideas from you before hiring the cheapest contractor or performing the work themselves. If they won't commit to meeting with you to review your proposal, that's one less you have to do, freeing you up to concentrate on those prospects who respect you as a professional and value your process.

By committing to fewer estimates and proposals you will gain the time you need to put together and present proposals that differentiate your business from other contractors. By being different you will attract clients who want different. Consumers who want different know they have to pay more to get it. Those who don't want different buy from the commodity contractors who sell on price.


Read more in EIN from Shawn McCadden:

How Contractors Can Build and Protect Their Brand Reputation
3 Ways To Get Fewer Leads But Close More Remodeling Sales
Don’t Underestimate Your Estimating System’s Potential
Tips on Ball Park Pricing and Charging for Estimates
Is A Contractor Really a Salesperson If He or She Hits Send?
3 Ways To Get Fewer Leads But Close More Remodeling Sales
3 Simple Steps to Covering an Employee's Non-Productive Time
Setting the Example: Getting Employees to Think Like Owners
Comparing Contractor Mark-ups Can Be Pointless and Very Risky
Don't Put Your Business At Risk By Guessing At What Mark-up
Simple Profit Sharing Plan for Contractors


Changing Scene

  • Prev
 Electro-Federation Canada (EFC) announced the launch of its new brand identity last ...
WANTED: Skilled Electrician. Apprentice. or Team  Must be able to perform a simple wiring ...
  Malcolm Bird, General Manager of Fusetek, and Frank Dunnigan, CEO of Techspan Industries, ...
  EiKO, a manufacturer and distributor of premium lighting products, is expanding its ...
  The new CSA C83-17 offers utilities a comprehensive list of components, with critical ...
  Schneider Electric Canada has just launched Go Green in the City 2018, its global ...
  A new report published by Philips Lighting and SmartCitiesWorld highlights drivers and ...
This ongoing study provides industry with information on the most up-to-date issues and statistics ...

 Electrician Forum Brought to You by Schneider Electric             

The Electrician Forum is a monthly column that provides valuable information to electricians and electrical contractors on current industry trends and concerns. 

Schneider ElectricSponsored by Schneider Electric

In this issue: 

Quite simply put if you feel that job site costing and quote development are a lot of work, you are right! To properly assess a job and estimate the required work time, product costs and various other expenses can take more time than is often feasible for a small company. You need to be spending your time completing projects, which can become difficult if you are spending your hours doing cost analysis. We learned this first hand in last month’s edition of the Electrician Forum when Steve Beeby of Beehive Electric discussed the balance required to own and operate an electrical contracting company.

read more...

Watch a portion of the interview conducted by Electrical Industry Canada with Steve Beeby of Beehive Electric

 

Codes and Regulations Brought to You by the CSA Group

  • Prev
In this article: Section 58 — Passenger Ropeways and Similar Equipment. Rule 58-000 ...
  Unauthorized CSA Group certification marks have been found on wiring by Triumph Cable ...
In this article: Section 52 — Diagnostic imaging installations. The CE code is a ...
In this article: Section 46 — Emergency Power Supply, Unit Equipment, Exit Signs, and ...
  In this article: Section 44 — Theatre Installations. The CE Code is a ...
CSA has published C22.2 No. 60947-7-3, the harmonized standard for low-voltage switchgear and ...
  Electric welders. The CE Code is a comprehensive document. Sometimes it can seem ...
  In this article: Section 40 — Electric cranes and hoists. The CE Code is a ...

Fluke Hammon Healy

As our population grows and consumers continue to rely on technology for both essentials and comfort, the need for power quality has become vital. Fluke is a leader in this field, offering power quality training seminars, as well as employing power quality specialists with years of industry experience.

This month’s personal profile is a double feature of two of Fluke’s senior power quality specialists, Hilton Hammond and Frank Healy.

Hilton Hammond has been with Fluke since 1995, and in 2013 moved into his current position as Power Quality Business Unit Manager. He has a deep and thorough knowledge of power quality and related electrical instrumentation. 

Frank Healy, Power Quality Product Marketing Manager at Fluke since 2006, has been in the industry for well over three decades. He globally manages Fluke’s power quality products, including measuring instruments and precision power analyzers.

Read More



Tools for the Trade

  • Prev
  IDEAL Industries has introduced Combination Drill Taps to its tool lineup. Combining the ...
  Stripping and crimping device, 100 - 240 V input voltage, for insulated ferrules with a ...
Professional all-in-one cutter/stripper for coaxial and twisted pair cables     ...
  Klein Tools' Coax Explorrer 2 tests coaxial cable and maps up to 4 locations   ...
  Ideal Industries' T-14 wire stripper s are ideal for all professionals working within the ...
  The ATS850 conveyor eliminates all types of electro static discharge requirements. ...
  Lorik Tool & Automation has the experience and ability to manufacture a variety of ...
  Ideal Industries' 26 piece insulated Journeyman kit is ideal for new electricians or for ...
  Klein Tools Deluxe Fish Rod Set comes in 19 pieces that when assembled can fish wire and ...
  BendWorks Software was designed to help electrical contractors adopt this new process ...

Product News

  • Prev
  Make a design statement with Philips OneSpace luminous ceiling prefab panels and ...
  Philips has a wide variety of tools that can help with all of your lighting projects. No ...
  Ford Transit Cargo Vans Continue To Set New Standards For Taking Care Of ...
  Z11-DW – Deluxe Electrical Package. Steel. Nissan NV200 / City Express. ...
  As the first two and four-channel portable scopes safety rated CAT III 1000V / CAT IV ...
  Meet the new next generation FLIR ONE and FLIR ONE Pro thermal cameras. When connected to ...
  Square Back Shelving Unit with 5 Open Shelves. 14″d x 70″w x 58″h. ...
  Contoured Shelf Unit. Aluminum. 5 Shelves. 96"w x 62 1/2" h    
  The versatile design includes two compartments that can open to a lay-flat position for ...
  Sized to fit through standard 36" doorways. 6" Non-marking casters. Space for a ...

 

Peers & Profiles

  • Prev
David Johns is a unique and dedicated individual both at home and in the workplace. At home he is a ...
    Sean Freeman is a vibrant, enthusiastic and selfless individual who has taken his ...
  Automation companies are drivers of innovation, and have penetrated near every industry ...
Total Electrical Solutions was founded in 2013 by Jeremy Herrington in Quispamsis, on the outskirts ...
Andrew MacLeod is a territory sales manager with Leviton Manufacturing of Canada in British ...
  Floyd Lau founded Amptek Technologies in 2002 as an end to end engineering design ...
Mike Marsh, President and CEO of SaskPower, has been a leading figure in Saskatchewan’s ...
Gordon MacDonald is a cheerful, driven individual who loves to be challenged, a trait that suits ...
  Most of us have a difficult enough time managing one job and a home life. However, some ...
  Since 2012 Barnstormer has advanced the abilities of their brewery with the installation ...

Copper $US Dollar price per pound

Kerrwil Publications

538 Elizabeth Street, Midland,Ontario, Canada L4R2A3 +1 705 527 7666
2016 All rights reserved

Use of this Site constitutes acceptance of our Privacy Policy (effective 1.1.2016)
The material on this site may not be reproduced, distributed, transmitted, cached or otherwise used, except with the prior written permission of Kerrwil