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Construction Contractors - Stay Focused

May 28, 2008  |  from Markup and Profit Blog

Alfred E. Neuman used to say, “What, me worry?” Many construction-related business owners are worrying, and we know that. What can you do?

Well, there are two things you must do and there can be little doubt about either of them. The first thing you must do is keep focused on sales. That means advertising 24/7/365. None of this “cutting our advertising because money is tight” nonsense. Money is tight because you haven’t been doing a good job of advertising.

Recently I spent a day with one of our coaching clients in the Long Beach, California area. He has four jobs working, all of them at $100 K + and he has (or had 2 weeks ago) an amazing 27 additional leads of the same size or larger that he was working. Brad is staying focused on sales and obviously doing a very good job of it.

If your sales are not good, if you are not getting good leads, don’t blame the so-called bad economy. Hay and horse feathers (or horse biscuits if you prefer). If you are doing your job of promoting and selling your company, you’ll get the leads.

The second thing you must do is quit working on jobs. You aren’t saving money (or making money) by working on jobs. You only have so many hours in a day - time spent working on jobs means time not spent promoting your company. How you spend your time today determines what you’ll see tomorrow. Get out there, schmoooz, talk to folks. Stay focused.

Filed: Sales-Marketing