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Leaders. Every company needs them. It might surprise you to learn that every company needs more of them than you think they do. This applies to your HVACR distribution company as well.

When I say “leaders” you probably think of managers, directors, or owners of a company. But what I’m really talking about is your entire team. Every member of your team needs to become a leader. This might sound strange, especially if you’re worried that too many leaders will create confusion and conflict in your company but you’ll see in a moment that it can actually generate more results for your business…

Continue reading the full article HERE.

Don’t YOU want to boost your expert status and play against the big companies?

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The post Turn Your Team Into Leaders For Greater Results appeared first on CEO Warrior | You're Either Average Or A Warrior.

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There are leadership “gurus” by the dozens and there’s no shortage of books on leadership. Many of the concepts and qualities of leadership tend to be repeated, in different ways, by different gurus over and over. You’ll often hear about the best practices like: create a vision, set goals, measure what’s important, inspire your people, and keep pushing forward daily. It’s hard to go wrong when you do these things.

But I’m interested in going a step further; in pushing beyond what most of the leadership experts are saying and finding the “X-factors” that only the best of the best of the best are doing to create a massive shift in their organizations.

Here are 5 of those “X-factors”—these are leadership qualities and characteristics that don’t get as much airtime but they’re profoundly powerful for those who apply them.

Continue reading the full article HERE.

Don’t YOU want to boost your expert status and play against the big companies?

Learn how at the Service Business Edge: The Secret Blueprint To Growing Your Business.

The post 5 “X-Factors” Of A Leader That No One Is Talking About appeared first on CEO Warrior | You're Either Average Or A Warrior.

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These strategies can help your employees develop the type of buy-in you had when first launching your company

If you run a growing plumbing company then you know this already: One of the biggest challenges is building a team that shows up and gives their best every day.

If you can find people to hire, they may not show up for work; if they show up for work, they may not do their best; if they do their best, they may not do it consistently.

Fortunately, you are not doomed to operate at a certain level forever, simply because you can’t find the right employees. Here’s why.

Continue reading the full article HERE.

Don’t YOU want to boost your expert status and play against the big companies?

Learn how at the Service Business Edge: The Secret Blueprint To Growing Your Business.

The post 5 Ways To Motivate Your Team appeared first on CEO Warrior | You're Either Average Or A Warrior.

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Actively following up with potential customers and not just waiting for a callback could be the secret to turning more estimates into actual jobs

Does this scenario sound familiar?

You’re called to a potential customer’s home and asked to write an estimate for work that they want done. After you write the estimate, they say, “I’m getting estimates and will call you if we choose you.” You shake their hand and leave for the next appointment knowing that only a fraction of the prospects you write estimates for will ever call you back.

But what if there was a way to leave those meetings with increased confidence that you’ll get the job?

When most plumbers think about how they can close more estimates, they focus their attention on strategies they can do during the estimate-writing time to help them. Maybe they work on improving their sales skills; maybe they add some urgency (“if you buy today…”); maybe they succumb to the temptation of lowballing the estimate so the prospect doesn’t find anyone cheaper.

But many plumbers overlook something that could lead to them closing on a job, even after the prospect has said they are collecting more estimates — following up.

Many plumbers will write estimates and never follow up. They simply move on to the next potential customer. A rare few plumbers will follow up with a quick phone call a few days later.

But how many people reading this article will follow up daily? Weekly? Monthly? An entire year?

Continue reading the full article HERE.

Don’t YOU want to boost your expert status and play against the big companies?

Learn how at the Service Business Edge: The Secret Blueprint To Growing Your Business.

The post How To More Consistently Close The Deal On The Estimates You Write appeared first on CEO Warrior | You're Either Average Or A Warrior.

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A knock on the door interrupts your focus. It’s one of your managers who sticks his head in the door and says, “I just wanted to tell you how much I appreciate this job. I can’t wait to come in to work every day.”

Does that ever happen? Probably not. No CEO ever hears those compliments. Instead, they hear something else…

Complaints.

Criticisms.

Negative feedback.

The job of a CEO can be a thankless one. When things go well, people happily accept the credit themselves; when they aren’t going well, they look up the organizational chart at the highest point on the chart (you!) to affix their blame, and they’re eager to share their “insights” (read: complaints) with you whenever they get their chance.

I used to think that complaints and complainers were among the worst time-sucks in my day. I would even go out of my way to avoid the people who I knew were complainers because it was frustrating to hear their complaints and that negativity would impact my day.

However I’ve since come to realize that complainers are among the most valuable people in the organization, if you take a different approach.

Continue reading the full article HERE.

Don’t YOU want to boost your expert status and play against the big companies?

Learn how at the Service Business Edge: The Secret Blueprint To Growing Your Business.

The post Why Your Biggest Complainers Are Some Of Your Most Valuable Employees appeared first on CEO Warrior | You're Either Average Or A Warrior.

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There are leadership “gurus” by the dozens and there’s no shortage of books on leadership. Many of the concepts and qualities of leadership tend to be repeated, in different ways, by different gurus over and over. You’ll often hear about the best practices like: create a vision, set goals, measure what’s important, inspire your people, and keep pushing forward daily. It’s hard to go wrong when you do these things.

But I’m interested in going a step further; in pushing beyond what most of the leadership experts are saying and finding the “X-factors” that only the best of the best of the best are doing to create a massive shift in their organizations.

Here are 5 of those “X-factors”—these are leadership qualities and characteristics that don’t get as much airtime but they’re profoundly powerful for those who apply them.

X-Factor #1. A Rich, Thrilling Vision That People Can See Themselves Participating In

Continue reading the full article HERE.

Don’t YOU want to boost your expert status and play against the big companies?

Learn how at the Service Business Edge: The Secret Blueprint To Growing Your Business.

The post 5 “X-Factors” Of A Leader That No One Is Talking About appeared first on CEO Warrior | You're Either Average Or A Warrior.

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Selling is something you can’t completely ignore in the plumbing game if you want to ensure you maintain a steady workload. Here are ways to make that part of the job enjoyable and effective.

As a plumbing business you define your work as plumbing work, but the truth is that it’s more. To get more plumbing work you have another job as well — sales. The more you sell, the busier you and your team will be and the more money your company makes.

Unfortunately, sales is often considered to be an annoyance, an inconvenience, a hassle, or even an afterthought. Maybe it even feels inauthentic and slimy. You’d probably rather be plumbing than selling.

But with just a few simple tweaks to your approach, you can sell a lot more to your customers without all those accompanying negative thoughts. It all starts with dropping these five things from what you do. When you stop doing them, you’ll focus your energy on more effective selling (and selling that doesn’t feel slimy) and you’ll close more deals.

1. Stop Trying To Sell

I’ve previously written about this aspect. If you’re trying to sell, you’re overthinking it. It should flow naturally. If you are trying to sell, you’re going to hate it and the customer will sense that it’s forced.

Stop trying to sell. Instead, simply approach every sales interaction as a conversation between you and the customer to help them decide whether or not to make a purchase. All you’re doing is leading the conversation and helping them decide. You’re serving your customer. That’s it. Don’t overthink it.

Continue reading the full article HERE.

Don’t YOU want to boost your expert status and play against the big companies?

Learn how at the Service Business Edge: The Secret Blueprint To Growing Your Business.

The post 5 Things To Avoid When Selling Customers On Your Services appeared first on CEO Warrior | You're Either Average Or A Warrior.

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You don’t need to know how to pipe a bathroom to run a plumbing contracting firm.

Over the last two decades, plumbing and heating trade publications have written copious amounts of news stories, articles and editorial opinions on the skilled worker shortage. Editors and industry experts have offered advice to contractors on recruiting techniques to hire the right workers. That advice includes marketing the plumbing and heating industry to school children, veterans and women.

While women working as HVAC techs or plumbers are still a small portion of the plumbing, pipefitting and HVAC industry, more women are moving into managerial roles or even running these contracting firms. Many of these women-operated businesses are family owned, where women work alongside fathers, brothers or husbands to make the company a success.

Continue reading the full article HERE.

Don’t YOU want to boost your expert status and play against the big companies?

Learn how at the Service Business Edge: The Secret Blueprint To Growing Your Business.

The post Women In Contracting: Don’t Let Gender Hold You Back appeared first on CEO Warrior | You're Either Average Or A Warrior.

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Your car’s engine sputters and dies while you’re driving and you’re able to coast into the first garage that you see. The mechanic looks under the hood then asks, “What seems to be the problem?” And then, “What would you like me to fix?”

Well, unless you yourself are a mechanic, you don’t really know what the problem is so you can’t answer the mechanic’s first question. The car isn’t working! That’s the problem. And since you don’t know what the problem is, you don’t know what needs to be fixed, so you can’t really answer the mechanic’s second question either.

If a mechanic asked you these questions you’d question his or her ability to repair your car and you’d wonder if there was a mechanic who could quickly and accurately diagnose the problem and help get you on your way sooner.

There’s a problem with today’s
approach to customers

There’s a movement today among business owners that they need to serve their customers by asking questions and fact-finding.

Continue reading the full article HERE.

Don’t YOU want to boost your expert status and play against the big companies?

Learn how at the Service Business Edge: The Secret Blueprint To Growing Your Business.

The post Here’s What Customers Really Need From You appeared first on CEO Warrior | You're Either Average Or A Warrior.

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As we start a new year, there’s one question every HVACR owner and manager needs to ask themselves: “How can I make this year even better than the last?”

The right answer to this question will not only give you the strategy and steps you need to focus on for the next 365 days, it will also move the needle when it comes to the strength of your business and the way it can change your own life (and the lives of your employees and customers).

To help you answer the question, here are five strategies that any HVACR business should consider focusing on for the coming year.

Set targets — Unlike the word, “goals,” which tends to be flexible and fuzzy at best, the word, “targets,” is a very specific, measurable destination for your business. Identify a few targets that you want to pay attention to, and then identify the number you want to hit.

What targets will have the greatest impact for you? It could be a company-wide target, like sales or profit, or it could be a more specific number, like your average ticket income. Choose a couple, and make those your primary focus for the entire year.

Continue reading the full article HERE.

Don’t YOU want to boost your expert status and play against the big companies?

Learn how at the Service Business Edge: The Secret Blueprint To Growing Your Business.

The post Implement 5 Strategies To Make 2018 Your Company’s Best Year Yet appeared first on CEO Warrior | You're Either Average Or A Warrior.

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