Contractor Growth Network

What should you focus on, marketing or sales? It's a very common question in the contracting game. The truth is, without marketing, you have no sales. They are one and the same! Logan is walking you through three ways to generate leads for free so that you don't go waste money on a lead-gen site. If you can't sell, then those sites become an expense, so let's learn how to do this for free!

In this episode, we talk about…

• Local small-business contractors need to be part of a networking group
• Get started posting free content online by documenting your day
• Build trust by giving people a look behind the scenes
• Reach out to past customers to reignite the flame
• What is the relationship between sales and marketing?

Links to resources:

Contractor Sales Academy

Full Sail Marketing Giveaway

Full Sail Marketing Facebook

Check out our new Facebook group for the podcast where you can interact with other subs and leave reviews: https://business.facebook.com/groups/3353051814723273/?ref=pages_profile_groups_tab&source_id=111717746945247

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

Character is built when you fail and decide to keep going. That's true for a plethora of different things throughout life, whether it be in sports or business. As time has gone on, more and more people are being rewarded for their shortcomings with more than life lessons. Alex thinks participation trophies are making people soft, but that's not what Logan thinks. Logan is walking you through why he believes that as a business owner, you need to give out participation trophies. In the words of the great Teddy Roosevelt, "There is no effort without error and shortcomings!"

In this episode, we talk about…

• Why participation trophies do not take away from the desire to win
• Acknowledging the result while rewarding the effort
• Coaching differently in business as compared to sports
• When consistent effort stops being enough without the results
• The mindset that is instilled when there is no participation trophy
• What happens when you don't show acknowledgment to your employees
• Allow yourself to feel good when you can't beat "Tom Brady"

Links to resources:

Let Logan know if you agree or disagree!

Full Sail Marketing Giveaway

Full Sail Marketing Facebook

Check out our new Facebook group for the podcast where you can interact with other subs and leave reviews: https://business.facebook.com/groups/3353051814723273/?ref=pages_profile_groups_tab&source_id=111717746945247

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

Logan is pissed off and here's why. People are so obsessed with perfection that they will go broke before they are every ready to make a move. Here's a little secret to life; perfection is impossible. It's just unattainable, so why spend your life pursuing something that you can't reach when you can take that first step and figure the rest out later!

In this episode, we talk about…

• Start with the work, then you hire the people
• How being a perfectionist limits you from achieving your goals
• Put out a wide net so you can figure out what people want
• The importance of practicing and finding your own voice
• Get out of your own way or get ready to go out of business

Links to resources:

Put down one thing that you overanalyze in the comments!

Full Sail Marketing Giveaway

Full Sail Marketing Facebook

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

It's weird how many parts of life can teach you lessons that will help you when you are trying to grow a business. Standup comedy is no exception. In standup, you're training the audience to laugh, just like in sales, you're training the prospects to make a purchase. Logan is going to walk you through the five things that he has learned from standup comedy that have helped him with his sales process. You're even going to get to listen to Logan's first standup comedy performance. You don't want to miss that!

In this episode, we talk about…

• Logan's infamous standup debut
• The structure of a successful standup joke
• Importance of scripting out what you are going to say
• Timing dictates the flow of conversation and effectiveness of the pitch
• Transferring your energy into your audience
• Representing your message by saying it in different tones
• Make your best effort to not ask someone "why"
• Continuously taking from the same process and system
• Avoid trying to reinvent the wheel for every sale
• Remembering that not everyone is going to laugh or buy

Links to resources:

Netflix

Dave Chappelle

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Full Sail Marketing Facebook

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

As a business owner, the last thing you want to do is sit down and fully map out what you need to do on a day-to-day basis. Ironically, that's exactly what you need to do to continue growing and break out of that grind. Logan is walking you through how to build a marketing plan for your contracting business in 2020. Know what you want to accomplish this year, now make a plan on how to get there!

In this episode, we talk about…

• Figuring out your theme/concept for the year
• Deciding how you are going to complete your mission
• Creating content around the vehicle that you have chosen
• Playing the best case/worst case scenario game
• Logan walks through an actual marketing plan for one of his clients

Links to resources:

YouTube

Full Sail Marketing Giveaway

Full Sail Marketing Facebook

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

In the world of sales, the ability to build relationships will decide whether your business will prosper over the long term or sink like the Titanic. Today, John Ruhlin is walking Logan through his book, Giftology, and all things gifting for clients. The simple truth is that if you can take care of the family in your business, everything else will work itself out. Imagine if your ideal client thought of you every day for the next ten years. What would that be worth to you?

In this episode, we talk about…

• John's journey to where he is right now
• How gifting made John Cutco's number 1 seller of all time
• Getting people into the mindset that gifting is a lifestyle, not a weapon
• Negative branding by sending the wrong gift
• Justifying an incredibly high gifting bill
• Making your gift representative of the value of your relationship
• Learning to acknowledge the value of others' time
• Importance of how you gift vs. what you gift
• Making a huge impact with a smaller budget

Links to resources:

This month's book: They Ask You Answer

Cutco

10 Gifts to Avoid Giving

Giftology

Giftology Group

John's website: https://johnruhlin.com/

Full Sail Marketing Giveaway

Full Sail Marketing Facebook

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

Why is Logan putting all this time, energy, and money to build up the Contractor Growth Network movement? Well, that's the big question. Logan is going to answer that question in great detail today and tell you why you should build up your marketing. You may think that the only way to do it is to spend a lot of money, but if you're going to work hard then you better work smart too. It is not easy, quick, or cheap, but it's the right way!

In this episode, we talk about…

• Utilizing the best outside resources that are available to you
• Making it a point to see how others do things
• Having a plan for when it's time to make payroll
• Apply apply apply!
• Why it all starts with a successful marketing plan

Links to resources:

Full Sail Marketing Giveaway

Full Sail Marketing Facebook

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

As times are constantly changing, it has become more and more important to adapt to the constantly changing industry as a contractor. For a contractor starting out now, this is all they know, but if you've been around the game for a while, there are some big adjustments. Today, Logan is sitting down with a client, Todd Tribble, who has run a very legit painting company in Ann Arbor, Michigan for over 20 years. Todd is here to talk all things about his business, from sales and marketing all the way to his ability to continuously stick and move. Stay agile and willing to change or your business will be left in the dust!

In this episode, we talk about…

• Who is Todd Tribble and how he got here
• What drew Todd to the painting industry
• Learning to stay successful by staying in your specific lane
• Defining traction as a systematic management system
• Using a metric to hold everybody in the company accountable to
• Empowering employees by giving them control of their day-to-day
• Keeping up with the constantly changing world of technology
• Breaking out of the "referrals only" mindset
• The hardest technological challenges to overcome
• Getting a big team to buy into the utilization of video for marketing
• Hiring selectively and instilling the company's core values
• Making a choice about the future of the company with video marketing
• Deciding what to do when there is money left over

Links to resources:

Full Sail Marketing Giveaway

Full Sail Marketing Facebook

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

In the land of contractor sales objections, there is one objection that stands above the rest. "You're too expensive." You've heard it a million times. Whether it's the slow no or straight up, they have a problem with spending that kind of money on a kitchen instead of a really nice car. There are three reasons that people have a problem with your price, and Logan is going to break those down for you in this episode!

In this episode, we talk about…

• The problem with being too expensive to homeowners
• Comparing your service to other things at the same price point
• Recognizing your real competition at your price point
• Making the buying process as easy as possible on the customer
• When there is not enough pain for someone to move forward

Links to resources:

Comment "Contractor sales objections" below!

Full Sail Marketing Giveaway

Full Sail Marketing Facebook

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

Sales. Sales. Sales. That's the name of the game in the contracting game. If you can't learn to sell, then you'll always be stuck on Hope Island, waiting on potential leads, only to get ghosted all the time. Logan and Alex are breaking down the SHIN FU process from the fellas over at the Contractor Sales Academy. Tom, Steve, and Derek teach the SHIN FU as a part of their sales program, The Bridge, to help contractors stop wasting their time on customers who aren't serious about working with them. Bring respect to your trade and yourself. Learn the SHIN FU so you can stop getting ghosted by customers and start utilizing your time in an efficient manner!

In this episode, we talk about…

• Defining the SHIN FU process and how it started
• How the SHIN FU pre-qualification saves you time
• Digging down to someone's deeper reason for why they need a contractor
• Setting the expectation upfront so they know what they are looking for
• Figuring out someone's budget over the phone
• All you want when you go out to a prospect's house
• Why everyone ghosts everyone when it comes to sales
• Speaking to all decision makes so you do not waste your time
• Using the B.S. Meter to weed out the window shoppers
• Making the clients feel like they are in control

Links to resources:

Contractor Sales Academy

Full Sail Marketing Giveaway

Full Sail Marketing Facebook

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A