Cracking the Code

Building enticing offers into your service agreements can help support strong customer relationships that drive business year-round.

This week, Weldon Long welcomes Gary Elekes to outline the ways you can use your service agreements as a marketing tool to reach customers that LOVE doing business with your company. Plus, our “Ask the Experts” panel explains how to overcome the challenge of “Getting 3 Bids” objection with a proactive sales approach.

All that and more, on this week’s episode of Cracking the Code!

Pricing your maintenance agreements too low is a surefire way to sink your home services business. But proper pricing isn’t rocket science, you just need the right approach!

This week, Weldon Long welcomes leading expert Gary Elekes to outline the key considerations you’ll need to assess when setting your service agreement pricing. Plus, our “Ask the Experts” panel explains how you can develop a service agreement company culture that continuously drives value.

All that and more, on this week’s episode of Cracking the Code!

Bundling IAQ products together is a powerful way to solve your customer’s problems while your techs are already in the home for a service maintenance call. But make sure you know when to get out the price list, and when to just listen to the client and simply say “OK.”

This week, Weldon Long once again welcomes IAQ authority Steve Mores to continue the discussion on driving revenue during planned maintenance. Plus, our “Ask the Experts” panel takes on a tricky question on managing a tech who’s great at everything — except his paperwork.

All that and more, on the latest episode of Cracking the Code!

Planned maintenance is a great chance to have face time with the customer and remind them that your company stands behind your equipment. But it can also be a great opportunity to drive revenue when it may not be your busy season. How?

This week, Weldon Long welcomes resident IAQ expert Steve Mores, and the two trade strategies for adding IAQ offerings and accessories that the homeowner genuinely needs to your standard maintenance calls to boost revenue.

Plus, Weldon, Drew Cameron and Gary Elekes offer tactics for increasing closing rates. All that and more, on the latest episode of Cracking the Code!

Are your prices too high? Maybe. But it’s even more likely that they’re too low. And that’s the best way to work hard and still fail to make a profit.

This week, Weldon Long welcomes Gary Elekes to explain the proper way to set a service labor rate — and how to establish a higher price that’s justified and supported by your brand promise. Plus, Gary and Weldon talk about marketing and brand ideas to help your company stand out from a crowded marketplace.

All that and more, on this week’s episode of Cracking the Code!

Price is always at the forefront of customers’ minds. But when you deliver superior service — and you do, right? — you won’t always beat the cheap guy on price. So how can you minimize the price objection in the customer’s eyes? Third-party validation.

This week, Weldon Long explains how to use that third-party validation by pointing to established, trusted sources that can help remind the customer of some of the things that are much more important than price. Plus, Drew Cameron joins the show to continue his conversation on building the “dream team” that will ensure your organization’s success.

All that and more, on this week’s episode of Cracking the Code!

Testimonials and guarantees can build authority and trust with your customer. This week, Weldon Long explains how to leverage them to selling more effectively, and talks about the HVAC scholarships now being given out by the EGIA Foundation.

All that and more, in the latest podcast episode!

How can you build trust with a suspicious homeowner? How can you ensure your prices are perfectly set to balance profitability and customer-appeal? How can you adapt your sales process to millennials and other generations?

All that and more, in the latest podcast episode!

In the final episode of Contractor Coffee Club, Mark Matteson concludes his series on sales by explaining how to overcome sales objections — and why objections may not be such a bad thing.

Plus, a segment on how to properly set goals and use them to drive success, and a discussion on the latest Snapshot Survey on holiday bonuses and perks.

To effectively sell, you need to have faith. But how do you develop faith in yourself, your products and your services?

In the latest episode of Contractor Coffee Club, Mark Matteson lays out strategies for boosting the belief in what you’re doing, along with three other habits that are proven to boost your business. Plus, a discussion on the latest contractor survey results on how to choose equipment brands that yields a few valuable best practices.