Welcome to another episode of The Site Shed! In Episode 456, host Matt Jones sits down with James Hearn of Silver Peak Construction for a powerhouse discussion on scaling a trades business, mastering the sales process, and the surprising role that customer rapport (and even a client’s pet preferences) can play in business success.

James shares his journey from commercial projects and roadwork to mastering bathroom, laundry, and wet area renovations across Melbourne’s western suburbs and rural Victoria. You’ll hear real-world tactics Silver Peak uses—like ultra-fast quoting, rigorous client qualification, streamlined operations manuals, and detailed follow-up—to outpace the competition. Plus, discover why James screens customers based not just on budget, but even on whether they own dogs 🐶 or 🐱 cats! 

🎥 Watch the video version of this podcast at https://youtu.be/xZ7rUaPe0Sk

Timestamp:
[00:00:49] – James’s Background & Silver Peak Construction’s Specialization
[00:03:41] – Competing with Low Quotes & Value Proposition
[00:05:12] – Lead Qualification & Sales Process
[00:07:41] – Unique Client Qualification: Pets and Personality Fit
[00:19:12] – Building & Scaling Through Systems and SOPs
[00:23:23] – Evolution & Continuous Improvement of Processes
[00:24:36] – Major Business Lessons: Screening Clients & Site Management
[00:26:32] – CRM, Job Management, and Technology Adoption
[00:39:57] – Communication, Handover, and Aftercare

👉 In this episode:  (with a BONUS TIP 🐾)
✓Qualifying the Right Clients
✓The Power of Discovery Calls
✓Pricing with Confidence
✓Personal Connection Matters
✓Systematize with Checklists
✓Fast and Transparent Quoting
✓Ongoing Process Improvement
✓Communication Prevents Problems
✓Stand Out Through Education
✓Follow-Up Drives Referrals


If you’re a trades business owner looking to sharpen your sales, streamline your operations, and provide a truly standout customer experience, this episode is rich in practical, actionable strategies that work in 2024 and beyond.

Tune in for fresh insights and inspiration to take your trade business to the next level—don’t forget to like, subscribe, and hit that bell for more Site Shed wisdom!

#SalesProcess
#CustomerQualification
#LeadManagement
#SalesClosing
#CustomerRetention
#T

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