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Kenny Chapman | Sales Planning, Preparation, and Priorities for Home Services Owners | Blue Collar Success Group Part 1
Kenny Chapman founded The Blue Collar Success Group with the mission to help home services industry operators become more successful owners.
The coaching, training, and development company gives home services businesses the tools to improve employee consistency, retention, communication, and management, as well as to maximize leads.
“The home services industry is changing faster than we’ve ever seen it and we want to be a guiding light to that. So, we’re going to touch more lives and help people understand where to go.”
What is the current state of sales?
“Sales does not matter… all that matters is what goes to the bottom line… meaning that we watch three, four, five, ten million dollar companies generate a lot of sales, but there’s nothing at the bottom, which creates stress, which creates anxiety, which creates fear, which doesn’t allow owners to make good decisions.”
Kenny highlights that while the state of sales in the current economy is very good, there is no guarantee that it will stay that way forever. If your company is not making decisions with the bottom line in mind, it can lead to serious issues in the long run.
What are a business owner’s biggest mistakes?
“The challenge is really, entrepreneurs are optimists by nature, we can’t not be. When business owners get up in the morning, you have got to go ‘Today is gonna be better’... the challenge is, we don’t have our own blindspots.”
At The Blue Collar Success Group, they create “mastermind groups” to support business owners and help you predict future issues and find those blindspots.
The key, Kenny says, is preparing for a recession prior to it actually happening. With this in mind, business owners will have a plan set in place so that in the event of a flood, you won’t sink, but swim.
What is relational selling?
Kenny states that you have to build trust in order to earn the authority to ask a customer for their business.
A strong relationship with the customer, begins inside the company. It is the culture within the company that will ultimately affect the client relationship.
“When things get busy, sometimes owners have the tendency to forget the importance of team, and the importance of how we treat them. If you treat an internal client, meaning a team member, like a commodity, then they will treat your end user like a commodity.”
How to tackle the recruiting challenge.
“If recruiting isn’t as equally important as generating leads, then you’re not serious about recruiting.”
Kenny encourages business owners who want all the benefits of a good team, to invest as much in recruiting as you are in securing leads. And, when it comes to recruiting today’s generation of Millennials, there are certain facets of the home services industry that it is important to highlight.
Stay tuned for part 2 of this interview with Kenny Chapman.
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Kenny Chapman founded The Blue Collar Success Group with the mission to help home services industry operators become more successful owners.
The coaching, training, and development company gives home services businesses the tools to improve employee consistency, retention, communication, and management, as well as to maximize leads.
“The home services industry is changing faster than we’ve ever seen it and we want to be a guiding light to that. So, we’re going to touch more lives and help people understand where to go.”
What is the current state of sales?
“Sales does not matter… all that matters is what goes to the bottom line… meaning that we watch three, four, five, ten million dollar companies generate a lot of sales, but there’s nothing at the bottom, which creates stress, which creates anxiety, which creates fear, which doesn’t allow owners to make good decisions.”
Kenny highlights that while the state of sales in the current economy is very good, there is no guarantee that it will stay that way forever. If your company is not making decisions with the bottom line in mind, it can lead to serious issues in the long run.
What are a business owner’s biggest mistakes?
“The challenge is really, entrepreneurs are optimists by nature, we can’t not be. When business owners get up in the morning, you have got to go ‘Today is gonna be better’... the challenge is, we don’t have our own blindspots.”
At The Blue Collar Success Group, they create “mastermind groups” to support business owners and help you predict future issues and find those blindspots.
The key, Kenny says, is preparing for a recession prior to it actually happening. With this in mind, business owners will have a plan set in place so that in the event of a flood, you won’t sink, but swim.
What is relational selling?
Kenny states that you have to build trust in order to earn the authority to ask a customer for their business.
A strong relationship with the customer, begins inside the company. It is the culture within the company that will ultimately affect the client relationship.
“When things get busy, sometimes owners have the tendency to forget the importance of team, and the importance of how we treat them. If you treat an internal client, meaning a team member, like a commodity, then they will treat your end user like a commodity.”
How to tackle the recruiting challenge.
“If recruiting isn’t as equally important as generating leads, then you’re not serious about recruiting.”
Kenny encourages business owners who want all the benefits of a good team, to invest as much in recruiting as you are in securing leads. And, when it comes to recruiting today’s generation of Millennials, there are certain facets of the home services industry that it is important to highlight.
Stay tuned for part 2 of this interview with Kenny Chapman.