058: Tony Bass – Megatrends that will Catapult or Kill Your Business

tbass08headshotToday Stan talks with Tony Bass who partnered up with Michael Gerber (author of The E Myth: Why Most Businesses Don’t Work and What to Do About It) to write The E Myth: Landscape and Contractors edition. 

Before he read The E-Myth, Tony’s landscaping business was making approximately $350,000 in revenue with 8 employees.  After reading the book, he took a 6 month sabbatical to create systems he could apply to replicate and expand his company.

5 years after his sabbatical, Tony was at about $1 million in revenue.  The revenue wasn’t important, it was the foundation.  He had plans for every part of his business. A financial plan. Marketing plan. Operational plan. organizational charts.  Job descriptions.  Training manuals.

5 Mega Trends that Catapult or Kill

  1. Baby boomers buy more services
  2. Fuel prices are lower
  3. Big companies face higher cost of labor than smaller companies
  4. Pay rates are going up
  5. Automation

Links from this episode
SuperLawnToolkit.com
The E Myth – Landscape Contractor
The E Myth – Revisited
The E Myth – Original

050: Shawn Feurer – Stop Estimating Jobs and Start Selling Them

You’re not just a number cruncher.  Stop estimating jobs, and  start selling them! What is your sales process?  Shawn reviews the three bidding styles and how to perfect your presentation strategy.

1. Estimator
2. Schmoozer
3. Consultative

“Whether you buy from me, or somebody else, you’re going to have the tools and information necessary to make a good decision for your home and for your family.”

You want to set yourself apart from your competition. Every step of your process should be making yourself different.

CCN Process:
Step 1 – Attitude and goals
Step 2 – Pre-Approach – 3rd party sales tools that are sent out before you go out (for example: “How to Make a Successful Construction Investment.”  A reminder of appointment time and picture of who is coming out.
Step 3 – Measure call – Needs analysis call to find out the specific needs of the customer.  29 Questions you should ask your customers (you can get a free copy of these questions when you sign up for a free 30 minute business coaching call with Shawn)

With over 20 years  in the home improvement industry Shawn Feurer is experienced in all aspects of owning and running a successful remodeling company.  His company, Norton’s Quality Exteriors served the greater Salt Lake area  and were members of Certified Contractors Network for 10 years.   Shawn has always had a passion for homes and helping people.  He is very knowledgeable in the CCN best practices and has had years of experience implementing them into his business.  He now uses this experience to help others working for CCN  in member support and business development.

 

049: Tyler Olson – Turning Simple Facebook Posts Into Paychecks

Tyler OlsonWhat are Facebook “dark posts” and how can you use them to promote your business in a targeted and cost-effective way? Today Stan talks with business owner and social media expert Tyler Olson. If your company is on Facebook already, then sponsored posts and dark posts are an awesome way for you to reach more potential customers in an inexpensive and targeted way. Roughly 80% of Americans are on Facebook, and about 50% login every single day. The engagement level is huge, so it can be very build an audience, attract customers and generate business. Tyler and Stan layout some awesome ways you and your company can utilize dead-simple ideas on Facebook — like before-and-after pictures — to grab attention and grow your business.

Links from this episode

www.smcpros.com
On Twitter @tyolson

Find us on iTunes

Landscape Business Pro Podcast

046: Michael Port – Get Booked Solid with the Jobs You WANT

Michael PortMichael Port is a marketing guru that tells us NOT to focus on marketing – seriously. So what should we focus on? As business owners and managers, what ultimately makes a potential customer choose you and your company? Michael and Stan teach us just that in this episode of LBP. Learn how to go into a meeting and go into a bid with a confidence and demeanor that will absolutely land you more jobs. If you’re genuinely excited and enthusiastic about your business and the service you provide, the customer will pick up on it. Moreover, the customer will respond to it. Demonstrate credibility and earn the trust of your customers…and suddenly your pricing becomes less of a focus for your customers. They hire based on feeling, not price. But better yet, your bid process becomes a natural, simple sales conversation that you’ve been capable of having all along. The types of jobs you want, the jobs you love doing, the jobs you seek out – will start finding you.

Four Simple Steps That Can Guarantee a Contractor’s Success

  1. Return phone calls quickly
  2. Show up when you say you will
  3. Come in as close to budget as possible
  4. Finish the job on time

Links from this episode

www.michaelport.com
Book Yourself Solid
On Amazon: Book Yourself Solid Illustrated

Find us on iTunes

Landscape Business Pro Podcast

041: Shaun Caldwell – Internet Marketing vs. Print and Direct Mail Marketing

Shaun CaldwellShaun Caldwell is owner of Charlotte Print, an online printing company located in Charlotte, North Carolina. Shaun’s background is internet marketing, but when his career wasn’t going where he wanted, he got into print media – which seems a little backwards – but it’s a move that Shaun truly believes was a game changer. Before beginning a direct mail campaign, ask yourself two questions. 1) What does your demographic look like? Age, income, location, etc. Know who you’re targeting. 2) Make sure your message to that audience is complimentary. It doesn’t matter how good your print piece looks or how many people see it, if you’re not speaking their language, then your efforts are lost and your money is wasted. Stan and Shaun also discuss the differences between a solo and “coop” campaign. Which costs more? Which is more effective? What kind of return can I expect?

“Do what you’re best at and outsource everything else.”

Links from this episode

charlotteprint.com
On Twitter @charlotteprint
Facebook
Instagram

Find us on iTunes

Landscape Business Pro Podcast

040: Corinna Essa – Social Media 101 for Landscapers & Contractors

Corinna EssaCorinna Essa is a social media expert. She’s helped companies of all types and sizes approach their social media marketing in a way that makes sense for their industry, budget, and marketing goals. Take Pinterest for example…the simplicity of posting a beautifully photographed before and after picture on Pinterest can have a profound affect on your company’s exposure. Once Pinterest users start “pinning” your photos, you can essentially sit back and let the Pinterest community do your advertising for you. If Pinterest is a model that works for your business, then Instagram is another photo-based platform that may be perfect for your company’s social media efforts.

Maybe your business model is B to B. If that’s the case, LinkedIn might be a good choice. LinkedIn is a popular professional networking website that you can use to bypass gatekeepers and pre-qualify leads without them even knowing it. Stan and Corinna also talk about Twitter. They discuss how to best use Twitter, but more importantly, how landscapers can utilize Twitter in a way that makes sense for the landscaping and excavating industry. And then there’s Google Plus. What the hell is it – and as a landscaping contractor – how can it help my business? Corinna and Stan clear up some of the mysteries around these various social media platforms and shed some light on how contractors like yourself can approach social media with a realistic and targeted game plan.

Links from this episode

Social Media Worldwide
Corinna on Twitter @smwonline
Ello
Pinterest
Facebook
LinkedIn
Twitter
Google Plus
Sprout Social
Buffer.com

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Landscape Business Pro Podcast

039: Bill Ross – Angie’s List: What Every Contractor Needs to Know

Angie’s List is a website designed make money by helping consumers find reputable service providers in their area. How does it work? Angie’s list charges service providers to be “featured” on the Angie’s List website, making the company’s listing more visible in order to generate leads. You might wonder, “What does it cost?” Well, how much have you got? Bill Ross, former sales rep at Angie’s List, is dedicated to helping contractors save money by teaching them the right way to negotiate with Angie’s List salespeople. Unlike many of the commission-based salesmen on the other end of the phone, Bill always has your best interests in mind. If negotiated properly, your Angie’s List experience can be a lucrative one. But, if the salesperson is able to take advantage of you through various “questionable” sales techniques, then you could end up wasting a LOT of money. In this episode, Bill teaches us to understand the process, and play serious hardball to make sure your company has the best chance of success with Angie’s List.

“Always quote high…you can never quote high enough!”

Links from this episode

Email Bill at billrossmarketing@yahoo.com
Angie’s List

Find us on iTunes

Landscape Business Pro Podcast

037: John Lee Dumas – Entrepreneur on Fire!

John Lee DumasThe Man, The Myth, The Legend: John Lee Dumas. After growing up in Maine, John went to college on an Army ROTC scholarship, eventually becoming an officer in the Army and doing a 13 month tour in Iraq. For the next 6 years, John tried law school, real estate, and corporate finance, but nothing felt right. Then, John decided to try something different: podcasting. Following his flare for business and his passion for learning from the best, John decided to create the exact podcast that he felt was missing – a seven day a week podcast where listeners could learn from established, accomplished entrepreneurs. That podcast is Entrepreneur on Fire. At first, John wasn’t comfortable behind the mic, and had no experience producing a podcast, but he understood the only way to get better was to learn from someone that had already done it. By investing in himself and seeking expert mentors that were enjoying the success he was after, John knew he was giving himself the absolute best shot at success. In this episode you’ll learn how to leverage a mentor to get your landscaping business off the ground, or take your existing company to the next level.

Links from this episode

Entrepreneur on Fire
Podcasters’ Paradise

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Landscape Business Pro Podcast

029: Catherine Byers Breet – A Nasty Word That Makes Contractors Money

You can have a phenomenal website and great brochures, but at the end of the day, people buy from people.

Networking is an annoying, pretentious, and even disgusting word to most contractors. When we hear the word “networking” we imagine an awkward conversation with someone we don’t know and have nothing in common with. This couldn’t be more false. When you get down to it, networking is about people. In this episode, Catherine Byers Breet does an amazing job of scrubbing the concept clean, demystifying it, and teaching us how simple and painless it really is. Networking is not confined to stuffy events and boring get-togethers…it’s all around us. Catherine teaches us to sniff out connections and opportunities that exist everywhere we go. Take Stan for example; Stan networks at Subway, at the gas station, anywhere — and it’s payed-off on numerous occasions, in the form of both clients and employees. So ask yourself, where will your next monster job come from? The hardware store? Grocery shopping with the kids? You never know…until you ask.

Links from this episode

Arbez.com
LinkedIn

Find us on iTunes

Landscape Business Pro Podcast

028: Barry Moltz – Get Unstuck and Get Your Business Growing Again

Barry MoltzBarry Moltz is an author, entrepreneur, small business expert, and member of the Entrepreneurship Hall of Fame. To date, he has written five books, including his latest, How To Get Unstuck: 25 Ways to Get Your Business Growing Again. Barry understands that the easiest way to land a new client is to educate them, NOT try to sell them. If your business solves a problem, or a “pain” as Barry refers to it, then the product or service will sell itself. In other words, get your brand in front of the customer and keep it there. Then, when the time comes, they’ll call on you to help with their problem, because you’ll be the first solution to pop into their heads. Stan and Barry also dig into the importance of customer satisfaction, which cannot be stressed enough.

"In today’s market, customer service is really the only competitive advantage you have."

According to a Harvard study, unhappy customers are twice as likely to talk about your business negatively after a bad experience than happy customers are to talk about it positively if they have a good experience. Sometimes you just have to bite the bullet, and strive to make the customer happy no matter how difficult they are. As entrepreneurs, as business owners, it’s your responsibility to focus on the big picture—no matter what!

Links from this episode

Barry’s Book: How To Get Unstuck: 25 Ways to Get Your Business Growing Again
barrymoltz.com

Find us on iTunes

Landscape Business Pro Podcast