Contractor Talk Articles - Articles - Sales & Estimating

How to Beat a Lower-Priced Competitor

no@spam.com (Ron Roberts) — Tue, 26 Feb 2008 20:30:00 CST

Beating a lower priced competitor is something all contractors struggle with and it is a problem that will never go away. There will always be a low-ball competitor lying in the weeds waiting to steal your work. The way to beat a lower priced competitor is to help your prospect realize your services better meet his needs. This is referred to as "selling." You've probably heard of it.

A Sales Compensation Plan that Supercharges Profits

no@spam.com (Ron Roberts) — Thu, 31 Jan 2008 20:00:00 CST

At some point in time, if you are going to grow your construction business beyond $2 million, you are going to need someone working on sales full time. Now, maybe sales is your thing and you want to do that full time. Fantastic.

It's almost always best when a business owner is committed to selling. But even if you sell successfully, you may still end up wanting to add another salesman.