Tom Cline is a Business Development Advisor for Violand Management Associates (VMA), a highly respected consulting company in the restoration and cleaning industries. Tom is a leading expert in sales, sales management, and business profitability for the restoration and cleaning industries with over 35 years of experience in those areas. Through Violand, Tom works with companies to develop their people and their profits. To reach him, visit Violand.com or call 1-800-360-3513.
In the restoration industry, success in sales is based on building trust and establishing credibility. When selling any service, the prospective customer has only your relationship, the information you provide, and the inputs and evaluations from others on which to base their choice of vendor.
Every entrepreneur whose business has grown to the point where they have people in roles managing others has a few individuals in their organization that are critical for success. These are the rock stars.
Three quarters of 2017 are in the books. The final quarter is when you should be focusing on your plan for the coming year. If you didn’t already start in October, now is the time.
In Part I of this article, we explored the concept of positioning, the strategy option of serving the deeper needs of a narrower set of customer markets, and clearly understanding what sets our companies apart from the competition in terms of the order winners that give us an advantage.
