Do You Know the 3 Principles that Make or Break A Business?

This question came to mind when dealing with one particular roofer. A couple of weeks ago, I heard a crash making me believe that someone ran into our parked car. To my horror, a part of the ceiling of the downstairs crashed to the floor and a leak in the corner of an upstairs room was soon detected. Luckily nothing else was ruined.

We hired a roofer who made a Tuesday morning appointment with us two weeks out. Selfishly we hoped for no more rain until the fix was made. Finally, the day came but the roofer did not. By 1:00 p.m. I called his cell phone but no answer. Late afternoon I reached him and asked if he was coming, “No”, he said. “Tomorrow?” I asked. “Maybe”, was his reply.

My voice changed as did my patience. Luckily he showed up on Wednesday and made the fix. It’s raining today, Friday – close call! Will I recommend him? “No!”

The lack of earning a referral is the point. Your business depends upon:

1. Trust and confidence in you to get the job done well
You need to succinctly express how you have helped past clients and are easily able to help your prospect at hand.

2. Repeat business, referrals and testimonials – good word of mouth
Your business will remain flat at best if you continually have to depend solely on new clients.

3. Customer service policies
You must lay out rules for type of clients you prefer, follow-up procedure, checking in after the sale, over-delivering on expectations, and how you handle problems just to name a few areas of business development. In tact policies serve to build your relationships. This is also the basis for training employees, marketing messaging and establishing your leadership skills. When implemented correctly, most clients will recommend your service and provide glowing testimonials.

This is the recipe for closing more sales. No trickery or manipulation involved – just genuine earning of business. When you follow this recipe, you will find selling to be a Smooth Sale!