Blog

“It’s always about money — until you make it about something else.” That’s my number one rule when selling anything to a customer. And it’s this rule that I apply when I teach techs to sell products and services to all our customers.
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Connection, Tribe, Circle of Influence, Team, these are all words which describe a collection of people who desire to be influenced by you. They can be general contractors, staff, customers, or someone else. The goal is simple; create a series of “touches” in which the group attributes high value. Now, I know you might think this is all subjective and people are fickle. Yes and yes. But I am still in favor of creating this value and connecting with these people.
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A lead comes in. Do you send them the same stuff you’ve always sent your leads? Sure, you could do that (except you know that your competitors are probably sending the same stuff, right?). That’s a problem in the industry: You want to show that you can help them, but it seems like there are only so many ways to convince them… And every other home service business in the area is using the same techniques.
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Remember when you were first dating? To get to know the other person, you spent lots of time talking, having fun, and doing things together. After the date, you would call and talk for hours, send them flowers, and keep in touch on a regular basis. Building relationships take commitment, time, and constant contact. When you don’t see each other or stay in touch, the relationship withers away and vanishes over time.
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Do you know why your customers choose to do business with you? W. Edwards Deming was an American engineer who was revered in Japan for his contribution to transforming the country into a global manufacturing leader. He said, “If you cannot describe what you do as a process, you don’t know what you are doing.” People believe they know what they’re doing until they’re put to the test. This typically happens at networking events or chance meetings when they encounter the question, “What do you do?”
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IEC National is actively involved in the legislation and politics revolving around the merit shop electrical contracting industry...
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This week, Congressman Brett Guthrie (R-KY), IEC’s 2016 Legislator of the Year, along with Congresswoman Susan Davis (D-CA), announced the creation of the bipartisan Congressional Apprenticeship Caucus...
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The Task Force on Apprenticeship Expansion held its second web conference meeting and fourth meeting overall on Tuesday, April 10, 2018...
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On Wednesday, April 11, 2018, the Senate confirmed John Ring to the National Labor Relations Board (NLRB/the Board), restoring Republican control of the five-member Board following the departure of Phil Miscimarra in December...
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Much of the focus of the 2018 National Policy Conference was on policies that impact the merit shop electrical contracting industry’s workforce...
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