Chapter Corner

Newsroom & Insights: March/April 2018

Maintenance for Longevity and Safety

Maintenance is a part of each of our lives in one manner or another, important for both longevity and safety. We invest in vehicle maintenance not only to ensure it lasts but also to be sure key components, like brakes, work when we need them. The electrical distribution system is a system that should receive the same level of attention that many things do in our lives, but unfortunately it doesn’t receive the attention important to ensure performance over the life of the facility it serves. We can’t take a set-it and forget-it mentality and expect these systems to last forever. This realization is the beginning of your journey to a long-lasting, well performing system that will pay dividends.


How Electrical Contractors Can Get Their Techs to Sell

“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.


Creating Your Drip Marketing Plan

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.


8 Weird Ways to Nurture Leads

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.


Date Your Customers to Keep Them Loyal!

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.


How to Discover and Protect Your Brand Story

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?”