Have you ever actually worked out what your hourly rate is?
Series: Selling With Confidence.
Cohost: Adrian Fadini from Trained to Sell
Selling With Confidence Overview.
Sales is NOT a dirty word! This is part two of the Selling With Confidence series, named Finding the Right Customers, with Adrian Fadini from Trained to Sell.
As a former plumber himself, Adrian has a very unique approach to sales. Adrian founded and sold a Sydney based maintenance plumbing company, named Plumber To The Rescue and since he left that company, he has been able to focus on his true passion of sales.
To hear more about Adrian’s story, go and check out episode TSS059.
In this series, I have asked Adrian to enlighten us with some of his knowledge and teachings relating to sales within the trades. I hear a lot of people tell me they don’t like selling, or they don’t know how to sell correctly, however every trade based organisation on the planet is in the business of sales, so being ‘good at it’, or ‘not liking it’ is of little relevance.
We all need to get over our fear of selling. As Adrian says, “selling is about providing a solution to a problem”. This series of podcasts are coming from a man that has certainly been in the trenches as a tradesman. Adrian managed to achieve in his plumbing business, what most business owners only dream of one day being able to do. Building a business that can be acquired.
Episode 2, Finding The Right Customers
I’ll admit that it, finding the right customers took me a good couple of years. When we start out in business, we don’t always have the luxury of turning away work, so we tend to take whatever comes our way. As our business matures however, we get a better feel for the type of work that we want to be doing and also the type of customers that we want to be working with.
Finding the right customer is more of a journey, than a destination. Things change, we change, business changes and as a result, so do the variable that influence us.
In this podcast, Adrian talks about the factors that we need to consider when we’re trying to find the right customers. For you it might mean finding more of the customers similar to the ones you have, or it could mean looking for a completely different customer avatar. Either way, it’s a worthy exercise, so enjoy. Episode 1 – Knowing your hourly rate.
Adrian has very generously offered to off you these amazing two business tools for absolutely FREE.
1. The ‘Discounting Dangers’ matrix, which shows you the dangers of discounting your price (and it also shows you the advantages of raising your prices).
2. Trained To Sell’s simple overhead calculator.
Make sure you get hold of these tools. They’re game changers!