212 – How to Win More Work with Less Effort by Selling versus Bidding

Subscribe: iTunes | StitcherRSS

Subscribe: iTunes | Stitcher | SoundcloudRSS

Part One – How to Win More and Work With Less Effort by Selling Versus Bidding

Series: How To Grow Your Business 30% Year Over Year With Predictability
Guest: Ryan Groth from Sales Transformation Group

The sales process can feel like a routine. There are times when clients do not necessarily know what they want. In turn, contractors can fall into an endless cycle of estimating, bidding, and preparing presentations only to be ignored. Then the cycle continues.

This context applies not only to a contracting business. Wherever you are that deals with people talking with each other, valuing time and effort should be commonplace. We should be able to evaluate the worth of our time and efforts into every step.

If you’re interested in business, contractors, and sales topics, you’ll want to listen to these also.

  • TSS187 – Creating strong referral partnerships – [LINK]
  • TSS166 – Google Marketing For Tradies & Contractors – [LINK]
  • TSS195 – Building Your One-Page Strategic Plan – [LINK]

About this podcast, ‘Driving More Profit From Your Project’

Podcast Highlights:

  • 06:07 – Three aspects of driving more profit
  • 08:49 – Labor productivity
  • 13:33 – Cost forecasting
  • 14:55 – Cash flow forecast
  • 16:45 – Dealing with numbers and improvements

In the first part of this series, we delve deep into the bidding versus selling process. We need to see business from a new perspective instead of just making the calls, crunching numbers, and passively waiting for results to happen. You will learn as much as I did about creating relationships rather than just gaining clients.

Instead of giving the cost of service, project how much a problem is going to cost if it is not solved. This practice is what you call sound selling. To create a feeling of urgency, I suggest that you take a moment to step back. Do not just identify how you compare with your competitors. Make your efforts worth your time. Sales milestones and practicing how to get better at your craft every day are integral parts of your success. Remember, success does not happen overnight.

Drawing from a sports analogy, Ryan points out that sales is like playing baseball. Pitchers and catchers work in harmony and set their goals to provide a foundation for their team to win.

Similarly, you do not just turn up and expect to hit the ball out the park —you take strategic steps – and you practice, practice, practice…

 

About Ryan Groth

Ryan Groth is the founder of Sales Transformation group. He is an entrepreneur, a former professional baseball player, and a certified family man. After his first encounter with contracting, Ryan did not want to take over the family business and instead pursued a baseball career. This became his breeding ground, where he developed his work ethic and commitment to growth. After a fruitful mentorship with a roofing contractor, where he learned all about contracting sales organizations, he started to implement his learnings while teaching and consulting. Eventually, Ryan founded the Sales Transformation Group and is continuously working to help contractors transition from a family business to a professional contracting sales organization.

 

If you enjoyed this podcast and this series, please take 5 to leave us a review:

Leave a Reply

Your email address will not be published. Required fields are marked *

Search

Search past episodes of The Site Shed.

The Site Shed | Listen Notes

Reviews

The Site Shed is one of the best online communities and podcasts for tradies out there. The free content provided to members is unbelievable - offering invaluable advice to run a successful business, and the community of tradies is truly awesome. Do yourself a favour and check it out.

Peter Cox Business Man

Great work Matt with all the podcasts and the site shed facebook community group. The amount of information that you can learn for free in this space is unbelieveable. It's great to see like minded contractors and trades trying to improve their businesses and also share ideas and help others. Highly recommend. Thanks!

Ben Hern Business Owner

I have been listening to the pod casts for a few months now, I can't get enough of all the awesome content that you guys provide. Especially when you guys deliver it from a trade perspective which helps out a lot. Keep up the good work and hopefully one day I can afford one of the trade training trips.

Ché Henton Customer

I own a construction company,and i love learning how to make my bussiness more competitive,profitable and how to better serve my clients. The site shed is a wonderful place to get invaluable knowledge no matter your trade .

Michael Mullinax Construction Company Owner

Subscribe To Our Audio Podcasts!

newsletter-icon
Share This

Advertise With Us

If you think you’ve got a product or service offering that could benefit our audience, we’d love to hear from you! 
Complete this form to let us know a little more about your business, and the type of promotion you’re interested in and we’ll get in touch.

We use cookies and similar technologies to recognize your repeat visits and preferences, as well as to measure the effectiveness of campaigns and analyze traffic. By clicking “I Accept” on this banner or using our site, you consent to the use of cookies unless you have disabled them