Focus on Making Money Daily

 

Let me ask you this, when’s the last time you considered your own focus?

Do you make decisions throughout the day with your profitability in mind? Is it your focus, and do you put in the effort to achieve it? To make money every day, you have to come to work each morning with a focus on doing what it takes to achieve this goal. You have to focus on sales, and to do that, you must master these three areas.

Know What You Need

The first is that you must know the numbers you need to generate each day to meet your goals of revenue and profitability. How many calls do you need? That should be a number you share with your team each morning and track throughout the day. If it looks as though you’re falling behind on this goal, then hit the phones and call your customers with a special offer or schedule your yearly maintenance agreement visits. If you don’t know what you need every day to meet your goals, you won’t be able to focus on achieving it.

Boost What You Have

You must also strive to maximize what you do have. This means that you must train your technicians to make the most of each service visit they run in a day. That doesn’t mean taking advantage of your clients because that is never the goal. Boosting your revenue comes from, first, maximizing the number of calls you book from the calls that come in.

Your call-taker should have a highly effective script for booking calls and you should train them frequently on this script. Here’s a tip. Mystery-shop your call-takers and record them. Then, use these recordings in your training sessions. If your average invoice is $263.00, and they miss one potential service call a day, you’re losing $68,380 in lost revenue each year, so training is crucial.

Secondly, your technicians must do what is in the client’s best interest. By doing this, you’ll maximize the amount of revenue available on each call. Perhaps it is in the client’s best interest to replace their system, roof, panel, or water heater instead of going forward with an expensive repair that may break down again in the future. Not only is this scenario in their best interest because their comfort will be protected, but it is in yours because you’ll reap the financial rewards.

Boosting what you have comes from training and focusing on the details. Train your call-takers to turn as many incoming calls into booked calls as possible. Train your technicians to offer options to your clients that are in the customer’s best interest. Training your employees in these areas and focusing on them every day will boost your sales and the money you make every day.

Track What You’ve Got

If your focus is on sales and meeting your goals every day, then this step should be a no-brainer. You have to track your results to see if you are meeting your goals. Doing so will show you where you have to improve and what you must do differently to meet your goals. You’ll see where your team needs more training and you may even end up changing your goals.

Focusing on sales every day takes a top-down commitment. As the owner, that commitment must start with you, and you must pass it on to your team. Get your team excited about hitting their goals. Show them why revenue and profit are important to the future of your company and to their future success.

Getting your team involved in this daily sales focus will help refocus your team on the most important goal – service success.