Do you spend hours putting together quotes and proposals, believing that yours is the best deal, only to lose out at the last minute to a competitor or indecisive customer? Margins are tight; everyone is competing on price. So, how do you stay competitive in the market and make a profit? Often it’s the small things that make the biggest difference. During this practical, results-focused workshop, you will discover: The 7 steps to creating a conversion process that will produce consistent results Why 70% of quotes are won or lost even before you discuss your service or price Powerful value-add strategies that will provide consistently strong margins The high-performance technology you can use to build trust quicker and increase referrals How to educate potential clients on why they should choose your business over the competition

1. How to Win More Business…
at Higher Margins
ACHIEVING MORE WITH LESS
Jon Mailer
CEO/Founder of PROTRADE United

2. Who is PROTRADE United?
Australia’s #1 coaching & mentoring organisation supporting trade &
construction business owners nationally…
wners to:
• Stabilise & Streamline – creating CONSISTENCY with income, profit & cash
to give them freedom of CHOICE
• Scale – growing # projects, vans, teams, (with profit!)
• Step Out – off the tools, choose a role, sell/manage buy out

3. Breaking the Mold
How to make the transition from being a ‘tradie’ to a
professional of your trade…

4. Jot this down…
www.slideshare/tradeinsights.com

5. What is the hardest for you?

6. Does it get any easier?
Don’t wish it was easier.
Wish you were better.
Jim Rohn…

7. Earning potential with your hands?

8. Earning potential with your head?
$000,000’s

9. You vs. The Tools

10. Psychology vs. Skills/Ability

11. Change…are you up for it?

12. Creating your whole reality…
Value/trust yourself
Tell the ‘whole’
truth
100%
Responsibility

13. Adapt the ideas…
To suit your business model
and target customer…

14. Where to start?

15. What this IS…
Some ‘simple yet powerful’ tools…
To help you win more OF your jobs
At a higher margin…

16. What this is NOT…
 Marketing – attracting the leads…
 How to just win more jobs
 Pricing/estimating/quoting…
 Providing great service…
 Handling difficult clients

17. Important to know…
1. Your ‘dream/ideal’ client is
2. Your conversion rate
3. Your target capacity
4. Your target gross profit
5. That more jobs does not mean more profit

18. What business are you in?

19. What is the ‘real’ problem?

20. What are you ‘really’ selling?
Can I TRUST you/your company…
to SOLVE MY PROBLEM…
with CERTAINTY?

21. Understand…
1. Greed
2. Impatience
3. Lazy
4. Vanity
 Give more than you promise
 Be efficient/make it happen
 Make it easy for them
 Make them feel good in the process.

22. It’s an ecosystem

23. What has been valuable?

24. Need a recipe…

25. Need a recipe…
Ingredients…
1. Key TARGET Customer
2. Build amazing VALUE – What people want!
3. Create world class PERCEPTION & Build TRUST fast
4. Be DIFFERENT
5. HELP & SERVE… don’t hold up

26. 1. Who is the ‘target’ customer?

27. Sweet Spot
10-15%
Majority
70-80%
Smaller Market
10-15%
Larger Market
10-15%
1. Who is the ‘target’ customer?

28. Dream
Client
Profitable
Pay
Pleasure
Partner
Pathway
Process
1. Who is the ‘target’ customer?

29. 2. Where is your VALUE?

30. 2. GIVE - what people ‘want’
With certainty…
• Clarity & direction
• Professional & confident
• Efficient – not rushed
• Clean & Tidy
• Quality and value – not cheap
• Open communication
• Guidance and support
• A ‘little’ extra
• Make me look/feel good

31. 3. Give great PERCEPTION

32. 2. Give great PERCEPTION
• Perception = Reality
• Brand touch points
• Uniform
• Signage
• 1300 #
• Voice Mail
• Business email
• Stationary/Collateral
7/11/4

33. And build TRUST…FAST?
1. Do what you say you were going to…when you said you
would…in the manner you committed
2. Be a ‘Visible Expert’*
3. Present as a professional*
4. Educate – DON’T sell*
5. Provide real examples/case studies*
* = Credibility Pack

34. Credibility/Capability Statement

35. Who do you choose?

36. Better is NOT Better!
DIFFERENT is
Better

38. Even if it doesn’t make sense!

39. Need a recipe…
Ingredients…
1. Key TARGET Customer
2. Build amazing VALUE – What people want!
3. Create world class PERCEPTION & Build TRUST fast
4. Be DIFFERENT
5. HELP & SERVE… don’t hold up

40. What has been valuable?

41. The Method
1. Initial
Connection
2. Qualification #1
Phone &
Questions
3. Qualification #2
- Scope & Gather
Intelligence
4. Present the
Solution/Proposal
& Test Complete
5. Handle
Queries/Follow Up
6. Complete,
Confirm,
Commence

42. 1. Initial Connection
1. Prompt
2. Present
3. Polite
4. Professional

43. Jay & Krista – Fully Wired Electrical

44. Qualification #1
And…DIS-Qualify

45. Qualification #2
• Confirm - SMS
• Have your packs, brochures, evidence
• Build the trust
• Don’t rush
• Ask & listen, then ask & listen again, & again…
• Scope the job
• Book the ‘next step’*

46. 3. LEAD with PERMISSION
“I’d just like to ask a few questions to understand
your situation a little better…is that ok with you?”
“I have a couple of recommendations here…can I
run them by you?”

47. 4. Present the Solution/Proposal & Test
• Price for GP required*
• In person when ever possible (7/11)
• Recommend & educate
• Stop, Pause and Test

48. 5. Follow up…

49. Reuben Seeto – Seeto Air Conditioning

50. 6. Complete, Confirm, Commence…

51. What has been valuable?

52. Combine Hi Tech
With
Hi TOUCH!
Technology…

53. C.R.M.

54. C.R.M.

55. Job Management

56. Andrew Reilly: Wire-not Electrical

57. Your Checklist

58. PRACTICE…until you can’t get it wrong
Everything is hard…
until it becomes easy.

59. You get to choose…

62. Your opportunity to get clear
Complimentary - ‘Strategy’ Session
• Where you WANT TO BE
• Where are you NOW
• Create a ROAD MAP
TICK YES… to get you there…

63. Where to from here?
I get to
choose/create
the whole of my
reality…