Mike Gorman is a Certified Remodeler (CR) with the National Association of the Remodeling Industry (NARI), and has held local, regional, and national offices with NARI. He delivers seminars and provides telephone and on-site coaching with clients ranging from Fortune 500 companies to individual contractors regarding sales, marketing, estimating, and systematizing the business.
Building the Bottom Line
Home performance contractors are often excellent mechanics and artists, ever driven to deliver a high-quality product, but they sometimes lack expertise in business management. No business can flourish without ... [continue reading]
Ten Steps to Getting the Contract Signed
The average person can’t tell the difference between a good medical diagnosis and a bad one. Neither can this person tell a good tax return from a ... [continue reading]
How to Win the Job
Your salesperson should spend the most time working on sales with the easiest-to-close, most promising leads. Screening to find those leads is the first part of an effective sales system. [continue reading]
Pricing for Profit
After paying for the costs to run your business and the sticks, bricks, and labor to complete your jobs, you better have some money left over for profit - over and above your salary. [continue reading]
Defending Your Value
WEB ONLY
Can your prospects see the advantage of choosing you over your competitor? Are they willing to pay a premium price for your product or service? If not, you may find yourself being forced to leave ... [continue reading]
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Sales is the Engine that Pulls the Train
Mike Gorman
Without sales a terrible thing happens: nothing. In our corner of the shelter industry, the role of salesperson is played by craftsmen, technicians, diagnosticians, and others calling themselves designers, estimators, or consultants. Very few want to be called salesperson and fewer willingly expose themselves to sales training. The result may be that the public is able to buy our products and services at bargain basement prices, often below cost. This purchase is made from a ... [continue reading]
Simple Sales Strategies
Mike Gorman
Everyone was seated waiting for the train to depart when vendor #1 stood at the front of the car and held up a familiar brand of chocolate candy bars announcing their price. Then he walked through the car and offered a candy bar to each of the passengers. I watched as he sold two candy bars in that group. [continue reading]
Understanding When to Raise Prices
Mike Gorman
Having lived in Florida for many years, I have had the opportunity to spend a few days now and then at a major amusement park whose name is likely a household word. At the time of my last visit I was astounded by the admission price! [continue reading]
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