If You Are Maxed Out, Consider Raising Your Prices

By Action Coach Dave Beam

I recently met with a business owner that has been in a residential service and install business for over 20 years. He has about 10 employees, and his main frustration or complaint is that he is “maxed out”. What he meant by that is that he never goes on vacation, always has to be there at least 60 hours per week, and that he actually dreads the phone ringing and new customers at times.

Positioning Your Customer - It’s What They Expect That Matters

By Action Coach Dave Beam

One of the first issues that I address with a new coaching client is customer communication. The fact is that every customer that buys from you comes to you with expectations concerning the service he is about to receive. Those expectations have been created based on many sources of information. His past experience with you is a major contributor to his expectation. If he has been referred, then his expectation is formed based on what he has been told. Your marketing and advertising also creates an expectation. If this customer has worked with your competitor, he will definitely have expectations based on that experience. The fact is, he enters your business with beliefs and an expected outcome.

Delivery Mastery: Just Let Your Customers Buy From You!

By Action Coach Dave Beam

How often have you experienced it? You walk into a business, ready to buy, and you can’t get someone to listen and understand what you want so that you can give them your money and walk out with your purchase!

I recently spoke with one of my clients, Roger, who had every intention of buying not one, but two pick-up trucks from a certain car dealer. Roger had done business with this dealer for years, and there was a loyalty and relationship established.