Brush Busters 22: Staying Motivated, Handling Small Jobs, and Closing More Deals

Revisit your business's 'why' and big-picture vision to maintain motivation during challenging periods.

Focus on achievable, short-term goals (e.g., daily actions like making calls or reaching out to partners) to build momentum and alleviate anxiety.

During slow seasons, invest in your team's skills (customer interaction, conflict management, upselling) and marketing efforts to prepare for busier times.

Seek feedback from clients who choose other companies to identify areas for improvement in your sales process and customer experience.

Implement 'trial closes' at various stages of the sales process to uncover and address client objections early on, improving closing ratios.

Establish a minimum job size to ensure profitability, but view small jobs strategically for filling schedule gaps, generating reviews, and securing referrals.

For large projects, insist on in-person meetings or thorough discussions to align expectations and avoid miscommunication, even if clients push back; consider pushback a red flag.