TCF1069: Your Sales Problem Isn’t Leads. It’s THIS.

⏱️ 7:53 🎤 Tom Reber

AUDIO EPISODE

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The Contractor Hamster Wheel

Tom Reber describes the common pitfalls contractors face when they lack a structured sales process, leading to wasted time and lost opportunities.
1:13

What is Shinfu?

Shinfu is introduced as The Contractor Fight's proven sales process, focusing on control, clarity, and confidence by asking better questions, listening, and building trust.
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Step 1: The Motive

The first step of Shinfu involves digging deep into the customer's 'why' behind the project, understanding their reasons and motivations.
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Step 2: The Money

This step focuses on discussing budget early through 'bracketing' to ensure the prospect is in a realistic price range before an onsite visit.
3:43

Step 3: The Truth

Setting clear expectations and agreeing on the next steps is crucial to avoid wasting time on non-serious leads.
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Step 4: The Influencers

Identifying and involving all decision-makers early in the process ensures that all necessary parties are on board.
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Step 5: The BS Meter

Implementing a consultation fee helps filter out unserious prospects, saving contractors valuable time and resources.
5:28

Why Shinfu Works

Tom explains how Shinfu protects time, positions contractors as professionals, increases close rates and profits, and helps contractors regain work-life balance.

Speakers

Tom Reber

Host — The Contractor Fight

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Develop a structured sales process like Shinfu to avoid being an 'order taker' and to regain control of your time and business.

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Prioritize understanding the client's 'motive' and 'why' for the project, as people buy for their reasons, not yours.

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Address the 'money' early in the sales process by using bracketing to understand budget expectations, instead of asking for a direct budget.

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Establish 'the truth' by setting clear expectations and getting agreement on next steps before committing to an on-site visit.

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Identify and include all 'influencers' (decision-makers) from the outset to avoid delays and wasted effort.

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Implement a 'consultation fee' as a 'BS meter' to filter out unserious prospects and ensure you're only working with committed clients.

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Position yourself as a respected professional and expert, rather than a desperate contractor, by valuing your time and expertise.

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