Fix Sales First: The Key to Growing Your Commercial Service Business
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Key Takeaways
Prioritize building positive workplace relationships and fostering open communication within your team to improve morale and gain buy-in for changes.
Document workflows and procedures meticulously; this standardizes operations, improves scalability, and streamlines training for new hires.
Ensure your pricing structure is set for profitability by understanding your company's individual costs, rather than solely focusing on competitor pricing.
Strategically target commercial clients whose needs and equipment align with your team's specific skill sets to maximize efficiency and customer satisfaction.
Proactively conduct annual account performance reviews for commercial maintenance agreements to track profitability, identify open repairs, and forecast future replacement needs.
Understand when your commercial clients do their budgeting and planning to position your company as a strategic partner for equipment replacement, offering phased or off-season options.
Develop a robust sales process for commercial maintenance, manage salesperson activity metrics (contacts, appointments, proposals), and emphasize persistent follow-up on all recommended repairs, as most sales occur between the fifth and twelfth contact.
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