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Posted Monday, January 9, 2011

Greetings!

I just finished watching Moneyball, the movie about Oakland A's General Manager, Billy Beane. Goosebumps. Because everything I believe about business comes down to this: Get clear about what you want. Then try something. And if that doesn't work, try something else. But continue to apply the same, losing strategy is whining at best and insanity at worst. And there is honor in the valiant attempt..

Last week, on a consulting visit, I met with one of the Comfort Advisors, Jay. A couple of years earlier, I had suggested to Jay's boss that he be fired. Jay complained about every new system and only made a sale when he was the lowest bidder. In 2011, Jay sold $2 million in AOR sales. I asked him what happened. What caused the positive change? He said, "I knew was going to be fired. I decided to figure out how to sell. I'd been to sales classes before but never took it seriously. So, I signed up for a new sales class and committed to learning the method. I read everything, did the exercises, and attended the webinars. When I applied the information, it worked. From that point on, I have hit my goals. I just didn't want to lose anymore."

"Adapt or die." Billy Beane

Xo$

Posted Thursday, December 15, 2011

Season’s Greetings!

The holidays are here…and they can be stressful. It’s cold out and your technicians want time off to go to their kids’ Christmas programs. Family gatherings are hard on toilets and water heaters and your techs and dispatcher are arguing about the “on call” schedule. Your receptionist doesn’t feel well and is coughing through every phone call. You’re ready to take her festive Santa Claus scarf and strangle somebody.

Here are tips for going from Grinch to Good Sport…

· Did you give a holiday bonus last year? Give it this year. Don’t expect any response. For those who thank you, smile and say, “You’re welcome.” If others take it for granted or neglect to acknowledge it…let it go. HINT: Next year, announce in January that you are not giving a holiday bonus in 2012 and instead rolling out a lucrative productivity based bonus program.

· Do you feel pressured to give gifts to customers, suppliers and other business associates? You don’t have to. Really. Instead, slap a smile on your face and be kind and friendly. Offer a moment of time and some focused attention. A gift from a Grinch is not serving anyone. So give from a place of love and generosity or just skip it. If moved to, you can offer modest gifts…or, feel free to re-gift. Just check for tags first.

· Count your blessings. List off at least five things to be grateful for. Then, whip out your checkbook and make a donation to a cause you believe in. Money is a gift that always fits…and a generous check is sure to put a smile on someone’s face. Including yours.

Ho ho ho!

Xo$, Ellen Elf

PS… Chicago winter weather is awesome…inside at AHR! Phc News is presenting Selling Energy Efficiency in Today’s Marketplace. I’m moderate. You bring questions for for industry leaders Dan Foley, John Barba, Dave Yates, Eric Aune and my hubby, Bob ‘hot rod’ Rohr.

Posted Monday, December 12, 2011

Greetings!

I did a lively webinar on pricing this week called How Much Should I Charge? Catch the replay.

In the webinar, the question came up (always does!) about how to sell at prices higher than your competitors. The answer: Demonstrate the value of what you offer. It’s your job, not your customers’, to show why you are better, cleaner, faster, nicer, more punctual, better looking, funnier, more skilled, etc. Can you do it? Sure you can.

Learn from my friend, Clint Arthur. Clint sells a commodity. Butter. He and a handful of rockstar chefs have elevated butter to a Five Star level.

On their site they discuss the fat content, and sustainability and show a video of the love and care they give the butter cows. They drop super star names and give testimonials from people who LOVE their butter. They offer home delivery and challenge you to serve your guest anything LESS than the finest butter on the planet.

And, it costs more than the butter you buy at the super market.

Can you do the same for the wonderful, miraculous work that you do? Creating indoor weather, comfort and protection using the sun, fire, earth and wind?

Sure you can.

Xo$, Ellen

PS… Join us at AHR where Phc News is proud to present Selling Energy Efficiency in Today’s Marketplace. Moderated by me, natch! Bring your questions for industry leaders Dan Foley, John Barba, Dave Yates, Eric Aune and my hubby, Bob ‘hot rod’ Rohr. Sign up here.

Posted Monday, December 5, 2011

Greetings!

Salesphobia. The fear of sales. Do you suffer from it? Find out…because, untreated, it can be fatal to your business! Take note if one of these comments slips from your lips. Or from your team members’?

“I’m not a salesman.”

“I hate salesy people.”

“I’m not trying to sell you anything.”

Suffering from Salesphobia? Here are a few tips for creating a Sales-celebrating culture…

• Crunch the numbers. For me, it was the in-my-face reality of a losing business that finally got my attention. Unless you are charging enough, enough…you are going to lose money and tumble into debt. Get real about what you need to charge.
• Recall sales that felt good to you…as a purchaser. Good sales feel good to everyone involved. It’s wonderful to be able to solve problems and make people comfortable.
• Adopt a sales trainer. Study a sales process. Treat sales skills like technical skills. You can learn how to communicate better. BONUS: Sales training helps you develop better relationships in all areas of your life.
• Focus on the love. If you come to the table in the spirit of being of service, you just can’t do any harm. Nothing bad can happen. You may not make a sale, however you will make a friend. And people buy from people they like. Just get out there. Make a few more calls, make a few more presentations.

Join me on a free Webinar this Tuesday, December 12.6.2011. We’ll be talking about “How much should I charge?” and dealing with Salesphobia!! Sign up at facebook.com/ellenrohr#!/barebonesbiz.

Xo$ Ellen

Posted Monday, November 21, 2011

Greetings!

The future is…video! Do you YouTube? Check it out. Search anything. How to fix a sticky key on your computer. How to fold a t-shirt. How to grow an organic garden. How to install radiant floor heat. Don’t fight it. Join in…and use video to educate, entertain and market your business. Here are some samples…

Yep. I have a sticky key. (Apple juice. Darn it.)

IKEA has the right idea for How To videos…

I loves me a fun DANCE!! video.


Here’s one of my mine. Here’s how to create a profitable business. By Monday.


Here’s one to get you fired up…40 inspiring messages in under 2 minutes.

So, what have you got? Grab your phone and make a movie. You could film…

• A service call.
• Your “elevator pitch.”
• A helpful tip.
• Little known plumbing facts. “It’s called a crapper because…”

BTW…get someone’s permission – in writing or an email – before you put their picture on the internet.

Send it to me! Or post on my Facebook page…