ASPHALT ANSWERS
Some jobs are more high profile than others . Make sure your crew is projecting the right image and work ethic to get that reference .
PROTECTING YOUR IMAGE
In Todays Competitive Workplace
BRIAN HALL
W hile most of the country is trying to figure out what the “ New Normal ” is , paving contractors have already figured it out . It ’ s full steam ahead . With all the competition out there today , how do you insure a full backlog ? Better pricing is one way , but I propose something else . Selling yourself and your company image . Something that is way too often overlooked . In the sales game , we call it “ value added ”. I know , it ’ s one of those buzzwords that we all get tired of hearing , but it works . Giving the customer something of value without raising the cost .
LET ’ S LOOK AT A FEW WAYS TO STEP UP YOUR GAME :
Bidding the Job .
How did your customer find you ? Local ads ? Billboards ? Word of mouth ? You take great pride in creating a logo that catches their eye , so why stop there ? When you present the job specifications to the customer , make sure everything is in line , including a detailed , easy to read quote . Leave nothing to be assumed so that the customer knows what to expect and what not to expect . Make sure it is professionally presented with clear instructions on how to contact you . Most importantly , leave a reference so the customer can see your quality work .
Equipment .
OK , you got the job , nice work . Now it ’ s time to shine . Being the professional company , you show up on time with your crew and equipment . Here ’ s where it can really fall apart – pun intended . Is your equipment 100 % ready to go or are you doing service work on the job ? How about your trucks and other company vehicles ? Are they promoting the image that you work so hard to protect ? A quick trip through the car wash goes a long way for
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May 2021