The Moment Of Truth

I was invited to play Leverage, Brad Sugars’ board game, one evening and it was there that I met Eric.

He set up a meeting and demonstrated the power of the ActionCOACH program. We then scheduled a second meeting to include my wife, and a couple of days later we decided to go ahead with coaching.

This was a very difficult decision for us to make as we were losing money at the time. But I just knew I desperately needed the education – and someone to be accountable to.

The ActionCOACH Perspective

We began testing and measuring Chad’s lead sources. We put in place about 10 new lead generation campaigns and a handful of them began working and bringing in new leads. We also began working on formalizing a sales process.

We worked hard on improving Chad’s salesmanship, getting him to read books on sales, and doing sales role-plays with his wife, myself and another ActionCOACH.

We developed an extensive selling system that included various things to deliver Raving Fans quality service during the sales process. Since then his conversion rate has improved from 11% to 41% on the jobs he’s been bidding for.

The plan was to firstly concentrate hard on increasing sales, followed by conversion rate strategies.

Chad cut costs by moving out of his office and into a home office and letting go of his secretary until the cashflow improved markedly.

We then began testing and measuring everything. We measured advertising and return on investment, leads, conversion percentage, average dollar sale, number of transactions, and monthly breakeven numbers.

The business has made significant strides in its conversion rate, as well as in testing and measuring. They have found new and effective lead generation strategies that include strategic alliances with restoration contractors and other general contractors.

Chad joined a networking group, which has resulted in lots of new leads. We also implemented a referral program to encourage referrals.

Significant changes were made to the business owner’s routine. He now has someone he is accountable to, he has deadlines by which to implement new ideas, and he is forced to do things that he knows he has to do, but could never quite make the time to do before.