Sales are about addressing your customers' needs and problems. By understanding the issues clients face, you can show them how your service solves their problems.
Here are some tips for asking the right sales questions to better understand and help your customers.
1. Don't jump into sales questions right away.
Sales aren't just about making a sale, although that's certainly part of it. Instead, sales are about building relationships. That's how you make a sale today and encourage repeat business tomorrow.
When you start asking questions, don't begin by asking questions about the sale specifically. Instead, ask questions that develop a relationship and give you a chance to get to know the client better.
For example, ask questions about their long- and short-term goals. After that, move into questions about the issues they face and what solutions they currently use. Then, find out what does and does not work about those solutions. That will help you understand your potential customer, which allows you to meet their needs right now and anticipate future needs.
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Topics:
Increasing sales,
Systems And Processes,
Contractor Marketing,
Contractor Tips
Emergencies can happen in the blink of an eye. Gmail, Yahoo, MSN, and social media are all in the cloud. When disaster strikes, flood, fire, theft, earthquake, or a lousy bookkeeper deliberately destroying business records or computer crash, you are protected against data loss by these online programs. Buy another computer, set it up, and you are back in business.
What about your bookkeeping records? Your customer list? Who owes you money? Who you owe money to? Payroll? Employee advances and loans?
Job deposits, sales tax reports due, the list goes on. You never realize how much you depend on your Construction Accounting System until it is gone forever!
What about your contracts, bids, other hard copies of documents you use to operate and grow your construction company?
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Topics:
Cloud Based Bookkeeping Services,
Construction Bookkeeping And Accounting,
Systems And Processes,
QuickBooks Desktop Cloud,
QuickBooks For Contractors Cloud,
Contractor Tips
Billing schemes. Skimming. Check-tampering. Employee fraud is a real risk for businesses with fewer than 100 employees. In fact, according to the Association of Certified Fraud Examiners, small businesses lose almost twice as much per scheme to occupational fraud.
If you Google Search "Construction Bookkeeper Embezzlement," you will see thousands of hits, and most of the problems construction companies suffered could have been avoided if the owner had known about and followed a few simple guidelines.
Unfortunately, until a contractor has gotten to know us, they tend to think of us as just another contractor's bookkeeping service. This means some contractors think we are crazy to suggest that any trusted employee, especially an in-house bookkeeper, would steal money from their company, and so they ignore us until it was too late.
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Topics:
The Contractors Account,
Bookkeeper Embezzlement,
Embezzlement,
Systems And Processes,
Contractor Bookkeeper Embezzlement,
Construction Bookkeeper Embezzlement,
Contractor Tips,
Employee Fraud
You started your contracting company to have fun, be your own boss and do the work you love. Now you are overwhelmed with paperwork, and the fun is gone!
One of the biggest struggles construction business owners deal with is the overwhelming amount of paper they have to organize as part of their everyday tasks. Invoices, receipts, bills, contracts, client records, pay applications, insurances, licenses - are just among the few in the seem to be never-ending "etc."
Keeping essential documents is necessary. Most contractors go from one extreme to the other. One extreme is saving everything for decades, and the other is tossing everything out.
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Topics:
The Contractors Account,
Contractors Bookkeeping Paperwork,
Construction Bookkeeping And Accounting,
Systems And Processes,
Contractor Tips
Some construction business owners find themselves in the difficult position of running a business that appears to be profitable but still having no money in the bank. It's a critical situation to address. After all, a lack of adequate cash flow is one of the leading causes of small construction business failure.
Here are three reasons why profitable construction businesses have little money in the bank and what company owners can do to handle these tricky situations.
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Topics:
Construction Bookkeeping And Accounting,
Systems And Processes,
Contractor Cash Flow Problems,
Construction Company Cash Flow,
Contractor Tips
We are all currently experiencing and adapting to present pandemic times. We've probably adjusted our business model to cater to our clients, new and existing. Construction business change is almost always a good thing, but often poor management means that the workforce becomes disengaged and the change process painful. In the worst cases, this results in irreparable damage being done.
It doesn't need to be this way. Follow these steps and empower yourself to lead your contractors through significant organizational change successfully.
1. Understand the change
Make sure you understand precisely what is changing and how it affects your people. Speak to whomever you need to ascertain this properly. You need to know what the impact is on your people and the jobs they do.
Educating yourself will mean you're better equipped to communicate with your staff. It will give them confidence that you are the right person to lead them into the unknown. It will also relieve their anxieties, as they will trust you to keep them informed and look after their individual and collective interests.
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Topics:
Construction Company,
Systems And Processes,
Contractor Tips,
Construction Organizational Change
Still Doing Your Payroll?
At face value, it seems like a great idea.
If you're a small construction business owner with just a few employees, you probably think hiring a payroll specialist is an expense that you can avoid.
You feel that you can handle it yourself. You have the best intentions to keep your staff paid and on time. What could go wrong, right?
Well, lots. Here are 3 reasons why you should stop:
It's a time waster
If you don't have a finance background, you'll likely spend a substantial amount of time calculating employees' work hours, computing for taxes and other deductions, creating payslips, processing, and filing.
Even if you have a bit of a bookkeeping background, are you sure you want to spend your precious time doing these tasks instead of focusing on your construction business's core aspects?
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Topics:
Payroll Processing,
The Contractors Account,
Payroll Options,
Construction Bookkeeping And Accounting,
Systems And Processes,
Contractor Tips,
Payroll For Construction Contractors
Most construction business owners who use accounting software quickly master the basics. They automate processes like invoicing and payroll, track expenses, and view real-time financial reports to manage cash flow and make better business decisions.
What three reports do you need for your construction business?
#1 Cash On Hand - This report shows you how much cash you have in your checking accounts, savings accounts, payroll accounts, hip national bank (your wallet), and petty cash box in your office.
#2 Cash Coming In - This report shows you how much cash your customers and clients owe you and how much of it will be likely to receive in the next 30-60-90 days.
#3 Cash Going Out - This report shows you how much cash you owe yourself, suppliers, employees, and the taxman and how much of it will be likely to pay out in the next 30-60-90 days.
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Topics:
QuickBooks Product Information,
Xero,
What Is Xero Accounting Online,
QuickBooks Construction Accounting,
Contractor Tips
For construction business owners, working with independent contractors can be a lifesaver. Although, hiring Independent Contractors can get very expensive, very fast!
The Internal Revenue has a defined set of rules on the difference between an "Independent Contractor" and "Employee." With all the documentation in place, a person could still be classified in the eyes of the Internal Revenue Service as an "Employee."
When you hire 1099 contractors
You need to know that their state contractor's license, bond, and insurance are active. During audits, state agencies are now looking to check the bond and insurance. Anytime a contractor's license is suspended, the State may reclassify that person as an employee on your job.
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Topics:
Subcontractor 1099,
Construction Project Managment,
Contractor Tips
Making decisions never ends for contractors like you. Being adaptable is one of the basics of good decision-making skills.
Think of decision-making as being in a bumper car. You are continually driving and trying to avoid the other bumper cars. Suppose you hit one you back up and go again (reminder this is the only safe place to hit other vehicles). The rest of the time, life as a contractor feels more like the Indy 500. You are driving as fast as you can, passing other cars, making pit stops, and scrambling to make it to the finish line.
Translate this to a typical daily life of a construction contractor:
- The paperwork, processes, and decision-making are never-ending
- The concept of time is all about 10 minutes
- Your coffee brews in less than 10 minutes
- Take a shower in less than 10 minutes
- Load the dishwasher in 10 minutes
- Take out the trash in less than 5 minutes
- Read your email in less than 5 minutes
- Decide what bills to pay in less than 5 minutes
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Topics:
Ten Minutes A Day To Increased Construction Profit,
The Contractors Account,
Construction Bookkeeping And Accounting,
Systems And Processes,
Contractor Tips