I own a concrete business and have been in the industry for many years. I’ve managed to achieve success and build a strong team. Recently, a friend who started a contracting business called me to discuss how I got my leads and the challenges he was facing. I have a rule: when someone discusses business, I no longer address them as a friend.

I asked him about his process, and he mentioned calling leads and sending emails. Digging deeper, I discovered he had no system, no frequency of contact, and no scripts. Despite being a skilled contractor, his lack of a system was affecting his sales. I emphasized that when dealing with leads, you’re not just a contractor but a salesman, and your job is to sell your service, not just provide a price.

Interestingly, he hadn’t considered this perspective before. The best lesson I’ve learned in my business is that my product’s success relies on my team’s ability to sell, not just on my craftsmanship. It’s a mistake to solely rely on your skills and tools. In business, you’re in sales. Invest time in improving your sales skills or hire someone proficient in it. If I had a nickel for every skilled contractor with a truck who thinks they’re the best…