Business Builders Blog

Category: Close More Sales

Winning More Bids: Plugging Profit Leaks in Your Business

Welcome back – I’m really excited to have you join me again for our next video in the series on “Plugging the Profit Leaks in Your Contracting Business.”

Today, we’re diving into the world of sales and uncovering the secrets to winning more bids. I’ve got a special guest: Jeff Borovitz from Sandler Sales, the expert in sales training for the construction industry.

Imagine this: Selling projects has become much easier,  The stress of getting someone to say yes is gone! How? You’ve learned the Sandler Sales Approach.  It’s no longer about just showcasing your services; you now understand your customer better and how they make buying decisions, which armed you with better sales skills. Sandler’s practical sales processes have helped countless contractors just like you crush it on closing bids.

Here’s a sneak peek of what we discussed in my interview with Jeff:

  1. Unlock the Secrets: Jeff reveals some powerful questions that will help you understand your prospects’ habits. Armed with this knowledge, you’ll steer the conversation like a pro, building rapport and trust from the get-go.
  2. Building Trust: We’ll share tips on creating an impressive intake process when a prospect calls. By being professional and attentive right from the start, you’ll earn their trust and stand out from your competition.
  3. Supercharge Your Sales: Jeff shares strategies that will give you an edge in closing more projects. With a solid sales process in place, you’ll be better equipped to overcome challenges and drive the sales process with ease and focus.
  4. Tailor Your Approach: We explore the six common reasons why people remodel their homes. Jeff explains how you can adjust your approach to meet each customer’s specific needs. By understanding their desires and concerns, you can win them over with a pitch that speaks directly to them.

But that’s not all! We’ve prepared an exclusive FREE Lead Intake Form and Sales Process Toolkit just for you. Employing tools like these will help you plug those profit leaks in sales and take your construction business to new heights!

And don’t forget to tune in next week for our next video in the series. We’ll be diving into production and discovering how to boost efficiency while getting your team on board with change. It’s the key to maximizing profits and achieving great results.

Remember, every leak you plug brings you one step closer to a more profitable and thriving contracting business. Don’t miss out on this opportunity to transform your sales strategy. Watch the video now!

Plug Profit Leaks: Unleash Strategic Marketing for Your Contracting Business!

Today, we dive deeper into the realm of marketing as we continue our nine-part series on plugging the profit leaks in your contracting business. And trust me, you won’t want to miss this one!

Joining me today is Spencer Powell, an industry expert and the mastermind behind Builder Funnel. Unlike your average marketing guy, Spencer hails from a construction family business where he worked wonders, propelling their revenue from $2 million to an astounding $10 million in just four years. Needless to say, he knows his stuff!

In our exclusive interview with Spencer, we cover a range of crucial topics that can transform the way you approach marketing in your contracting business. So, grab a cup of coffee, sit back, and get ready to learn some valuable insights.

First up, we discuss why having a marketing strategy tied to your company goals is of paramount importance. Spencer shares invaluable advice on how to discern which projects to embrace and which ones to politely decline. This strategic approach ensures that your marketing efforts align with your business objectives, helping you attract the right type of clients who will contribute to your long-term success.

But what if you need leads pronto? Don’t worry; we’ve got you covered! Spencer shares some short-term marketing strategies that can generate leads quickly, giving your phone a much-needed boost. These tactics will help you bring in potential clients and opportunities right when you need them most.

Of course, it’s not just about instant gratification; we also dive into long-term marketing strategies that focus on nurturing and branding. Spencer sheds light on the best ways to implement these approaches specifically tailored to the construction industry. By investing in long-term marketing efforts, you’ll cultivate strong relationships, establish your brand’s authority, and consistently attract quality leads over time.

Now, here’s the exciting part. If you’re tired of waiting for your phone to ring with the right kind of lead, then you need to watch the video interview with Spencer. In just 35 minutes, he shares his wealth of knowledge and experience, which could potentially be the most valuable investment you make all year!

And as an added bonus, Spencer mentions a fantastic tool during the interview – the FREE website grader. In a mere 10 seconds, this tool can evaluate your website’s performance and show you how it ranks in search results. Trust me, it’s definitely worth checking out!

Next week, stay tuned for the next video in our “Plugging the Profit Leaks in Your Contracting Business” series. We’ll be focusing on how to optimize your sales process and increase your closing rate. You won’t want to miss it!

Remember, every leak you plug brings you one step closer to a more profitable and thriving contracting business. Don’t miss out on this opportunity to transform your marketing strategy. Watch the video now!

Until next time, keep building, keep growing, and keep profiting!

Here is the FREE website grader tool Spencer talked about – it takes about 10 seconds you can pop your site in there and get a score to see how your site ranks in searches.

understanding markup vs. margins for maximum profitability

As a contractor, understanding markup vs. margin is essential for your success.

Bidding on projects without properly calculating your markup can be a recipe for disaster. Knowing how to calculate markup and margins gives you more confidence when selling projects,  and is the first step to making a consistent profit.

In this blog post, I show you an easy approach to understanding markup and margin, as well as provide some free resources that will help you bid confidently knowing that your project will be profitable from day one!

Why Does Understanding Markup Matter?

You want projects to be profitable – that’s a given. To achieve this, it’s important to understand how markup works. If you don’t know how much you need to mark up on bids in order to reach the desired gross profit margin, you will likely bid too low and lose money before the project event starts!

How Can I Learn More About Markup vs. Margin?

Understanding markup and margins can be intimidating but once you understand the basics it becomes much easier! With the help of my video plus the FREE table I provide, you’ll have the knowledge needed for calculating accurate bids with confidence. Also, feel free to grab my article  “Markup vs. Margin Explained.”

Having a good grasp of these finance fundamentals means less stress in wondering whether or not your projects will be profitable.

A Simple and Effective Marketing Guide for Contractors

As a contractor do you ever feel confused about what marketing strategies are the right ones for you?

Or do you already have a lot of work on your plate, and you’re less concerned about marketing right now because you don’t really have the capacity to take on more work?

You know you should keep marketing but…

If you said yes to either of these questions, you’re not alone.

In this week’s video, you’ll discover some little-known tips and tricks for controlling lead flow and identifying the right approach for attracting your ideal clients…

My interview with Spencer Powell with Builder Funnel and host of the Builder Funnel Radio is an expert on this topic, and as a former contractor, he intimately understands the challenges you are facing – probably better than any marketing company out there!

In this timely interview, Spencer clarifies exactly how to navigate these issues, and provides a clear path that will give you the knowledge and confidence to market your construction business, smarter and more effectively!

At the end, Spencer shares this great tool for being able to evaluate your website performance – it’s a VERY cool tool! Check it out.

Connor asked, “should I bid by product or by services?”

frustrated person on the phone with hand on head

As a contractor do you ever struggle with trying to explain to a prospective customer the reasoning behind the pricing of a project?

Last week in the “just ask Vicki” series, a kitchen and bath remodeler (Connor) asked me this question on the subject:

“Would you recommend building our bids in terms of the “product” that the customer is buying (e.g., Bathroom Remodel, Kitchen Remodel) – or based on the actual “services” offered (e.g., demo, tiling, painting)?”

I love Connor’s question, and in the rest of his question, he actually answered his own question – in part, but there are two distinctions that as you read on, can help him (and you) find an easier path in the sales process. Here is what Connor adds to his question:


Nail The Sales Process and Close More Jobs

Last week I shared an interview I did on The Designer Show on how, as a contractor, you can stop being treated like a commodity and get in the driver’s seat in the sales process. This week, I’m doing a deeper dive into how to nail your sales process by including 4 key elements that will make all the difference.


When a customer first calls, one of the best things you can do is manage their expectations. From the very first phone call, let them know what your process is, and what they can expect in this first phase of getting to know one another and identify the scope of the project.  This is where you begin to build trust and confidence, and have you stand out from the competition.  This is where you begin to really drive the sales process.

Tip: When you’re done explaining your process, ask them if they are OK with that – then wait for an answer. People will say yes ninety-nine percent of the time.  Getting agreement on things like presenting the bid in person or by Zoom or Skype is an essential piece of giving you a greater chance of actually closing a sale.


Unfortunately, some clients might be “tire-kickers.” They aren’t necessarily really interested in doing business with you, and really can’t just be pushed aside. Ask questions in your initial conversations with a potential client that help you understand if they are a “right fit.” Are they just looking for a lowball price? This is something you’ll want to establish early on.

One of the best ways to ensure that a client is a good fit for your company is to start by setting a minimum size project you are willing to complete. If a job isn’t profitable, why do it?

Create a matrix that could be used to rate a potential project opportunity:

  • Set a goal for the minimum size job you’ll take
  • Define what makes for an acceptable location
  • Identify if the timing works in your schedule

These are just a few examples, and you get the idea.

Tip:  If the rating doesn’t meet your criteria, you politely say that you don’t think it’s a good fit and offer to refer to another contractor. The homeowner, by the way, is always grateful for the honesty. And it will save you precious time by not bidding a job that doesn’t meet your requirements.


Knowing how to ask questions is the cornerstone of a good sales process. When you take the time to truly understand a prospect’s needs by asking the right questions, you will understand what they value most and ultimately be able to provide superior value and experience. You’ll be able to stand out from the competition and be known as a trusted resource to your prospects and clients.

In my Sales Process Toolkit, I give you examples of some powerful questions you can ask at each stage of the sales process.

Tip: When you begin following a more ‘scripted’ process, it will no doubt feel clunky and awkward. That’s the way it is for most of us when learning a new habit. You’ll likely find that you’ll need to change up the questions to better fit your communication styles. Before long, however, the process will begin to feel natural. You’ll become consistent. You’ll start getting better information from the customer.


Keeping your word, doing what you say you’ll do when you say you’ll do it, is the foundation of your reputation and identity as a contractor. In an industry riddled with dishonesty and subterfuge, you want to be known as someone who can be trusted.

Tip: If you do nothing else I’ve shared with you here other than this one thing, you’ll increase your close rate, and you’ll have people clamoring at your door to work with you. You’ll get tons of referrals from happy clients; and you’ll stand heads above the competition.


Clarity breeds confidence, and confidence lets us take more powerful actions.  This applies to you AND your customers.  When you’re clear—whether clarity takes the form of knowing the customer’s pain, challenges, needs, and desires, or knowing the clear scope and budget—it’s easier to take control of the process because you’ll know what you’re doing.  Having a solid sales process will let you do just that.



p.s. Using the tips I’ve shared above and using my Sales Process Toolkit will have you closing more of the RIGHT jobs.

p.p.s.  If you want to learn more about making a consistent profit and increase cash flow in your business, then check out my book, “The Profit Bleed – how managing margin can save your contracting business.”