Sales & Marketing

I just flew back from a speaking engagement. It was a rewarding and fun time, but as this small part […]

In any random sales interaction, which thought will most likely run through your head: “That customer is a problem” or […]

For years, the customer newsletter has been the centerpiece for customer retention for contractors. Aside from a personal visit, no […]

2014 is just around the corner, so you need to be preparing now. Learn what several contractors have planned for 2014, and beyond, to ensure they have success.

There is a sales triad that correctly suggests to a buyer, “You can have price, quality, or convenience. Pick any […]

I recently wrote about Contractor Media Integration to help dispel the myth that online and offline are somehow separate. They’re […]

Internet sales are frustrating for many contractors and many wonder what can be done. Learn how three contractors handle internet sales and actually use them as opportunities to create loyal customers.

You’re already selling home performance services, but are you delivering what you are selling…at least in the customer’s eyes? Three contractors share how they educate their customers to show them the big picture they are delivering.

Several years ago, I did a home performance assessment for a medical doctor – you know, the ‘real’ kind of […]

Everything we purchase seems to come with an instruction manual, a guide on how to utilize and get the most […]

What’s Working to Generate More HVAC Leads Now? You might be surprised… The internet has not taken over the world, […]

In this episode of Marketing Matters from IE3 TV: What’s the biggest mistake that contractors make in regards to their marketing? […]

Getting a jump on a statewide goal of reducing residential energy consumption through a program called EUC (Energy Upgrade California) […]

Be forewarned: this advice isn’t all pretty, just as business today isn’t. The silver lining is that the new economy […]

When the weather cools and the phones stop ringing off the hook, what do you do? Get some ideas to keep your team busy, even when they weather is mild between peak seasons.

Recent studies have shown most sales people overwhelmingly list price as the number one reason for customers making the purchase […]

Okay, sometimes I don’t sleep all that great. Maybe this is a business owner’s curse or blessing as we defensively […]

You lucky devils! In the previous articles, you’ve already seen: Online/offline marketing mix that brings attention, educates and communicates value […]

Pinterest for Business? Really? I hear the collective sighs as you read about yet another social media platform! If you’re […]

Don’t think that communicating the value of whole house performance to your customers is as difficult as say, learning a […]