Know When to Shut Up

I have seen lots of painting contractors who just love to talk about how great their work is. Now, I have nothing against touting one's skills and abilities, but sometimes this strategy is a very ineffective sales tactic. Customers seldom care about how great you are--they want to know how that greatness will benefit them. And before we can share that information, we must first know what benefits they seek.

As an example, consider your own decision making process in regard to a work vehicle. Some contractors prefer trucks, while others prefer vans. A number of factors goes into such a decision. Yet, if a salesman decided that he knows what you want, he might spend his time explaining how great his truck is, while you really want a van. No matter how great the truck is, it won't meet your needs and desires.

Our customers are not monolithic--that want and need different things from our services. Their expectations and motivations differ. Many factors can be involved in their buying decision, and price is seldom the most important. If we want to appeal to a particular customer, we must know what factors he will consider. And since we aren't mind readers, we must let him tell us.

New Web Site

For non-contractors who are interested in developing systems for their business, I have launched a new web site. This site provides articles, reports, and other information for small business owners interested in systematizing their business.

I Moved my Office

After 20 years in the same location, we moved our office this month. We only moved 6 doors down in the same building, but it seems completely different. We gave up most of our warehouse space, which we were no longer using, and now have more office space.

The move was bittersweet. Twenty years in one location is a long time, and there were a lot of memories associated with our office. Indeed, the process of cleaning out our accumulated junk brought back many of those memories, some good, and some not so good.

One of the more interesting aspects of the move was realizing just how much junk we had accumulated. Scraps of wood, old equipment, assorted building materials, such as gutters, doors, and windows, and personal items left behind by past employees made for a lot of trash to haul off.


The move also gave us an opportunity to re-organize our files. As with the warehouse, we had accumulated a lot of useless paper, and I ultimately filled several large trash cans with old files and paperwork. The end result will be improved efficiency and less clutter.

While I don't suggest moving as a means for cleaning house, I do suggest getting rid of unnecessary materials and paperwork. For years I said, "We might need that some day." And then I spent 2 weeks throwing away all of those things things. Life would have been easier if I had done so from the beginning.

When Times are Tough

It is hard to read a newspaper or listen to the radio without told how bad the economy is. Certainly, times are tough for many small business owners, painting contractors included. When times are tough, stress mounts. Leads slow down, customers hold on to their money more tightly, the bills seem to come in faster than revenues.

This can be a good time to assess why you own a business. If it is for financial freedom, you might be questioning that rationale. If it is to be your own boss, you might be rethinking that idea. No matter your reason, you should certainly enjoy what you are doing. Especially when times are tough.

Doing something that we dislike is never fun, and it can be even less fun when times are tough.

In the 24 years that I have owned a business I have been through several recessions. Each time I wonder if I care to weather another one. And each time I realize that I generally enjoy what I am doing. While that won't help pay the bills, it does help me when times are tough.