Ron Roberts

What advantage do you hold over the competition? 

In other words, why should a builder or owner hire
you instead of your competitor?

By any chance, was your answer "better quality"?
All contractors think they produce better quality
than the competition.

Hate to break this to you, but that's rarely a
competitive advantage in the construction industry.
Even if you do build better, your client
probably can't tell the difference.

Heck, most customers have unrealistic
quality expectations. Your idea of great quality
is their idea of barely-acceptable quality.

Many customers actually believe they are paying for
perfect quality. Which is both unreasonable and
impossible.

Now, back to the question - what advantage do you hold
over your competition?

Until you can express your answer simply and
pursuasively to your prospect,you are going to have
difficulty landing good work. 

Here are a couple of rules that apply to competitive
advantage:

1. Your competitive advantage must be something
   prospects care about.
  
2. Your past customers should be willing to testify
   to your competitive advantage.
  
3. Your competitive advantage should resolve a
   specific problem your prospects would have if your
   competition did the work.
  
Here are some potential areas of competitive advantage:

  * Quicker response
  * Better communication
  * Budget assistance 
  * Superior on-time completion
  * Cleanliness
  * Perfect safety record
  * Adequate financial resources to allow slow payment

Competitive advantage: once you discover it or create
it, it must become a permanent part of how your
company conducts business. 

Your employees must understand that failing to live up
to the promise of your competitive advantage is
unacceptable. 

It is the reason your clients hire you.  It is the
reason their jobs are secure.

Your marketing materials and selling scripts should be
centered around your competitive advantage. 

Once your competition realizes that you are landing
the best clients, they will try to copy your competitive
advantage. If they succeed, you will return to price
competition until you develop a newer and better competitive
advantage.

It seems like the majority of contractors struggle to
live up to the minimum standards of performance. You
may get lucky and be able to live off your current
competitive advantage for a long time.

But, if your competition has the competitive advantage,
you'd better get to work creating your own!

Thank You - for stopping by.

May your construction business bring you everything you dream of.

Your friends and champions,

Ron Roberts and Guy Gruenberg,
The Contractor's Business Coach
www.ContractorsBusinessCoach.com

LIMITED TIME OFFER
Only $19.98 per Month!
Curious? Learn More

Inside you'll learn how to grow your commercial construction business - confidently, predictably and profitably.

By joining our club for commercial trade contractors, you will learn...

• 3 magic questions that close the sale.


• THE number that gets workers moving faster than you thought possible.


• Business strategies that work..and those that won't.


• How to find great paying clients.


• An employee bonus plan that motivates superior performance.


• The TRICK to managing your business from your vacation home.


• And Finally - how to build a business worth a million(s).

We're not holding anything back. We give you ALL the answers. We walk you through the systems. And we make it ridiculously cheap. All with a 30-day money-back guarantee.

Click Here to View Titles of the Club's Content

Here's what happened to one member shortly after joining. It could happen to you too.

Ron,
Thanks for your call last week. Over the weekend I signed up and listened to a bunch of the sales discussions. It got me fired up and I ended up drafting a sales process with scripts and what to accomplish during a call. This week I will send customers our newsletter and following up with calls.
Cheers,
Mike

Take a RISK-FREE 30-Day Test Drive

Our business systems help you:

• Keep your crews in budget and on time.


• Let you take control of your year-end income.


• Make you an employer-of-choice that will draw "A Players" like flies.


• Leave you with a business that lets you take long vacations without risking your personal wealth and reputation.

We talked industry insiders into explaining how to work with your bank, lower your insurance rates, and increase your bond capacity.

We're putting it all out there for you.

All memberships come with a
30 day money-back satisfaction guarantee.
NO RISK IN JOINING

After hearing from so many contractors who felt they couldn't afford our hands-on coaching, we decided to do something NO ONE ELSE HAS BEEN WILLING TO DO - make all our PROVEN SOLUTIONS available online.

They are the EXACT SAME skills and solutions we teach our coaching clients to use, the ones who pay us $250 an hour and $2,500 a day. YOU get it for a fraction of that.

Burn our presentations to a CD or IPOD and listen to them as you drive from job to job, sales call to sales call, and meeting to meeting. Put that windshield time to work...on your business!

All for the incredibly low price of $39.99 $19.98 a month!

LIMITED TIME OFFER
Only $19.98 per Month!
Click Here To Join

Why charge only $39.99 $19.98?

We know that the number of contractors who need assistance FAR exceeds our capacity to provide it with our hands-on help. We felt it was unfair to keeping such valuable guidance accessible only to our hand-picked clients.

Our FRC private club is our way of giving back to the construction community. Hopefully, you will take advantage of the opportunity.

We look forward to seeing you inside the club.