Jim is president of BBA Consulting Group Inc., a management consulting and training firm dedicated to helping technical service firms leverage the untapped potential in their business-development efforts.
Show You CARE
The core ingredient for a good relationship is trust. Without trust, it’s possible to have a relationship, but it will not be good. The level of trust in a business relationship therefore, is a major determinant of whether a customer will choose to continue to do business with you.
Generate More Referral Business
Referrals play a critical part in any service company’s business development plan and are arguably the most effective way to grow your business.
Teach Your Service Techs the Fine Art of Good Conversation
Seize the opportunity to define the customer experience through the conversations your technicians have with your customers, and manage the image they portray to your customers.
Know Your Customers and What They Really Want
How do you get to know your customers and find out what they really want? Here are a few ideas that may prove helpful.
Three Cheers for Customer Service
Good customer service, while once the basis of competitive advantage, has become increasingly a necessary condition for doing business — particularly within mature industries such as HVACR.
Exceptional Service Doesn’t Start on the Front Line
As managers and leaders, you’re responsible for the actions of your employees and you have an obligation to ensure they’re equipped to successfully deliver upon it.
Give Your Bedside Manner a Check-Up
Companies with a positive bedside manner create a positive customer experience. Here are four steps to creating such a manner.
7 Steps To Instilling Business Development in Service Techs
Field service technicians are on of the greatest business-development resources of any commercial service company. Some firms have trained their technicians on selling, but most service managers I know agree techs could do more to boost their business-development efforts.