Jody Shilan, Editor

Last week's Trade Secret was entitled "Travel Heavy", where we discussed the importance of your crews having all of the tools and materials on their truck that are necessary to properly complete an installation. This week I want to discuss the same idea but explore the concept as it relates to your designers and sales people.

This Trade Secret is called "Bag of Tricks" because this is how I refer to my briefcase that I bring to my meetings. The reference is once again based on a cartoon character. The cartoon was called "Felix the Cat" and was popular in the 60's and 70's. The premise was that anything Felix needed to resolve a problem or situation was handily available in his bag. He carried a colorful medical bag but it is similar in concept to the black, leather-like (you know it's not leather), soft briefcases we all carry.

As the theme song went, and I can remember it as if it were only yesterday;

http://www.youtube.com/watch?v=xGb6lP4FVeg

"Felix the Cat, the wonderful, wonderful cat, whenever he gets in a fix he reaches into his bag of tricks". The point is, that he had everything he needed with him and you should too. Although, unlike Felix, we cannot pull a bicycle or pony out of our bags, we can and should have everything we need to close a deal. I have left too much money on the table, and lost too much work throughout the years by being ill-prepared to handle any question or objection that may arise at the initial meeting.

When I meet with a client for the first time I always carry everything I need to make that sale. If you don't know this, the minute you leave a clients home without a signature or deposit, your chances of actually making a sale have dropped in half. That's right! Your chances of selling to that client just diminished by 50%. That's a significant drop.

I want to reveal to you what I carry with me and why so you can be better prepared to make a sale.

Read more information about this subject and get other great ideas in our Featured Content section.

Join in our popular Forum Discussion to see what other contractors are doing.

Chat "live" about this topic at our weekly Coffee Break scheduled every Wednesday at 10:00 EST.