<font color=red>QUICK TIPS</font> Dust Off Your Plows, Sales Skills

For those who offer snow and ice removal service, it is becoming time to think about getting the plows and salt ready. In some places, the snow is already falling. Here a contractor reminds peers to keep the sales aspect of the business in mind.

“When the winter contracting proposal season comes to a halt, keep the plow to the ground and continue pushing the process of selling," says Kevin McClain of About Time Snow Removal, Bucks County, Pa. "When the snow season commences, consider the growth potential if the following sales objectives are exercised: Call the customers during non-events and identify any new needs or requests; identify and correct any gaps in the quality and levels of performance; obtain referrals and word-of-mouth prospects; revisit non-awarded proposals; review with the client and ask how the current level of performance meets their expectations; kindly ask what is the term of the current agreement; ask permission to follow up and do it; and finally, show your appreciation and thank them for the business.”