If you are like me and I’m sure you are, this conversation has gone through your mind a time or two in your business lifetime.

As a direct result of many less than desirable past experiences with small jobs, we all battle with this negative thinking in our business day to day. We begin to question what our minimum price should be, are we losing money here? Can we really afford to send a sales rep out for what sounds to be a job too small? Is this even worth it?

In recent times I have decided to better my business views from the inside out! I have now come to change my thinking from negative to positive and the results are promising! I stopped looking at small jobs as a hassle and have taken on a brighter view. Today I like to think of them being an opportunity to talk or meet with someone that is worth my time.

Here are four reasons why you should take the small jobs:

1. If you are a good salesperson with some up selling experience small jobs can always lead to bigger jobs. For example, a homeowner wants to replace a sink in the bathroom. It’s a pretty small job. But what if that sink replacement becomes more than that? Countertops and cabinets could also be upgraded, along with some new paint, and flooring. This could turn into a nice big sale!
2. If your vehicle is properly lettered – it’s great exposure for you, which could lead to more work. This small job client could even refer you to a neighbor who needs a big job that could bring in a nice unexpected sale down the road.
3. In this economy leads are scarce – you never know if that phone will ring tomorrow. Take that call with enthusiasm, talk to the “small” client, listen carefully and give them the same importance as everyone else. Remember, think positive and then be ready for potential big business now that you have them on the line!
4. What if they try your competitor and fall in love with them becoming your competitor’s biggest cheerleader. The last thing you want is to send more business to the competition and give them something to smile about!

Join me in changing your thinking from negative to positive when it comes to small jobs. I hope that, after today, you think twice before quickly stating your minimum price and possibly chasing off a job that could pay next month’s mortgage bill!

After spending lots of creative time on ideas and money to put together the ideal marketing ad to WOW everyone and getting it mailed out – your phone finally rings… AWESOME!

Your receptionist or phone person quickly answers the phone with so much enthusiasm, professionalism and politeness that her smile was felt right through the phone… GREAT!

Now it’s up to the sales staff to quote the job. Your sales person shows up on time as scheduled, he’s dressed to impress and shows a good amount of knowledge about your company and products. To top things off he delivers a competitive, well put together proposal that your potential client really likes. You finally landed the job… YAY!

Now that you have carefully built up your company and service in the eyes of the customer, they have a certain expectation to live up to, correct?

Now visualize this happening next…

What if the employee who shows up at the home to do the job had a bad night? What if he’s running late, his hair is disheveled, he didn’t shave and there is no pep in his step? Now what if, to make matters worse, he’s a little quick or rude to the customer… OUCH!

All the hard work and effort that everyone before him has contributed, not to mention the investment of time, labor and money attached to this job was just lost! You can now forget about any REPEAT BUSINESS or word of mouth recommendations!

Even in today’s challenging economy, this scenario happens much more than we realize. I feel employee preparation, presentation and behavior is so important to the future success of any business and it’s so crucial to train your employees on how to act and behave in front of the customers.

If you are working hard at selling Cadillac’s to your customers what happens when a pinto shows up at their door? The solution can be a simple one. Take the time to put your customer service rules and regulations in writing, discuss them with your employees and let them know they will be held accountable with consequences. Lastly, get feedback from your clients after every job with a quick follow up call so you can  correct and improve on any customer service glitches you have currently have with your service team.