This ‘Crystal Ball’ Will Help You Make More Money In Your HVAC Contracting Business
by Mike J. Agugliaro
Stop thinking about today. Instead, you need to think about tomorrow, next week, next month, and next quarter.
If you want to make more money in your contracting business, you have a few ways to do it: you can do more marketing and get more leads, you can sell more products and services that you haven’t previously offered, you can raise your prices, and so on.
This list is probably already familiar to you. Chances are, they are at the top of your mind when you ask yourself how to make more money.
But there’s one way to make more money in your contracting business that is often overlooked by owners, and that is: gazing into a crystal ball.
Sounds strange, right? And maybe it even sounds a little far-fetched. But here’s what I mean…
“As the owner of the business,
if you are thinking today about today then it’s actually too late.
You needed to think about today a couple of months ago.”
If you’re reading this right now (at the height of summer busy-ness) you might be just trying to keep your head above water from all the calls coming in. You might be working overtime to juggle all the pieces and move your team around so they can help as many customers as possible.
In other words, you are focused on optimizing your team and your company today to serve today’s customers.
But if you really want to grow your business, you need to stop thinking about today. Instead, you need to think about tomorrow… and next week… and next month… and next quarter.
As the owner of the business, if you are thinking today about today then it’s actually too late. You needed to think about today a couple of months ago.
What I always say to business owners is: sure, it’s summer now… but fall is coming up. How are you planning for the fall?
Step 1 – Measuring Trends
The first thing that needs to happen in your business is to measure trends. Yes, you already generally know that the summer will be busy and the fall will be slower… but do you know the exact weeks that happens? You already generally know the exact days of the week that are busier or slower… but do you know why or by how much? Yes, you already generally know the hours of the day that are busier or slower but do you know by the exact amount?
Most contracting business owners can probably say “Summers are busy; Mondays are insane, and we tend to get a lot of calls in the morning.” That is a general awareness.