Written by: Jon Dale | @smallfishcoach

Hey there, Jon here! I’m going to talk to you about the problem today of having to do quotes that you don’t win. I know it’s frustrating,lots of project tradies and lots of builders. Tell me if it pisses you off when you do all that quoting, you spend all time doing a quote and you don’t win the job? Or even worse, you win the job and you spend all this time working really good?

So today’s topic is called “Get yourself a Dickhead Filter”.

I’m Jon and I like many little jokes and I run the tradies toolbox coaching program which is to help trade business owners make their businesses better.

So what’s with the Dickhead filter? So what happens is, you’re in the sales situation, you want the job of course you want to win the work that’s how you run your business, that’s how you make the money. So off you go and you do you’re measuring up and you are on the go and you spend your 10 or 20 hours doing your quote and you don’t win it. Or even worse you’re doing it and you wish hadn’t later because you spent 6 months working with it.

What we need to do is turn your “Dickhead Filter”. Make a positive and proactive choice early in the piece to figure out whether this person is a dickhead and you want to work with him or not. And if your Dickhead alarm starts to ring, walk away and leave him with someone else. Make him someone else’s problem instead of yours.

I know it’s funny and I know I’m a bit of being silly but this is serious. Part of your sales process is early in your sales process should be figuring out if this person is a dickhead or not and if you want to work with him or not. If not then walk away.

Now this is a small and starting amusing part of the much larger set of sales process and set of training I teach in the tradies toolbox coaching program. I teach six strategic shifts you need to make to take your business from that manual one to a more scalable and more automated one and part of that or very small part is the “Dickhead Filter”.

So like I said I’m Jon and I’m signing off now. I think my “Dickhead Filter” works quite well. And you may know, I ran a workshop a couple of weeks ago up here in Byron and I’ve had few really nice people here and no dickheads. So like our minds are working alright. If you think you’re a dickhead filter, needs a bit of a tune-up, you might wish to give me a call there’s a button down there. Or you might wish to book on our next workhop which is February the 27th and the 28th. It’s $297 and there’s another button somewhere down there for you to press if you think you’d like to learn more about that.

Adios.