Pat Curry

Pat Curry's Posts

Roofer Beware

Pity poor Florida. August and September 2004 saw four deadly hurricanes within six weeks, resulting in billions of dollars' worth of damage to homes and businesses and an ongoing, critical need for experienced, licensed construction professionals, especially roofers. But if you're an out-of-state roofing contractor, be aware of strict state requirements for working in Florida before you start packing up your tools. Read more

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Certified Performance

When Charles Ackles, general manager of Clearwater Home Improvement, meets with a prospective customer to discuss a roofing project, he knows the odds are good he's going to get the job. That's not because he has an inflated sense of his own selling abilities. Read more

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Make the Switch

Renaissance Doors & Windows in Fullerton, Calif., used to put all its marketing dollars into newspaper advertising. Company president Mike Jenkins would invest as much as $25,000 in a single weekend to generate leads. Read more

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Repeat After Me

While it may take weeks to close a first sale, repeat business often can be wrapped up in a day, because the customer's already sold on your quality and value. Cultivating repeat customers is smart business, says Austin, Texas-based customer loyalty expert Jill Griffin, who consults for corporations such as Microsoft and Sprint. At many businesses, she says, roughly 80% of a company's revenue is generated by 20% of its clientele. Read more

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Whole-Hearted Half-Timers

It just about killed Ken Moeslein when one of his best salesmen said he was quitting to go to college. The president of Pittsburgh-based Swingline Windows supported his employee 100% because he places a high value on education. But it didn't make it any easier to contemplate the idea of his leaving. So instead, Moeslein offered him a part-time position as sales manager to lure him back. Read more

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