Phil Risher shows how an electrical contractor doubled his estimates to 140 a month but stayed stuck at 30 closed jobs because the owner was doing all the selling himself. His close rate crashed from 40-50% to 20%. More leads without sales infrastructure kills your growth.
Being the hero in your business is expensive. We had a guy who owned an electrical contracting business and he was doing 70 estimates per month. He said, I wanna grow my business. So he hired us, got more leads. He went from 70 estimates to 140 estimates. The problem is, is that he was the sales hero. He knew everything about sales. He was the guy that was gonna close all the deals. He was doing 70 estimates and he closed 30 estimates. So around 40, 50% close rates. When we jumped him up to 140 estimates, he still only closed 30 estimates. This is an expensive lesson to learn. It's not just about spending more on marketing, ads, leads. It's about building an infrastructure to achieve the outcome that you want in your business.
