When you meet someone who asks what you do, how do you answer them? Do you tell them what you do –remodeling, painting, plumbing, electrical, drywall, roofing, concrete work, siding, windows, build new homes? Or do you give them a short super charged description:


–       Build the best kitchens in a 5 state area


–       Provide exterior/interior painting and decorating services to homeowners throughout Podunk


–       Top rated plumbing contractor for over 20 years, providing service and installation work for homeowners and contractors in this whole darned town


–       We eliminate the leaks in your life with our top quality roofing materials and application.


It’s called a 20 second elevator speech, and it’s your golden opportunity to connect with the person asking the question. Your response, which should be practiced and perfected, should make your business sound fascinating and they want to know more. Make sure you follow it up by handing them a professionally designed and printed business card.


You need to sell yourself, your company and your work at every opportunity. If you aren’t, it’s your loss. How much can you afford to lose?


As I’ve said many times, if you’re in business, get in it. Tell the world. Let folks know what you do and do it in such a way that they start asking you questions. Hand them a business card and by all means, ask if they know just one person who might need the service you provide. The worst they can do is say no.


You’re in business to provide a service and make a profit doing it. Sell and promote every chance you get.


Michael’s newest book, “Markup & Profit, Revisited” is available now at his website. Sign up for Michael Stone’s free monthly newsletter to get information and tips to strengthen your construction-related business. Michael is a popular industry speaker as well as the author of “Markup & Profit Revisited”, “Markup & Profit; A Contractor’s Guide” and “Profitable Sales, A Contractor’s Guide”. Make sure to follow him on Twitter and like his page on Facebook for more great advice and tips.