Vanguarding. Don’t know what it is? It’s a military tactic that involves one squad going in to make sure everything is clear before the middle and rear guard come in. The way they see it is it’s better to defuse the bomb now than allow it to blow up when they are not ready. Well, the same vanguarding tactic can be used in the contracting business. You need to take preemptive measures for anything that can go wrong so that if it does you are entirely prepared to diffuse that bomb. If you can understand and implement this concept, it is absolutely going to change the future of your business.
In this episode, we talk about…
- Addressing potential problems before they actually happen
- What should be happening on the pre-qualification call
- Keeping good communication throughout the life of the project
- Making things easy for your middle and rear guard
- Why it’s so important to have a process in your business
- Setting that expectation so that the customer does not blow up
- The 2 types of vanguards: in-your-face vs. subliminal
- Knowing the potential dangers of dealing with only 1 spouse
- Reasons that vanguarding is a hard topic to talk about
- Putting it in writing in order to take out any confusion
- Creating your vanguard list
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.