By Chris Sadler, founder of Kimble Solar
Traditionally, trades stuck to trades and entrepreneurs stuck to business. But recently, the lines have started to blur, with many tradesmen realising the potential value in their businesses and the opportunity for growth, if they play it right.
When you’re studying your trade, be it plumbing, electrics or construction, you’re taught the skills you need to get the job done. What they don’t teach you is the importance of brand awareness, marketing, systems, processes, business modelling, recruitment, finance and, most importantly, sales.
For a tradesman to make the leap to entrepreneur and businessman, they need to shift their mindset from being a tradesman who delivers a quality job, to making strategic executive decisions that focus on profitability whilst upholding the business’s brand values.
To make the transition, you need to think about long-term sustainability and growth. For example, instead of focusing on repeat customers, replying to callouts on local Facebook pages, or simply relying on word-of-mouth; you need to be proactive and start investing in your lead generation so that you have a predictable and consistent stream of new prospects.
And this is the single most important part of the shift. Without a steady stream of leads coming in, it’s hard to go from working on the tools to managing your company. The goal is to step away from the day-to-day manual work, bring others in to do that and focus on running and growing the business.
The real asset tradesmen have here is their tenacity. They’ve always known that their next paycheck if they’re self-employed, is down to them. They have to show up, they have to work, and they have to commit. So shifting that focus to securing leads and building a team isn’t as big a leap as it might seem.
A tradesman sees the tools as the way to make money. A businessman recognises that sales are the only way to generate money, and the tools are the cost of delivery.
The other monumental opportunity here is the pivot to renewable technologies. From electric boilers to solar to heat pumps and EV charging ports, the opportunities to grow your business by pivoting to renewables using your existing skill set and optimising it is exponential. Even for the wet trades, there are steps you can take to place yourself as a zero-carbon or sustainable business, by selecting materials with a low-carbon footprint and making some changes to how you operate and promote your services.
But here’s where the real skills lie. Unlike the national companies that have huge marketing budgets and large sales teams that sell bulk-bought products installed by barely qualified people with little experience, you, the skilled tradesman, can sell on your experience, your qualifications, your attention to detail, and your ability to do many things at the same time.
People value experience and knowledge. No one will know your business and your trade, better than you. So, when you as a tradesman are fighting for your slice of the market, your worth and experience are your key and number one selling point.
It’s unlikely you’ll be able to undercut on price, not if you actually want to grow your company and make a profit. But you can overdeliver on service, on the extras you can provide and the years of actual experience in the field.
Your mindset here, from tradesman to entrepreneur is critical. Stay in the mindset of growth, that you can pivot your business, you can upskill any existing team you have, and you can sell based on experience, and knowledge.
At my business, Kimble Solar, we successfully pivoted from being an electrical contractor business to a renewables-focused business providing solar PV, battery storage, EV charge points and low-carbon heating solutions. In doing so we saw a growth of 900% in the space of 2 years. We did this by addressing our mindset, seeking business guidance, and selling on our worth, experience and qualifications.
Know your worth. See your business not just as a trade, but as a marketing machine ready and hyped up for growth.
Chris Sadler is the CEO and founder of Kimble Solar – a family-run renewable energy-focused electrical business based in Buckinghamshire. With an unwavering commitment to sustainable solutions, Chris has carved a niche for himself as a trailblazer in the importance of photovoltaics (PVs)/solar, fueled by a passion for environmental sustainability.
The post The New Business Builders – How Tradesmen Are Taking Over The Entrepreneurial Scene & Why They’re Better Placed For It appeared first on Real Business.
