SCORE: Selling on Value Instead of Price & The Issues Behind Lost Profit

SELLING ON VALUE INSTEAD OF PRICE:

A DEEP DIVE INTO BUILDING VALUE THROUGH YOUR CUSTOMER EXPERIENCE

Paul Olsen and Kyle Sattler, Owners of SO Good Marketing, will break down how your brand, marketing, call handling, and technician experience all work together to shape what customers are willing to pay. You’ll see how small improvements across the customer journey can dramatically increase trust—and your pricing power.

In this session, you’ll learn:

● How your brand and marketing influence what customers expect to pay

● Why your call process can win or lose jobs before you ever show up

● How your technicians impact perceived value on every job

● Practical ways to move from competing on price to competing on experience

UNCOVER THE ISSUES BEHIND LOST PROFIT
 

La Juana “LJ” Chambers, Tacit Growth Strategies, will address the real issues behind lost profit, including informal estimating, weak contract positioning, poor cash flow planning, and reactive project management. She will replace guesswork with practical, repeatable systems that help you price accurately, secure better contracts, and run jobs that actually make money. You’ll also learn how procurement readiness and diversified funding—like grants and public or private contracts—can create stability and reduce reliance on one-off jobs.

In this session, you’ll learn:

● Why trades businesses lose money even when they’re busy—and how to fix it with better pricing and contract strategy

● How grants, procurement opportunities, and diversified funding can stabilize cash flow

● Simple project management systems to protect profit, control scope, and keep jobs on track