About Paul Clifton

Paul Clifton first came to the industry’s attention in the ‘double glazing heyday’ that was the 1990’s. He had just won Salesman of the Year, having pipped 49 other window company entries to the post. Subsequently, he published his revealing and window industry-specialist book, What Master Salesmen Know That Average Salesmen Don’t.

 

The book had 5000 copies printed and sold out by word of mouth (Copies can still be found second hand on the internet). This cemented his path towards establishing a full-time career as the UK’s Leading Industry Consultant, Sales Trainer, Guest Speaker and Business Coach.

 

For the last 25 years, Paul has been sharing his experiences to help window and conservatory businesses grow their sales AND improve their turnover and profits. Today, Paul is joined by his wife, son and daughter, to form Window Sales Lab. Together they have helped hundreds of window companies navigate the journey from average to exceptional, creating numerous millionaires in the process!

 

 

What is Business Mentoring?

Business mentoring with Paul involves him visiting window installers one to two days a month with a view to helping them achieve their financial and growth goals – not dissimilar to having your own personal trainer who shows you the moves, measures your vitals and sets out a short and long-term plan! Like a trainer, Paul then works with you until your goals are achieved.

 

 

Who is Mentoring Suited to?

Business mentoring is ideally suited to smaller installers with a turnover of between £250K and £5m. The main requirement is that you’re open to change and committed to taking things to the next level! Our clients fall into one of three categories: some are wearing too many hats, others have managed to hand over all the hats but are not making the profit they want, and finally, there are those who have managed to profitably take off all the hats and now want to ‘Go for Gold’!

 

 

Why Bother with a Mentor?

Those who fall into one of the above three categories will tell you that each level requires a change in approach, that there are several hard lessons to learn on the way, and that many don’t make it in the first attempt. Simply turning up the leads and throwing a few new salesmen into the pot is often a recipe for poor cash flow, sliding back down to base camp, or worse.

 

In our experience, most window businesses grow organically through hard work and customer recommendations, then reach a ceiling. To push through your ceiling into the profit zone requires a different approach. New rules apply: ‘What got you here, won’t get you there!’ So, if you have decided to ‘Go for it’, you’re likely entering into uncharted territory. For all these reasons, you might feel that it makes sense to play safe and hire an experienced mountain guide to show you the shortcuts, avoiding the inevitable landslides, crevasses and dead ends.

 

 

How Much Does it Cost?

The short answer is that it doesn’t cost you a penny – but it does cost your customers a little. This is because we add between 0.5% and 3% to most of our clients’ prices from Day One to cover our costs. This amount depends on your turnover. The increase is too small to adversely affect sales as, a worst case scenario, 3% means that a window that was £600, now costs £618. Speculating to accumulate can be risky, whereas accumulating to speculate is a no-brainer. Once our work is done, this nominal price increase is yours.

 

 

Will we have to cut costs and invest money in other areas of the business?

In 25 years, we have rarely directly reduced any costs. Trying to make more money by reducing costs is often the only tool in an accountants tool kit and is usually doomed to failure. Making profits is actually about maximising the 19 ‘key profit driver’ percentages in your business. Our approach is to first make the money, then reinvest it. In other words, accumulate and then speculate, and not the other way around. Many of our clients have fabulous new showrooms and great branded vans once we are done; they’re making double figure net profits and have plenty of cash in the bank! We have only been able to achieve this by making the money in the first instance before reinvesting it in the right areas. Phase One usually involves increasing the conversion rates while at the same time achieving better prices. Once enough cash is generated, we can then use this extra cash to move into Phase Two, Three and so on.

 

 

Is there a contract and how long is it for?

We do everything based on a handshake, and you’re welcome to start and stop whenever it feels right for you. We can give you some great tools in just one visit. However, you can gain even more tools and skills over six visits spread over six months, BUT most of our clients keep us on one day per month for years. We’ve worked with several clients for over 20 years, with the average client relationship lasting three years – and we’re still growing their profits year-on-year! Once we’ve achieved the main goals, some clients simply stop, while others revert to bi-monthly and quarterly consultations. Success is the journey, not the destination. It’s important to remember this, as the necessary changes in skill and process, not to mention way of thinking, take time. The good news is you’ll generate more profit from month One and it only grows from there.

 

 

Can I Talk to Your Clients?

Yes, most of our current and past clients will happily talk to you. You can also watch the video testimonials of current and past clients on the About Business Mentoring Video adjacent.

 

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What’s the Next Step?

Fill in the form below so we can find out where you are now and where you want to be. From there, we’ll set up a meeting with Paul at your premises to look at your numbers and come up with a plan and proposal.