I need to do some new marketing this year. I need to grow my business, I have the equipement, tools, facilities and manpower to do so much more than we presently do. Our main focus is new homes and additions with some kitchens, roofs, windows and siding jobs. I am in north central Ohio where the economy is doing OK but not as good as other places. On the positive side I have had more calls since the 1st of the year than I had in probably the last half of last year and have signed the jobs that I wanted.
I advertise in the phone book, ocassionally I will run some spots on the radio (usually sponsering the fair, Veterans Day breakfast, or other community events) and sometimes run a weekly add in the local newspaper. I think that I get less than 5% of my business from these adds. I don’t have data to back that up but that is what I think. Most all is referals and word of mouth.
I don’t want to stop my other advertising because I feel that I need to keep my name out there in the public.
What have most of you that have been in business for 5 or more years found to be the best marketing tool that you have used. Any help would be appreciated.
I tried to search the archives but all I figured out was how big my copper pipe should be. They really need to fix that problem, I would use it alot more if it would work.
Roger
Replies
As an HO I value "home shows", fairs, and similar commercial expositions as a way to make contact with contractors. I'm sure it takes a substantial amount of time and money to participate, but people get to meet you face-to-face.
happy?
What have most of you that have been in business for 5 or more years found to be the best marketing tool that you have used. Any help would be appreciated.
Satisfied clients. Stop just short of begging them to reffer you to their friends, co-workers and family.
[email protected]
It's Never Too Late To Become What You Might Have Been
You can mail your former clients a letter with some of your cards or brochures in it and promise them a free steak dinner or some such for a referral.
If ignorance is bliss why aren't more people
happy?
Bekieve it or not, I read an article a few months back, I believe it was Remodeling Magazine. Some localities have laws against doing such.
It's ridiculous, but you have to be careful.
Eric[email protected]
It's Never Too Late To Become What You Might Have Been
Asking for referrals is something that I don't do, not sure why. I have thought about giving them an incentive such as gift certificates or something fo a qualifying referral.
I don't want to approach people through any advertising that makes me sound like a chain outfit, such as a mass mailing, telemarketer or something. Targeted mailings may be a good thing.
Anyone work with banks or realtors for prospective new home owner's to build or remodel? Send out letters to past clients reminding them that thier warranty is about to expire and by the way do you need any other work done?
Just fishing for ideas.
Roger
Asking for referrals is something that I don't do, not sure why.
Don't ask them to do it. Politely tell them to.
Mort, you did such a fine job, we're so happy!.
Well, I'm really happy you feel that way, and everything turned out very nice. I would really appreciate it if you would pass my name along (as you hand them a bunch of cards) to anyone you know who might be thinking of doing xyz to their home in the future.
The bottle of wine, the fruit bowl or the boquet it SOP on any decent sized job.
Don't be afraid to talk yourself up, wether to current or prospective clients.
Eric[email protected]
It's Never Too Late To Become What You Might Have Been
Good idea, I have never left any cards with clients, think I will from now on. Some incentive may just help push them to.
If you don't promote yourself don't expect others to.
Roger
If you don't promote yourself don't expect others to.
Write that inside of your eyelids.
And as Calvin said........................I used to keep a simple database of clients in Access, I would design and address post card in MS Publisher and mail them out once or twice a year NOT during holidays or vacation time.
Cost less than $100.00 and I almost always got at least one good lead.
Eric[email protected]
It's Never Too Late To Become What You Might Have Been
I have all that data since day one. I document every client so that will be relativly easy. Especially since DW loves to do cards and such with publisher, I guess now she has a job to do.
BTW how do I get my Sharpie in there.
BTW how do I get my Sharpie in there.
??[email protected]
It's Never Too Late To Become What You Might Have Been
You said, "Write that inside of your eyelids."
His retort, "BTW how do I get my sharpie in there."My milkshake brings all the boys to the yard
voyeur[email protected]
It's Never Too Late To Become What You Might Have Been
You're hard to resist.
PS. I prefer "stalker"
My milkshake brings all the boys to the yard
Edited 2/23/2006 10:04 pm ET by dustinf
One approach, which might make you feel a little better about this, would be to send out letters to former customers, asking THEM to consider you if they're considering any new work OR IF THEIR FRIENDS ARE. Enclose a couple of your cards, of course.(I know how difficult it is to ask for money/business. I ran for office once (well, twice, but the second time didn't count) and had to spend hours on the phone asking for money. It's one of the worst jobs in the world.)
If ignorance is bliss why aren't more people
happy?
I did a targeted mailing to realtors last year. 3 mailings (the same one page flyer each time), each about 2-3 weeks apart to the same list of realtors - not just one to the office but one to each broker in the office. I had a few calls from this which resulted in about 6 face-to-face meetings which in turn resulted in 2 long term referral relationships. I get at least one call a week from one of these realtors.
Most of the initial work, until we got the working relationship and trust established, was small PITA stuff getting a house ready for market; fixing doors, painting, repairs - 2-3 days jobs.. Once things were going they were giving my names to the buyers and that is where the real money was hiding; decks, basement remodels, additions, garages, big renovations. Since I'm a one-man band I couldn't take on the bigger stuff but if you can stomach the smaller work (maybe you have a helper or newbie starting out that you can trust to run and do these PITA projects?) it might lead to more worthy projects down the road. Anyway, a targeted mailing with the right follow-up might be the ticket.
-Norm
Mort. I'm just west of you outside Toledo. In the 35 yrs I've been working here, the continually best marketing technique has been direct referrals. I have customer's still that I started with. I have never tried direct marketing towards them after the job. I think that this is a good potential target to hit. I have done the end of job gift and since I really tried to gear the gift to the client so they'd keep it, use it or at least have it to pull out once in awhile.................I've been successful with their repeat business.
However, I realize also that people sometimes just don't think about it. Some of them just need a nudge.............a reminder that you're still there and looking for work. If you've got a good list of 5 yrs of satisfied customers then why don't you indirectly use them for leads. A good time is a seasonal change I would think. Why don't you send out a direct mailing to your list and use Spring as the foot in the door. Make it simple and make it nice. Stick it on a magnet and if they have kids, you're out in front of it all.
But then again, I've never tried a whole lot of traditional advertising gimmicks. Believe me, nothing better than GOOD word of mouth. Networking at its finest.
Best of luck
By the way. If you come across any Tribe tickets, give me a call.
A great place for Information, Comraderie, and a sucker punch.
Remodeling Contractor just outside the Glass City.
Quittin' Time
Calvin,
I agree that word of mouth referrals are the best but it is not bringing in enough work for me to grow as much as I would like to. I have about 8 years of great clients behind me, I think I will try the Spring reminder card.
By the way keep an eye out for the terrorists up there.
Roger
Edited 2/23/2006 8:49 pm ET by mort
hey man, keeping an eye out, for some has become a profession.
I think they are writing the book on ethnic profiling.
Getting a bit hard for the tourism bureau and conv. center to lure participants.
And mort, give a look at the Fest thread on this board. Tipifest is a good excuse for networking. You're bound to crawl away from there with a couple good tips.A great place for Information, Comraderie, and a sucker punch.
Remodeling Contractor just outside the Glass City.
Quittin' Time
I was talking to a friend today who is looking for a good builder for a custom home.
I called my wife who is in realty and property management to get who her office thinks is doing a good job.
Good luck,
Marc
I have lived on referrals for 20 years. Every customer gets a cake sent to them in the middle of the job. They cost me 27.00 delivered and they are probably 6 to 8 lbs of chocolate. Sounds crazy but little things like this are what people remember. They get sick of eating this thing and have their friends eat it, I have had peple call me and tell me they had some cake from my co. and would I come look at their job.
Good thought on the cake. We have a company here that does a New York style cheese cake that is great but far to rich to eat with just one family. Think I will give that a try! DanT
When I go back to working for people out in the world/vs doing my spec house (might be a keeper this time...ugh)...I'll do what I think works best. A local "newsletter". That I write and distribute locally,
bi- weekly or monthly. Make it interesting...give an interative website of yours that matches the newsletter...Keep your personality in it. Show them you care and that you're "into your work"!
I'll let ya know how it works this comin' winter but if you do it first you owe me a shout out and let me know how it works for you.
Be well
a...
If Blodgett says Tipi Tipi Tipi, it must be so!
News letter, sounds like a good idea but can be a lot of work. Would require alot of info for it to be interesting enough for people to read and keep, not just end up in the circular (or oval in my case) file.
A while back I got a sample newsletter from Owens Corning that I could customize with some of my info that would then be mailed to people on my list. Kept it on my desk for about a month then got tired of looking at it and put it in the trash. I did read through it and it was interesting, had new year tax tips, weight loss suggestions, home maint tips, new year resolutions and other stuff. It didn't say how much it would cost but I imagine it wasn't cheap. Cheap being a relative term. You get what you pay for.
Looking back I should have looked harder at it. I have been wanting to do a company brochure for many years, now would be a good time. My problem is pictures for it. I have a digital camera in my truck to take progress pictures for the jobs but it doesn't happen. Too busy trying to ge things done.
Guess I just need to get better organized and set my business priorities.
But then there is that follow through thing. We all have had great ideas and plans, went to classes or seminars and thought "That is a great idea, I will implement that into my business" . 2 weeks later back to the same old thing. Dicipline, that is what I need or maybe accountability. I am accountable for our work to my clients but for the business side who am I accountable to, just me. Too easy to put things off for later.
Enough for now, must get to work.
Roger