got a reminder that last year … I broke one of my own marketing rules.
A great sales manager drilled it into my head to “hit the neighbors” …
his rule … when I was selling alarm syatems … was to go door knocking
If you sold a system … go talk to the neighbors on both sides of the house … the neighbor directly across the street … and the two house on each side of them.
Hit all five houses … each and every time …
PLUS … any “interresting” houses in the neighborhood. Those were just homes that stood out to you as a potential for one reason or another.
Long story short … I’m subing for a K&B place … and the owner tells me he needs my help bidding what could be their biggest job yet … an addition wrapped around an addition. He knows I can do the addition for them … they’re not additions.
The job is way out of their usual range. Story is … lady called every K&B place in her town. Then every K&B place in the city … then started working her way thru the phone book and out of the city. She finally got ahold of him … everyone else said the job was too big … and he knew I had addition experience.
He tells me where it’s localed … in a small town … where I just heppened to be working last summer … on the same damn street … in an old house she just bought … I hear the details of the house … and with out seeing it yet … I know it’s across the street and one block up from where I was working.
How do I know? Because I watched the house go from being on the market … to being sold … to being cleaned out … it’s a huge old victorian needing tons of work. I had planned at that time on redoing my flyer and getting it into the new owners mailbox. I decided I’d take the time … redo the flyer … etc …
And I finished working there … never got around to redoing the flyer … never sent one off … etc.
So … I’m betting IF I had … I’da been one of the people called … and I would have said … Yes, we can do that … instead of No … and that whole addition would have ben mine … instead of possibly working there as a sub!
So remember … work the neighborhood!
prospect … market … just chat and drop off that old flyer.
Jeff
Buck Construction
Artistry In Carpentry
Pittsburgh Pa
Replies
Doesn't that just Pizz ya off Jeff?
I have a stack of door hangers I had specially printed up several years ago. for a couple of weeks I was pretty good about spreading them around on completion of a job
but then I just kind of stopped doing it ( I am tired, I am dirty , I just want to go home ETC.)
I moved last spring( first time in 20 years!)
I had my printer print up all new material---- business cards, proposals, post cards, 2 different envelope sizees----AND MORE door hangers ! LOL
I don't think I have hung a single one of the new hangers------ but they sure ride in the truck with me--- I just forget to spread 'em around.
I DO give 'em out when people wander up to one of my jobs and ask for a card---MUCH more informative than a puny little business card.
thanks for reminding me,
Stephen
but then I just kind of stopped doing it ( I am tired, I am dirty , I just want to go home ETC.)
Well then; do it in the morning![email protected]
It's Never Too Late To Become What You Might Have Been
In the morning---I am at the next job. !
also------ in the morning I am considerably under the gun----each day a possible race against the elements.
I just got to do it at the end of the day.
Stephen
Aw c'mon!!
Get up 15 minutes earlier. It's gotta be on the plan to work![email protected]
It's Never Too Late To Become What You Might Have Been
Eric--- I usually go to bed between 8 and 9:00--- I am a VERY early riser.
If I got up much earlier I would be getting up yesterday !
Nope---just got to spread those hangers out at the end of the day--- just got to do it.
Stephen
A couple of guys I worked for used what they call 'pardon our dust' letters, sent to all the homes on a block where they had a job. On the day we started the job, they asked me to walk the block and get every single address. Then, a quick mail merge and the letters go out. It's written as a polite letter explaining that we will be working near their home, and giving them our (my) number to call in case there are any problems with parking, noise, etc., or if *ahem* they want to talk to us about any other work. I remember measuring up a few jobs from leads like that.
That's a fantastic idea David. View Image
I see the idea of 'pardon our dust' letters fairly often, when reading about large and successful companies in the trade rags. Recently I read one where the contractor's job sign included a brochure holder (similar to realtor signs) and he had color brochures available for passersby. Some people are born marketers. I wish I was, I'd probably make a whole lot more dough.
when reading about large and successful companies in the trade rags.
I gotta stop just looking at the pretty pictures. View Image
David,
" Job Sign with Brochure holder"
I instantly thought fantastic idea---brilliant !
but then 2 seconds later I thought---not so brilliant !
there is a house for sale across the street from me and a couple doors down. From my couch I have a great view of the situation. The realtors sign has has a stack of fact sheets enclosed( same idea as a "brochure holder"
A LOT of people stop and get the fact sheets---pulling in the driveway to do so.
As a contractor----you might be thrilled to have a lot of people picking up brochures------ your customers might be LESS thrilled with a constant stream of strangers pulling in their driveway and skulking about.
One of my other defects is that I usually forget to ever put up a job sign---My jobs rarely last more than 2 or 3 days.
It's a wonder I EVER get any business LOL.
Stephen
It's a wonder I EVER get any business LOL.
not really - word of mouth is the best advertising, far and away - second place is so distant, I don't know what it is, I can't see it from here - you've got a system where you do a quick, clean job that gives great satisfaction -
it's a wonder that you can keep up with business -
"there's enough for everyone"
yeah ... those are good to.
I usually write a different letter for each job ... doesn't take too long ...
that way ... I can customize it for that particular job/neighborhood.
works pretty good when I actually do it!
Jeff Buck Construction
Artistry In Carpentry
Pittsburgh Pa
Hindsights 20/20
You didn't forget to redo the flyer or forgot about the job..you just got lazy. We all do. Coulda woulda shoulda.....
Who knows if you'd have gotten the job anyway (just trying to make you feel better). Look at it this way....it bidtch slapped you in the face...and its about two weeks away from Spring time...people are starting to become motivated again. You have time RIGHT NOW to not just print up new flyers but maybe turn them into a small brochure..Think of it like when you slam yourself in the finger with your hammer...its a warning/reminder!
You got the eye of the tiger...go get em'!!
If Blodgett says, Tipi tipi tipi it must be so!
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