It’s summer, and that means community gatherings for people wanting to have fun. In our area, the main event is the county fair. I’m confident there is a similar event in your area.
Most home improvement sales copy is filled with nothing but generalities and platitudes. It gives no real reason why a prospect would want to take the next step.
Don’t come up with excuses to not be marketing your business. Eventually you will be in the worst position of all, and that is when you say “I need quick help to get my phone to ring”.
Business cards are a simple, inexpensive way to provide everyone you come in contact with the information they need to reach you.
One of the more unpopular things I recommend is canvassing the neighborhood around your jobs. It’s unpopular because it’s misunderstood.
Should you take every opportunity to increase exposure for your business?
If you’re a dependable, responsible construction-business owner, do potential clients in your area know you exist?
“We don’t advertise” is well meaning mischief at its worst. It cuts your company off from a large pool of potential clients who are looking for a contractor to help them get their job built.
I received a note from Michael Stone. He said, “You wouldn’t believe some of the stories I hear from contractors being approached by people claiming they can help with SEO or getting leads. I want to cover this in a newsletter.”
When things are good, it’s easy to get lackadaisical about marketing because finding new clients is so easy.
A young guy asked if signing on with one of the big box stores was a good idea. He hasn’t discovered yet that getting a lot of work doesn’t mean you’ll make lots of money.
There are two steps to attracting leads. The first step is being known; the second step is making them interested enough to contact you.
How much should you spend on advertising? How much is too much?
How to Turn More Leads into Paying Proje …
Too many contractors care only about getting leads. They believe that if they get enough leads and can bid on enough jobs, they’ll be successful. That’s not the case.
If you're one of the many contractors who start an advertising message with, "We specialize in . . . ", good for you. But if you follow that statement with a long laundry list of things you do, you're hurting your business.
One of the questions we’re asked most often is how a subcontractor can get jobs. How do you go about meeting general contractors and letting them know you’re available to build their jobs?
Lead Generation Companies don’t want you …
If you missed our webinar earlier this week with Brian Javeline of MyOnlineToolbox.com, 15 Website Lead Ideas in 20 Minutes, the recording is available here.
A new business wants to market your construction business and provide leads. It'll also give homeowners ammunition making it harder to sell jobs. There’s an alternative.
Winning the SEO battle for contractor websites. Brian Javeline of MyOnlineToolbox, is joined by contractors telling what they’ve learned to now generate their own leads.
Brainstorm business opportunities that your construction company could do, profitably, over the next twelve months.
We heard recently from a friend in Canada, and I’d like to share part of his note with you. Sometimes it’s encouraging to hear how someone else is making business work.
Claim your business in local search sites and social media. Almost always free, only takes a minute, might bring in leads, and it will protect your name.
Building a website for your small business doesn’t have to be expensive, and it isn’t that complicated when you understand how it works..
I saw a post from a guy who was about to move his family. His construction business has no work and he believes the answer is to move to a new location.
For those who don’t understand the need for an ongoing marketing and advertising program for your business, let me try this analogy:
If you aren’t getting a response to your advertising, either printed or on the web, you aren’t connecting with your potential clients. You must connect with them.
If you're looking at hiring a website designer or SEO provider, beware! The stories we hear from fellow business owners on how they've been treated defies description.
These three actions will give you an unfair advantage over other contractors. You’ll make sales because you’re building trust and confidence in your company and in you.
I taught a class in Kansas, and a young fellow who attended owns a company called Absolute Basement Finishing, working in and around the St. Louis, Missouri area.
I get three or four requests a week from folks asking for my opinion on their website. As I have the time, I stop by to visit. All too often I find the same mistakes.
We hear regularly from construction business owners asking about websites. It is tough hearing the stories of what they've been through and the money they've wasted.
In my light reading of women's and home and garden magazines I have repeatedly noted articles that encourage beating your contractor down on price.
If those answers don’t make you pay attention to your social media reputation, I don’t know what will.
The topic I’ve been asked to speak on most often is how to generate leads. Contractors want leads – without leads, you can’t make a sale.
I received two marketing emails the same morning. One was a newsletter and the other an ad asking if we wanted to "Receive A Free Window Replacement Estimate Today?"
We receive newsletters every week from construction-related companies around the US and Canada. We applaud all of you using a newsletter as a communication tool.
"The secret of business, especially these days, is to focus relentlessly on your unfair advantage – the thing you do that others don't."
For your advertising campaigns – have you considered taking pictures of jobs completed 1, 2, 3 or more years ago?
One of the topics was business cards, we spent several minutes reviewing the value of a business card and how it can help promote your company.
If you own a construction-related business (frankly, any business) and you don't have a website, you're losing sales because of it.
We held a webinar last week on advanced …
I have a good buddy down in Southern California who has a great way of saying things. I love talking with him.
In the book, What Would Google Do?, the author talks about advertising in today’s market with the advent of social media.
If you ever read the Peanuts comic strip …
I’ve talked with contractors across this country. Those who do home shows right always get good leads. Those that don't claim it is a waste of money.
I often talk about finding your perfect customer and defining your niche.
A recent article by Jim Hinshaw in the HVACR Today newsletter brought home the truth of why it is necessary to advertise 24/7/365, forever.
Company signage on your construction business vehicles lets the world know you are in business. Here's an example.
Have you thought about the image you project? It's important to create an association between what you provide and what your potential client wants or needs.
Many of you are creating or reworking your websites. You are making a major step forward in your marketing efforts. May I make a suggestion?
Remember the yellow pages? When we want to reach a business we've worked with before, or find a new service in our local area, our first stop is the Internet.
I don’t know much about their company, but I do know they understand communication with their customers and all those they do business with.
I’ve discovered that many contractor's business cards have a website listed but when we try to look at the site it doesn't exist (yet).
Note from a young fellow: In the past, fellow contractors told me don't bother advertising because people only hire remodelers and home repair men by referral…
We see many construction company names in the course of a day. All too often we wonder, what type of work do they do?
We received a note from a company planning a website that will make it easier for consumers to compare bids on jobs. They want to “standardize the bidding process.”
Help, the economy is terrible, what can I cut next?
We received the following in a newsletter from Phil Barbay at Gehman Custom Remodeling. With Phil’s permission, we are reprinting it here.
Time and again I have contractors tell me they ran an ad in a newspaper, magazine, on the radio, whatever and didn’t get any response.
Qualified Remodeler Magazine posted the results from last month’s poll recently. The question was “What is your No. 1 source of leads?”
We keep hearing from contractors who say they "Work Only By Referral". They believe this elevates them and their company above everyone else in this business.
Marc Dodson, Editor and Publisher of Western Roofing magazine wrote a great editorial about the value of marketing.
"Education is of no value and talent is worthless – unless you have an unwavering aim. Never find yourself without a compass."
A question was asked this morning by one of our coaching clients. "How do you know when you have done a good job of marketing?"
You must give your customers a reason to buy and one of the best ways you can do this is to answer the customer’s three basic fears on every page of your advertising.
If you’re a construction-related business marketing to the general public, your website and newsletters serve one purpose: to encourage potential customers to call you.
Alfred E. Neuman used to say, “What, me …
One of our coaching clients recently asked how much lag time others are experiencing between the start of a marketing campaign and leads coming in the door.
I was in New York last week, participati …
In Minnesota last week, over a two-day p …
A friend showed me how to know if your advertising is right for your construction company, remodeling firm, specialty contracting business, new home builder, etc.
Knowing your cost per lead is important because it helps set your sales goals and advertising budget.
Some have called asking how to increase business. They have not been advertising, and the phone is dead.
Here is a recent conversation with a new coaching client. Client: We sent out a direct mail piece and didn't get a single lead. Michael: How many did you send?
After working with a few hundred coaching clients, I believe that the key to profitability in construction is staying focused on doing a few things well.
In a recent class, I made the statement that referral leads should never account for more than 20% to 25% of your work. Boom, the argument was on.
Today websites are becoming a must as the customers who have money to spend are doing so by way of the Internet.
How good is your business card? Make sure it can do what it is supposed to do. Make it easy for customers to contact you.
New home construction lending and new home purchases have slowed down. This often triggers more remodeling work, but not always. What can you do? Advertise.
Some time back one of our readers sent a note and asked why I’ve stated he should not have more than 20% to 25% of his business from referrals.