Good Pre-Bid Marketing Idea - Contractor Talk - Professional Construction and Remodeling Forum

**Ed the Roofer** · 12-19-2006, 02:03 PM

I got this idea from a seminar I attended last year from MYM's, Rick Hershaw. Firstly, if I am able to do the estimate called in immediately, I drop this off in their front door for them to read. If it will be awhile before I can get out to do the measurements, then I mail it out with minor verbage changes.

It is called my Pre-Positioning Package or Pre-Appointment Package if you prefer. I have always left informative "How To..." brochures, but since I added this to the mix, my closing ratio has gone up significantly. All it is, in my case, is a short paragraph restating similar advertising themes with Quality and track record being emphasized. Then I tell them what 31 items I will be including in their roof estimate package when it is ready. I only deliver my proposals in person, and this propmts the home owners to justify waiting for my appointment to be scheduled prior to making a decision. It also reinforces various items which they should be seeking in other contractors bids.

This gives them a comparison checklist before price has even become an issue. Im sure this can be very adaptable from one trade to another.

Hope this encourages other ideas. I would offer mine as an attachment if I knew how.

Nathan; Business Forum or Marketing Forum???

Ed

**ProWallGuy** · 12-19-2006, 02:17 PM

I think it's a reat idea/tool. I know Sonny Lykos also uses something similar (if not the same) to this.

I left the thread here in Marketing/Sales.

**Ed the Roofer** · 12-20-2006, 02:22 PM

Thanks PWG,

I searched through all of Sonny Lycos threads, but did not see his comments about a pre-appointment package. Just from reading most of his comments, I really value the mans integrity. Too bad he is less active now due to semi-retirement.

Also, following along with the MYM theme, I revised my YP ads this year to set myself apart as the consumer advocate and roofing knowledge resource. 10 Steps on" How To Choose Any Contractor ". I hope it will give the home owners some guidance and further seperate me from the crowd. I believe my 10 points are a little more helpful than others I have seen around.

I'm writing a resource manual on all things roof related for further validation on industry beliefs and studies to give home owners an unbiased source for product choices and installation methods.

Ed

PressurePros · 12-20-2006, 05:24 PM

Good stuff, Ed

Armatur · 12-20-2006, 07:53 PM

Quote:

Originally Posted by Ed the Roofer

I got this idea from a seminar I attended last year from MYM's, Rick Hershaw. Firstly, if I am able to do the estimate called in immediately, I drop this off in their front door for them to read. If it will be awhile before I can get out to do the measurements, then I mail it out with minor verbage changes.

It is called my Pre-Positioning Package or Pre-Appointment Package if you prefer. I have always left informative "How To..." brochures, but since I added this to the mix, my closing ratio has gone up significantly. All it is, in my case, is a short paragraph restating similar advertising themes with Quality and track record being emphasized. Then I tell them what 31 items I will be including in their roof estimate package when it is ready. I only deliver my proposals in person, and this propmts the home owners to justify waiting for my appointment to be scheduled prior to making a decision. It also reinforces various items which they should be seeking in other contractors bids.

This gives them a comparison checklist before price has even become an issue. Im sure this can be very adaptable from one trade to another.

Hope this encourages other ideas. I would offer mine as an attachment if I knew how.

Nathan; Business Forum or Marketing Forum???

Ed

Great idea Ed!!!!!! This would be very helpful. Has anyone figured out how to attach it or is it possible to email an example if I have an address? I think this would be a great thing to try.

**Ed the Roofer** · 12-21-2006, 04:47 PM

my e-mail is xxxxxxxxxx send me yours and I will share it with you. In your e-mail, let me know where you are from and if you like, also include your phone #. Same goes for anyone else.

Attend a 2 day seminar from Monopolize Your Marketplace, and you will come away with several networking contacts as well as some very good suggestions. The one I attended was free, because it was sponsored by several manufacturers minimally trying to sell there products or franchises.

Ed

dougchips · 12-21-2006, 07:37 PM

Ed, did you go to the one in DC or Dallas this year? I went to the Dallas one.

john elliott · 12-22-2006, 06:24 AM

Quote:

Originally Posted by Ed the Roofer

my e-mail is " ", send me yours and I will share it with you.

Dodgy business publishing your email address like that, it might get harvested by a spammer, and you'll be getting hundreds of emails a day. DAMHIKT

Edit it out and get them to send a private message though the forum

John

Mike Finley · 12-22-2006, 10:42 AM

John, you just made it impossible for him to follow your advice and erase his email off here when you quoted it in your reply.

john elliott · 12-22-2006, 11:50 AM

Quote:

Originally Posted by Mike Finley

John, you just made it impossible for him to follow your advice and erase his email off here when you quoted it in your reply.

Good point, I had intended to edit it out when he did, but just in case have done so now

John

**ProWallGuy** · 12-22-2006, 02:10 PM

You guys are too late.
I just sold his addy to a spammer for $8.

**Double-A** · 12-22-2006, 02:13 PM

I got $6.00, but I had to toss in PWG's email addy too.

**Ed the Roofer** · 12-22-2006, 04:53 PM

Thanks Guys,

I didn't know about the hazards. Darn, I only got $ 4.00 for my spam fee. Since you guys have my address already, let me know how to do the private message thing. My secretary probably can tell me, but she is off for Christmas break for another week.

Ed

Mike Finley · 12-22-2006, 05:21 PM

I wouldn't worry too much about it Ed. Putting your email address in a post is like worrying about closing the barn door after the horse gets out, or like worrying about putting your name, address and telephone number online, like somebody can't look you up in a phone book!

But if you do want to PM somebody, just click on their user name in a post and you will see the option to PM them.

DamionR · 01-19-2007, 09:51 AM

Pre-mailers are SUPER DUPER strong. One client of mine has changed their methodology from agressive in-home sales, to more of a "consultive" type sales style... just from pre-mailers. Their closing ratio has increased from an average of 28% to 41%. Their sales guys aren't great "sales" guys... but very knowledgable and follow a system for getting the sale.

Their pre-mailer consists of the following:

- a company "welcome" letter and overview.

- a "profile" in the estimator that is coming out - his experience, business and personal, and most importantly - a photo.

- a softback "book" explaining the problems they correct, why it's important to correct them, as well as a list of available products they offer.

- 3-10 testimonials of people in their county that are clients of the company.

It's amazing how the sales process is different. The pre-mailer does most of it for you. It educates the customer why to use your service, and eliminates many "objections" before they come out. now, they have people asking for specific products, and "add-ons", that typically were not sold in the past.

I'd strongly recommend it. How much you "invest" financially on the mailer will depend on your profit margins. For this client to invest $10 to generate a 10-15K job makes a lot of sense.