Evco Remodeler

I am new to this site, and new to Marketing as a whole. My father started Evanoff Contracting 25+ years ago, and although he's a heck of a carpenter he's not much of a businessman. He's done a great job of making a living, but hasn't done much to build the company. Now I've been given that task and I'm interested in hearing how some of you have done this successfully. I know that I want to send a letter to past and current clients asking for more business and referrals, but I'm getting hung up on the wordage. Any help in this area would be appreciated, even if it's just directing me to previous posts.
Thanks,
Brian

Carport King

Well since this is your first post here would you like a $2500 or a $5000 letter?

Just kidding! I have been known to help with this type of thing and since marketing is my passion you just hit the mother load!

So tell us more about your company and what you do. And I do believe the marketing guru's will shine upon you and give you a hand. Thanks and welcome.

DavidC

My first suggestion is to make sure (if you haven't already) that your pricing is right. You must know your overhead and make a profit after paying everyone, including you and Dad. Sucks to sell a bunch of work to discover it wasn't enough $$$.

Then try searching these forums for related topics, I'm sure you will find lots on marketing.

The letters to past clients should lead to some sales, but don't overlook the phone. Call them or stop in if your in the area to see how the past jobs have held up. Then as you sell and complete more work put them on a call system to remain in contact with them. We like to call at 30, 90 days after completion. Then again at 6 mos. and 1 year.

Your stated reason to call is to make sure that the customer is getting what they expected out of the job, but it is really to stay in touch and keep you on their mind. The last call may be to remind them that their warranty is about to expire and do you need to know anything before that happens?

You are bound to stir up some issues that might not have otherwise been brought to your attention, so be ready to deal with that. Fixing a nail pop after two years at no charge goes a long way on customer relations. The cost should be attributed to marketing. Other repairs may be easily billable as additional work. And while you are here, how much would it be to.....

Good Luck
Dave

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OK, rant if you must. For the love of Pete, use paragraphs and spell check.

Evco Remodeler

Thanks for the responses Carport and David. I guess it was my mistake saying that my father didn't know the business side well, what I should have said is that he doesn't know how to grow the business. He has done a pretty good job of making money, although there is probably areas that could be tightened there also. I do like the idea of the contact calls and that is something that I'm going to put in the works. This letter is just a step toward the goal, not the entire plan.
To answer your question carport, we are General Contractors with an emphasis on remodeling. We are happy to build a custom home on contract, but have no interest in building spec homes. We really excel at specialty trim, but I would like to get a little broader and eventually even sub that out. All of the people receiving the letters are former clients that we've done business with, some recently, others not so recently. I want the letter to ask for work, but not sound desperate. We will do jobs such as decks and things, but we want people to keep us in mind for the big stuff. Also, we are the only certified Velux Skylight installers within 50 miles of Louisville, KY so we would like to find a way to incorporate that also.
Any help would be great.
Thanks again.

Ayan Gonzalez

A simple letter from your dad anouncing his son has joined the team can do some good.

It would be a good idea to include your web site with a picture of the two of you saying hi.

Ask them to register at your web site for notification of specials.

Offer dicounts to repeat clients and their families.

ext. ext. ext.

Magic Hammer

Here's a sample of what we send out. We try to make it personal, so don't always include the baby line.


June 17, 2008

Dear Chris and Stacey,

I enjoyed meeting you both, and I want to thank you for choosing Skye Builders to replace your windows. They’re great windows, and I’m sure they will add a lot to the comfort of your home.

Shae and I both want to send our best wishes to you for healthy and happy baby. I hope you will give me a call or shoot me an email to let me know of the arrival. The best advice I can give you regarding babies: Relax and enjoy. They grow up fast; savor every moment.

I am enclosing the invoice for the final payment. I’m also enclosing a survey along with a stamped, self addressed envelope. I would appreciate if you filled it out and send it back. We find honest evaluations from people such as you help us to improve our services. Also, if you know of anyone else that can benefit from our services, please let us know. Thanks.

Enjoy your new windows, and I hope that when you decide to replace your other windows, you’ll think of us first.

Thanks again.



Wayne Barber
Skye Builders, Inc.
240 603-8652 (cell)
wayne@skyebuilders.com

Brock

Doesn't work. We've tried it off and on for over 20 years. It's worse than blind direct mailings.

Carport King

Have you ever heard to speak from the heart? If so you will always have a lot to say.Your father has been in business over 20 years so tell his story. If you were to sit down with him one on one with know distractions what would be his story?

Think about all of the jobs he has completed? They all have a story to tell? Think about all the subs or employees he has ? They all have a story to tell?

Take all your existing clients by the hand and tell your dads story! Now bring it to the future and now tell your clients where you are going now and in the future and the products and services you will offer.

Remember you are not selling anything here you are just having in open conversation with all your father's past clients.

I assure you if you speak from your heart your phone will ring. Good luck

Evco Remodeler

Dear (client‘s name),
As you are probably aware, the housing industry has encountered very significant changes in the past year. E Contracting has been going through a number of changes as well. For over seven years, my son Brian E has aided our staff on numerous projects. As of May 2007, Brian became a permanent member of the E Contracting team. He is in the process of transitioning into a leadership role within the company and will be assisting me in our day to day operations.
Despite all of the changes taking place around us, a few things have remained constant through the years, the unmatched quality and superior service our clients have come to expect. If the last 25 plus years have taught us anything, it is that our success as a company relies heavily on our ability to acquire repeat and referral-based business. In fact, over 90% of our business comes from these two sources. As a past client of E Contracting, you have the unique potential to help us promote our dedication and expertise to others.
As a General Contractor, E Contracting specializes in a wide variety of services. These services include, but are not limited to: Building of new homes and additions, remodeling existing areas, kitchen/bath renovations, custom woodworking (specialty trim such as mantels, crown molding, etc), finishing basements, deck construction and repair (including screened-in porches), and window replacement. In addition to these services, we are also the only certified installer of Velux Skylights in the Louisville area.
We understand that you have unlimited options when choosing a contractor to work on your home and we are honored that you’ve chosen us to do so in the past. With summer coming to a close, fall is just around the corner. This is the perfect time of year to get moving on those projects that you’ve been putting off before they get stalled by winter weather. If you, or know someone you know, are interested in making changes to your homes in the future please contact us for an estimate. We can be reached at (502) 905-. Also, please feel free to visit us online at econtracting.com for more information about what we do and photos of some of our previous projects.
Respectfully,
Philip E
President
E Contracting


ANY ADVICE ON IMPROVEMENTS ARE MUCH APPRECIATED.
THANKS,
Brian

Magic Hammer

Boring!
Talk about them, their house, they don't care about you, it's what you can do for them.

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Skye Builders, inc.
Decks,Sunrooms,Windows and Siding
www.skyebuilders.com

genecarp

No good

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Remodel Bud

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Remodel Bud

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heartoftexas

Remodel Bud your advice is Golden. You are the secret weapon to set yourself apart from others. Thank you for all your imput on this site. Okay ,back to lurking Lisa

davitk

Hi I'm a new guy here. Don't throw rocks - just yet

I traditionally send a Christmas letter, the personal type and even mention my family, it doesn't 'ask' for business but puts us in mind, as in "we are still in business, here's what we do and this is why we're different". This year with the uncertain economy I am contemplating a running start and going with a Thanksgiving letter.

OK, heave away

Remodel Bud

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Mike Finley

Your relationship with your customers is like a savings account. If you've done a great job, everyday you were making deposits into your customers good will account. At the end of the job you should have a nice positive balance. If you didn't do a great job you don't have much of a balance.

If you do have a positive balance now you can draw on it.

What you want to do is simple, the simpler you word it the better.

Just say something along the lines of thanking them for their business and past confidence in your company. Get them to empathize with you, (this is really important, no empathy, no comitment to do anything for you, the letter goes in the trash) so get them to empathize with you, confirm with them that they are probably aware of the tough economy right now and you are looking for help from your past customers by referring your services to any friends of family they think would benefit from what you do. Confrim that their confidence in you won't be let down, that you will make sure that anyone they refer to you will be taken care of as well as they were. (some people are very reluctant to be the goat by referring somebody and then they have a bad experience). Thank them again, etc.. etc..

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bathroom remodeling - Denver, Lakewood, Littleton, Arvada, Westminster, Centennial, Highlands Ranch, Lone Tree, Englewood Colorado.

Control your own destiny or someone else will!

Remodel Bud

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