Re-marketing

Vinny

Every year we do a little exercise to see what jobs got done that we estimated the previous year and see if we should try to re market to the ones that didnt get done and hope to sell the job. Of course we make different offers depending on what I think we can do with the price.

We do about 500 property owner leads / estimates and have found that histiricly fully half of these jobs never get done from a given previous year.

We've tried many times in many ways to reach out and take a second bite at the apple, but have little or no success. We get very little interest back on it and the little interest we do get turns out tbe nonsense

Whats really sh!ty is that I find when you try this, your in a "price" only situation

So the question: Do we continue to make this effort?? Is there a better way?? Or am I just wasting time and money??

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Roccies Asphalt Paving
The Right Way Driveway Company
If you say you cant, your a loser. If you say you wont, your a quiter. Which one do you want to be?

buildpinnacle

I've lost roofs to people, put them on my newsletter or contact list and sold other work to them down the road. Most people don't remember the name of the company that did their work last month, let alone last year. Especially the ones who just bid on it. Once a potential client asks us for an estimate, they are hooked to our train. If I don't sell to them this time, I'll keep trying. At least next time they need something done, they will have had constant monthly contact from us with our newsletter, periodic mailers, etc. We don't seem foreign anymore and my chances of closing just went way up. I think you have a very good idea, just don't wait a year to make contact. Let them know you're there every month. It's not that expensive and is very rewarding. Show them what they are missing.

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Vinny

Thanks for the reply Pinnacle. So you beleive I should keep them as a mailing list prospect for whatever down the road???? Well, maybe. I suppose my head got a little broken lately and perhaps your right. But it still sucks to end up in low price situation.

__________________
Roccies Asphalt Paving
The Right Way Driveway Company
If you say you cant, your a loser. If you say you wont, your a quiter. Which one do you want to be?

DavidC

Your only in a low price situation if you believe you are. Any time things get slow we will go through the old quotes and recontact them. About 1/2 the time it seems the project didn't get done at all. Sometimes that leads to us picking up on an old quote.

Many times the project was done by someone cheaper and we hear the regrets stories, how they should have called us. To be fair, many times the job is done and they are perfectly satisfied.

We will start a deck on Monday next week from a lead we did last spring. Pretty much the same quote except the deck wasn't on the list last year. At the signing she mentioned that she had gotten another quote just a couple of days before. She said she knew we would be more expensive but wanted to know how much she was paying to choose us. She's had less than desirable experiences with contractors but went with us because we work for friends of hers.

We didn't drop the price to close and we don't normally when we call old leads. Sometimes we will honor the old quote. (That's a subtle discount) Many tell us they now understand why we cost more.

Good Luck
Dave

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