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Discussion Starter · #1 · (Edited)
My primary reason for writing this post is to wish everyone a more-prosperous new year, to help contractors who need help getting more leads, to help contractors close more sales, and to make this wish come to fruition.

My secondary reason for writing this post is; even though, most businesses say 2009 was the worst year ever, we broke our sales record by 10%, and 7% of the increase in sales occurred during the past 60 days, and I would like to you the methods and systems we use to break a new record every year.

To increase sales, you need to find a method and system you believe in. Finding the best method and system is fairly simple. You only need to find a proven system that is already working for someone else and copy it. The difficult part is implementing the method and system because this requires a great effort for planning and mental energy. You need to give yourself time to perfect your system because you won't always know how to make it work for you, immediately.

Every one of these methods can make a new business profitable and successful in less than 60 days and this can be accomplished in any city with a population greater than 10,000.

1. Build an overwhelming presence without the yellow page books and without the internet by hand-delivering and/or mailing brochures (flyers) to every home in the city no less than two to three times every year. Constantly add new items (gifts) to deliver to homes and businesses and these include ink pens, magnet calendars, coffee cups, and postcards. You can get items directly from China by going to alibaba.com. We get ink pens with rubber grips for 6 cents, 5 x 7 magnet calendars for 6 cents, and coffee cups for 21 cents and with shipping and customs the coffee cups cost only 30 cents.

2. Advertise in the major newspapers and in the community newspapers. The return on investment for these ads is not as great as brochures, but they generate a little business and give you a little more presence.

3. Our latest and greatest advertising weapon is door-to-door canvassing. Contrary to opinions, regarding whether or not door-to-door is intrusive, it has become the greatest method of advertising we've ever done. It is exhilirating to come into the office every evening and find contracts sitting on my desk. It is a great feeling to end 2009 with a 10% increase in sales, to break our all-time record, and to know we will break our all-time sales record in 2010. The door-to-door canvassing is your least expensive media because you pay only a commission. You guarantee a salary for 4 weeks, but after 4 weeks the canvasser earns a decent living from a commission or you terminate him. There were times I was going to abandon canvassing because the start was bumpy, but I am sure glad I stuck with it. You have to believe that canvassing works, it is not intrusive, and to keep employees happy you must have written policies that work.

4. You need proven systems and methods to close the highest percent of your leads. You need to write your systems and methods so you can hire, train, and perfect new employees in a short period of time. We trained our latest and greatest canvasser in only 8 days and he closes more sales than my best salesmen. You will find the information regarding how we advertise, close sales, and most of our commission and pay policies in the business manual you can download in the link below.

Negative thoughts are not acceptable. I give a man a job and I don't want to hear what can't be done. I always like to think about the statement in the movie UB 249,

"The captain always knows what to do."

Lets have more fun, enjoy what we do, and worry less about money. Then, the money comes naturally, and because I always say this is not about the money because......

"They don't take Traveler's Checks where I'm going, anyway"

Happy New Year!
 

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Thanks for the motivation

I have been studying marketing for contracting a lot since the recession. Your post falls right into the same conclusions I have come up with from my efforts. Good to hear your successes and tips for building my marketing plan.
 

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I love it. Some feel they have to reinvent the wheel to get calls. The amazing thing is that its so simple and sticking to a proven stragedy is key. I have met a lot of contractors and most of its the same. They'll try something for a week, a few weeks and expect miracles. Stopping a campaign when had they continued on just a bit longer they would have started to see the results kick in. BEFORE my current career, I was an outside sales rep for the Pennysaver. I have seen just about every print ad on this industry that one would ever want to. If you need any advice, shoot me an email.
 

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Project Superintendent
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O.K. I gotta say it.

IMHO, all those sales tactics are intrusive. I get sales people all the time in my office trailer leaving me pens, calenders, notepads, coffee cups on and on. If they insist on me taking it it goes straight in the trash, while they are watching! If they leave it on my desk while I am out in the building it goes in the trash as soon as I find it. Lately some of the temporary labor places and equipment rental yards have hired attractive young women to come out on the site and distribute this junk. I'm too old for that to work with me. If they get their hands on my business card, they wear me out with emails.

Please don't come "canvassing" in my neighborhood. :mad:
 

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O.K. I gotta say it.

IMHO, all those sales tactics are intrusive. I get sales people all the time in my office trailer leaving me pens, calenders, notepads, coffee cups on and on. If they insist on me taking it it goes straight in the trash, while they are watching! If they leave it on my desk while I am out in the building it goes in the trash as soon as I find it. Lately some of the temporary labor places and equipment rental yards have hired attractive young women to come out on the site and distribute this junk. I'm too old for that to work with me. If they get their hands on my business card, they wear me out with emails.

Please don't come "canvassing" in my neighborhood. :mad:
I'm the same way if I want or need something I know it.

I will do my own shopping and research, I don't need people to come along and tell me what I need.
 

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Grand Rapids Remodeling
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I agree with the intrusive side of pens and canvassing, BUT... when it comes down to it, it doesn't really matter what I think. How often have you done a job and thought jeez what a terrible color or style the HO picked out. The point is if that's what it takes then that's what you do. If the guy made a record year in sales than guess what, pens and coffee cups from china work. :rolleyes:
 

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Project Superintendent
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I agree with the intrusive side of pens and canvassing, BUT... when it comes down to it, it doesn't really matter what I think. How often have you done a job and thought jeez what a terrible color or style the HO picked out. The point is if that's what it takes then that's what you do. If the guy made a record year in sales than guess what, pens and coffee cups from china work. :rolleyes:
It's hardly the same thing if a HO picks out a terrible color. That's his choice and his taste in purple soffits or whatever. When someone makes a decision to use intrusive sales tactics it's a concious decision to force something on somebody.
 

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PCpumber,
Although I agree with mudpad that your tactics are intrusive I do understand that they work and they have their place.

Just not for me.

Congratulations and hope this year turns out as well or better as last.

I have learned a lot from your posts and database downloads, I especially like the employee manual.

Again thanks for sharing so much with us.

Bill
 

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Grand Rapids Remodeling
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It's hardly the same thing if a HO picks out a terrible color. That's his choice and his taste in purple soffits or whatever. When someone makes a decision to use intrusive sales tactics it's a concious decision to force something on somebody.
OK, you have a point, I got to say again I hate the tactics myself. The thing is if being intrusive works and advertising in the YP or on the web doesn't.... I guess it's the old question, does the ends justify the means?
 

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Discussion Starter · #13 ·
For those who want to increase leads and sales.......

this thread is about methods that can make you so much money you won't know what to do with it. This reminds me of the movie Scar Face when the drug boss said, "the problem is what to do with all the xxxxxx money" (or something like that). That was something like 30 years ago.

Put canvassing to a vote and let the customers choose whether or not canvassing is intrusive, but we don't really need a vote because I currently have 4 canvassers that make up 2 crews. Each crew averages no less than 1 major sale per day and on some days the crews close a combined total of up to 5 sales. I am trying to keep from mentioning dollars amounts, but the numbers are amazingly high. So, we don't need a vote because if two crews close 2 to 5 sales, every day, then canvassing must not bother the majority of customers. The dollars speak for themselves.

Canvassing is one more arm reaching out that is inexpensive, simple to manage, will equal or surpass flyers, and double your net profit, or more, and why would you throw away good money that can be earned with very little effort on your part. You don't need to canvass. You can get someone to do it for you almost for free (well, sort of for free).

All you need to do is put a simple ad on Craigs List and give some poor soul the opportunity to feed his family. You will be doing the poor guy a favor, help his family through hard times, and you will be helping the economy. In fact, canvassing made it possible for my company to hire one of my tenants who lost his job and is having a diccifult time finding a new one. In 2009, I added about 6 permanent employees. It is a good feeling to be able to help people who need jobs.

As in the first post, "this is not all about the money." You have absolutely no idea how grateful my newest canvasser is for having the opportunity to work for my company. He thanks me every day and even his wife came to my office, with their 8-year old son, to thank me for teaching her husband how to close sales. They had a terrific Christmas with the money her husband earned in the 2 or 3 weeks (can't remember) he was here. I am equally as grateful for having my new canvasser and I thank him every day for his his loyalty, qualities, dedication, and hard work, and I tell him it will be a cold day in xxxx before I knock on a door. It is a great feeling to be able to give people work and hand out paychecks.

It is not all about the money, and we have to think about our families and retirement. We are not going to get fat retirement checks from the government. We need to build our own portfolios and if we screw up on the road we will end up with only social security. We can't afford to accept less, we don't know how much money we will need to retire, and we never know if we will be forced to retire early. Therefore, we don't want to leave money on the table that can be used for retirement, a disaster, and a better lifestyle for our family. Again, if we're going to work 8 to 12 hours we may as well capitalize the maximum during that period. Why would we work the same number of hours and settle for less?

I don't write ideas nor fiction. I write about what actually works in the real world. To succeed you can't be the pessimist who looks for reasons why things don't work. You need to be the optimist and the 'the glass is half full' guy.

"The words 'can't' and 'won't are not commonly used at my business"

"The most common words at my business are 'how can', 'will', and 'want to'"

If you want to increase, double, or triple your sales, in 2010, you can do it, but you need viable and proven systems and methods.

"You need to use the 'how can', want to', and 'will do' words in your vocabulary. Otherwise, you don't 'want to', but that leaves no reason telling others the word, 'can't'.

Lets have a fun and more-prosperous New Year.
 

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You don't need to canvass. You can get someone to do it for you almost for free (well, sort of for free).



and I tell him it will be a cold day in xxxx before I knock on a door. It is a great feeling to be able to give people work and hand out paychecks.
One of my rules of personal conduct that has served me well over the years is to never ask an employee to do something that I wouldn't do myself.
 

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Great success story, and very inspirational.


We never did door to door sales before, but we have a new idea for this year.

We are in the pool industry, and we are thinking about handing out " beach balls" with our logo and phone out to pool owners.


I dont think they will throw the beach ball out.
 

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And hopefully your tecs/sales people are asking existing clients for referrals.

With the pool business, they all know other friends with pools. Get in on their connections.
 

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We do pretty much the same thing as Buddy once we get into a neighborhood. My question is, did you have such a good year in sales because of your price or because of your work? You might think it was your marketing, but was it really?

Like I say numerous times, there is a huge difference between selling numbers and selling quality and yourself. With the right numbers, I am sure I could have a closing rate of 98%. I could have quadrupled sales this year if I wouldve dropped my price $100 a square like a lot of guys. Not sure how much money I would make in the end but boy, I would sure be busy.

However, either way, good for you.
 
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