Posted by Rich Harshaw on February 12, 2015.
Don’t Wait For The Sales Meeting! Your Marketing Should Make Prospects Fall In Love With Your Company On The Spot.
Don’t Wait For The Sales Meeting! Your Contractor Marketing Should Make Prospects Fall In Love With Your Company On The Spot.
If Your Marketing Works Properly, Prospects Will Decide To Buy From You Long Before The In-Person Sales Meeting.
By Rich Harshaw
It’s Valentine’s Day (almost!) and it’s your turn to play Cupid.
I’m talking about finding ways to cause your prospects to fall in love with your company… so they are practically begging to do business with you. And I’m talking about achieving this level of adoration BEFORE you ever set foot in their home for a sales meeting.
Sound impossible?
Stick with me. It’s not only possible—it’s imperative that you learn to do so.
See, the way this industry has conducted itself for the last fifty years doesn’t really work that well any more. You know the drill, right? Generate a home improvement lead, set an appointment, show up at the prospect’s home for the meeting, go through your presentation, close the deal, walk out with a check.
In today’s internet-connected world, people don’t want to wait until the sales meeting to decide if they want to do business with you. They want to know ahead of time. And the companies that figure out how to facilitate that “falling in love” are the ones who are going to win. Big time.
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Posted by Rich Harshaw on February 10, 2015.
Post Category: Quick Tips.
Use Billboards To Extend Your Brand’s Reach… Here’s How To Do It.
Marketing Quick Tips: Billboards
By Rich Harshaw
Note: This article is part of Monopolize Your Marketplace’s ongoing “Marketing Quick Tips” series. This information is not meant to be comprehensive; it’s simply meant to give you some quick ideas on the topic.
If you read my blog posting about Wall Drug, then you know I’m a fan of the billboard.
But you don’t have to have 115 billboards in a fifty-mile stretch of road for them to be a meaningful contributor to your marketing plan. With a little research and a good, creative message, billboards can work for medium to larger-sized remodeling companies. Here are few tips for incorporating billboards into contractor marketing:
Tip 1: To Billboard Or Not To Billboard: Don’t start thinking about the specifics of your billboard campaign until you’ve first carefully evaluated whether or not billboards even make sense for your marketing situation.
Billboards, almost by definition, are more of a branding/farming activity than a direct response one. With the exception of directional billboards (exit here for a restaurant, hotel, etc.), billboards should be part of a larger marketing campaign that will serve to extend your brand’s reach and nudge people to remember what they already know about you from exposure to your other advertising. Radio and billboard go well together since both are experienced (primarily) while driving. The key here is to educate people about your company and identity (brand promise) in other media so they already know who you are, what you stand for, and why you’re a good choice to buy from. Then the billboard does its job by triggering that pre-existing information in their brain.
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Posted by Rich Harshaw on February 5, 2015.
More Hidden Gems That Are Just Waiting To Make You More Money…
Even More Money-Making Opportunities Sitting Right Under Your Nose,
Just Waiting To Be Discovered & Exploited.
By Rich Harshaw
Note:
I started writing this post and realized it was a lot longer than I anticipated when I started! What an excellent topic it turned out to be. So I’m breaking this into two parts. This is part 2. Read part 1 here.
Okay, it’s time to ramp up the 2nd half of our discussion about hidden assets… here we go!
Hidden Asset #7 – Relationships: Think about all the people you’ve done business with over the years, and then ask yourself this question: Which of them, if any, run or manage businesses that sell stuff to your same target market? By your target market, I mean local people who are the same age and income level as your typical customer.
The answer to this question might surprise you: Do you have any former customers who are chiropractors or accountants? What about home builders or hot tub sellers?
These people can endorse your company and services to THEIR customer list as a way for you to generate home improvement leads. I won’t go into a tremendous amount of detail now—I’ll save this for a more complete blog posting later—but suffice it to say, they send out a letter to their customers (or email, or Facebook posting) and you get leads.
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Posted by Rich Harshaw on February 3, 2015.
You’re Probably Sitting On Tons Of Opportunities… And You Don’t Even Realize It!
Dozens of Money-Making Opportunities Are Sitting Right Under Your Nose. Learn How Find & Exploit Them.
By Rich Harshaw
Note:
I started writing this post and realized it was a lot longer than I anticipated when I started! What an excellent topic it turned out to be. So I’m breaking this into two parts. This is part 1. Read part 2 here.
When it comes to home improvement lead generation and generating new business for remodeling companies, the discussion almost always focuses on advertising, internet marketing, home shows, or all three.
And for good reason: these are the obvious places to find new customers that have reliably generated business for years.
But I’ve found that there are some FAR LESS OBVIOUS places to look for business that can be extremely profitable if you just know where to look. Most companies never realize that these opportunities even exist, or if they do, they don’t realize they are as fat and juicy as they actually are.
That’s why I call these “hidden assets.”
These are assets your company possesses that you might not even recognize. The purpose of this post is to identify what some of them are… and show you how to exploit them to your advantage.
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