Author Archives: Ross Gordon
We are excited to announce some major changes to the CraftJack Lead Manager. These changes will provide you with more tools to win jobs and track your results as well as earn more discounts through CraftJack. CONTINUE READING
Well, 2011 is behind us. Smart contractors will look back on 2011 and spot trends in their industry so they can make changes for 2012. And we wanted to help by providing some demographic data for all the house painting leads we received in 2011.
Here is a breakdown (highlights below the chart):
As a member on a number of contractor forums, it seems that every day another user posts the same question: “What is the best lead generation site for contractors” or “Has anyone tried?”
These types of posts tend to get replies ranging from flattering to furious. XYZ Contractor swears by a company while ACME Contractor swears AT the same company and Joe The Plumber damns ALL lead generation companies to hell.
So, who should you listen to?
If you are a home improvement contractor, chances are you get a good number of sales calls, emails, postcards from a lead generation company trying to sell you their leads.
Assuming that a lead generation site is a good strategy for your business (that’s another topic all together), how should you decide which company is right for you? Here are some important things to consider when working with a home improvement lead generation company:
I had an interesting call with a client (Steve) the other day. Steve runs a very successful house painting company in Bridgeport, CT, which he’s built up over the past 25 years. He called me to transfer his LocalPainterQuotes.com account (our old service) to CraftJack Profiles.
In the process of setting up his account we got to talking about the lead generation business, sales, and how to be a successful painting company. Now, Steve has more opinions than a talk show radio host and you can feel his passion for his business when he speaks. About half way through our one hour and fifteen minute call, Steve unleashed his opinions on lead generating services.
ServiceMagic just released their Remodeling and Repair Index for January-June 2011. The index contains data on service requests from ServiceMagic’s website, as well as surveys conducted with homeowners and contractors.
The index has a lot of good data, and while the method may be partially flawed (just because service magic saw a 52% increase in solar requests does not mean that the population as a whole is 52% more likely to request solar. It may just mean that ServiceMagic increased their advertising efforts for solar, which led to the increase in service requests), the data still shows interesting trends in the home improvement space.
The contractor survey (pages 17-22) shows some very interesting insights that have real implications as to how contractors should be following up with their leads.
On page 20 ServiceMagic asked the question “With the downturn in the economy, what changes have you seen in homeowners’ buying habits?” Only 5% of contractors reported that they saw no change. 95% reported changes in customer buying behavior that has an impact on their sales.
ServiceMagic also asked contractors how they are addressing these changes. 92% of contractors changed how they present estimates, price work, or pursue leads.
What does this information have to do with you? Well, it’s becoming quite clear that the landscape is getting more competitive and margins are going down as contractors compete for jobs. As a result you should place extra focus on how you follow up with leads and the little things you can do to stand out.
How have you changed your strategy since the recession?
Every interaction a homeowner has with your business helps them decide if you are the right contractor to hire. And since there are very few times you won’t be competing with other contractors, every positive impression you leave gets you one step closer to winning the job. So it pays not to overlook the small things your company can do to help you win jobs.
Here are 3 small things contractors can do to look more professional.
One of the technologies we offer contractors who use CraftJack is the ability to automatically track every call they make to each lead. This makes it easier for contractors to keep track of which leads have been called, when the last call was, and how long it took them (or their sales team) to make the first call. In the future it will let our system help contractors improve their follow up process by analyzing call data.
Today I was browsing through the call logs in our system. I was shocked when I saw a call that a contractor made to a lead we sent them that lasted 105 minutes!
That’s definitely a record for our system and it’s great to see contractors using our system to build great relationships with homeowners.
What’s the longest call you’ve ever had with a homeowner?
We are excited to announce that as of today one of our services, LocalPainterQuotes.com, has merged into CraftJack. If you have a LocalPainterquotes.com account, click here to read the announcement and transfer your account.
If you do not have a LocalPainterQuotes.com account or a CraftJack account you can click here to learn more.