My father, who was in the insurance sales business for 30+ years, used to have this incredible trick he used in sales. Ever since I can remember, he always wore a watch on his wrist. Nothing overly fancy, but a nice watch. And on the crystal face of his watch there was always a very small neon green dot sticker. Now, my father, being the quintessential sales personality that he was, would always address one’s curiosity the same way when asked about the presence of the green dot. It would go something like this:
Client: What is that green dot on your watch?
Dad: Do you have any friends or coworkers in need of long-term disability insurance?
The home improvement industry, like many others, has a wide variety of offerings when it comes to choosing a contractor for one’s project. One of the best pieces of advice for any homeowner making a decision is to allow 3-4 companies to submit an estimate for their work on a project. This allows for objective comparisons by measuring a company’s history, references, quality of past project, capability of meeting your needs, and most importantly, the ability for the homeowner to make a decision based upon their personal gut feeling when face-to-face.
The variety of contractors submitting bids for the same project can range from small independent contractors working from a van, to large general contracting companies with a dozen crews on both commercial and residential projects. If you fall into the former category and are running a company on a smaller scale, networking with other contractors can allow for greater exposure and revenue through hiring subcontractor. This can help to increase the amount of work you are able to manage simultaneously and allow your company to fulfill specialty requests that you may not currently employ anyone with those skills.
Most contractors don’t set out to do a job with mediocre end results. They want their work to shine. To speak for itself. To look so good that homeowners can’t stop talking about it with their friends. This seems obvious when we stop and think about it. The problem is, we don’t often stop and actually think about it.
You may find yourself caught up in the rush of the day-to-day events and tasks, getting from one job to another, picking up supplies, and tending to your own family’s needs that the quality control check list of any project has the potential to fade and fall by the wayside.
Here are 3 quick points for any contractor to rate themselves on before completing any project:
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):
“License and Registration, Sir.” “But I Don’t Need One…”
I was speaking with a contractor a little while back who was explaining to me the whoas of not being hired for several job because the homeowner only wished to work with fully licensed contractors. The state in which he works is not one that requires all contractors to carry a license so he never felt he needed to spend the extra cash and time dealing with acquiring one. Upon asking about the costs and time involved in becoming licensed, it quickly became apparently clear that he had not inquired at all and therefore knew very little about the whole process, but had decided long ago that it was not worth it.
If there were one trait that I feel is most important for a person to have, it’s reliability. Knowing you will be there when you say you will, or having a friend who will drop what he is doing to help you out is immeasurable and invaluable. I imagine you will also find that you value those friendships above others. Now imagine what that could do for your own companies reputation.
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: