How we helped a contractor double their sales. .
.and then double them again!
We started working with a contractor four
years ago. When they came to us they were doing 10 jobs a
week and wanted to do 20 a week. Today they do 20 jobs a day. In year one we
doubled their sales. Year two doubled that. Year
three, by choice, we focused not on growing the number of jobs,
but on growing the average job value. That year they grew
by $2 million.
How we did it (or just watch the video):
The first thing
we did was figure out why people chose them over their
competitors (this contractor sells directly to the end user, the
homeowner). We have a
methodology we used here that never fails us. We found
the contractor had to get over a huge hurdle before they should
start talking about all the reasons THEY THOUGHT were important
to people. That hurdle: trust. Hiring contractors
makes homeowners nervous.
All our marketing, therefore, focused on
trust.
The next thing
we focused on was getting the word out. That broke down
into two parts: getting to more people; and getting to the right
people.
They were talking to almost nobody, and
doing it inconsistently. We designed and implemented a
small campaign that probably increased the number of people they
touched by 10-fold.
We also focused their marketing not just
on homeowners, but on homeowners with a high degree of
likelihood, based on home value and age of home, to need their
service.
Then we started
implementing. Believe it or not, we're not 100%
right 100% of the time. We wanted to find out, fast, what
was working and what wasn't.
That's it, those are the steps we took,
distilled to the essence:
Determine why
people are buying,
sharpen that
message,
contact
more of the right people,
and pay attention
to the results so you can stop doing what isn't working and do
more of what is.
Now, you might be upset at this point,
"Hey, why didn't he tell me all the cool stuff they did?!"
Okay, we created: door hangers; postcards; personalized letters;
theater slides; and we created a killer website.
Knowing the actual steps--the essence--of
what we did is more important than knowing what we did. It
goes to the "Give a man a fish. . .teach a man to fish. . ."
logic.
Take the steps we took, don't do the
things we did, and you'll be successful growing your sales.
Need help? Email
Hamilton!
For over 20 years we've been helping
small businesses increase their sales! Want us to do the same
for you? Come.
When was the last time your marketing had a
Check-Up?
Our solutions are specific and practical.
Find
out.
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