![\"Marketing](\"http:\/\/farm1.static.flickr.com\/37\/77868764_e461cd3479_m.jpg\" "\\"Marketing")
<\/a><\/p>\nThis year Contractor leads come from\u2026<\/p>\n
1.)\u00a0\u00a0\u00a0 Referrals from former customers<\/p>\n
2.)\u00a0\u00a0\u00a0 Internet marketing. This includes PPC\u00a0 SEO and Social web sites ( Neighborhood sites being much better than face book and the big brands)<\/p>\n
3.)\u00a0\u00a0\u00a0 Individual direct mail Programs<\/p>\n
4.)\u00a0\u00a0\u00a0 Business relationship referrals. Lead groups, other businesses you know<\/p>\n
5.)\u00a0\u00a0\u00a0 Print.\u00a0 There are actually a few print magazines that contractors are getting a positive ROI from!<\/p>\n
6.)\u00a0\u00a0\u00a0 Co-Op Internet and programs. Service magic, Team Dave Logan, and a few others still can provide a positive Return on Investment<\/p>\n
7.)\u00a0\u00a0\u00a0 Trade Shows<\/p>\n
With the above information, here is what a residential contractor can be doing in the Sales and Marketing area to generate leads and new business. It should be noted that each area takes a well thought out plan and execution to include unique offers, a buying process, structured sales integration and a call to action.<\/p>\n
<\/p>\n The significant difference in lead generation from just a few years ago is this. Successful contractors and business generating leads in the B 2 C area today need to incorporate at least 4 of the above mentioned lead generating tactics.\u00a0 Not true a few years ago, when referrals and great Internet (or one of the other tactics) might be enough grow your sales and revenue.<\/p>\n There are exceptions, and they are worth noting.\u00a0 We work with several companies that still develop significant leads and sales from referrals and Internet only. And that can be accomplished with the right budget. If you can spend a bunch, and find the right message and media to communicate that message, then your lead generation becomes more one dimensional and less complicated.\u00a0 In most cases we see a B 2 C company will not have the budget to test the message and several \u201creach\u201d systems.\u00a0 The truth is a company will generally throw a lot of money at figuring out what works and what doesn\u2019t work.<\/p>\n That\u2019s where our company comes in. We have those answers, and that allows our marketing to hit the ground running. \u00a0You still need a marketing budget. It amazes me how many small companies don\u2019t have one. Marketing\u2026 is just buying customers.\u00a0 Note the word buying. A minimum budget for monthly marketing and lead generation needs to be $700.00 for a small residential B 2 C business.\u00a0 It really should be 4-8% of your Gross sales.\u00a0 So if you want to do $1,000,000.\u00a0 In sales over the next 12 months, you need to budget and SPEND $40,000 to $80,000 in marketing dollars.<\/p>\n Don\u2019t have that budget?\u00a0 Find it, or be satisfied with the 400K your referrals bring you every year. Worried your new customers won\u2019t pay a little more for you to develop an advertising budget?\u00a0 They will.\u00a0 Although you hear that price is the number one reason people don\u2019t buy, we know that\u2019s not true. The number one reason a customer doesn\u2019t buy from you is you were out sold by a competitor with a better sales and marketing system, and sometimes that means they have a better operating process that allows then to out sale you.<\/p>\n If you are sure that your type customer won\u2019t pay a little more then you have two choices. One, change who you market too. We all know there are people who buy price. If that\u2019s who you constantly attract, then you need to change your message, and sales process to weed them out.\u00a0 You are far better off selling 1 customer a week at margins that support a marketing budget, than two a\u00a0 week, that do not.\u00a0 The price buyers can also force you into doing some or all of the labor yourself to make any money. In that case, you don\u2019 have a business, you have a very low paying job you built for yourself.<\/p>\n You can also find the marketing dollars by reducing your expenses.\u00a0 Better and faster job completion is the number one way to reduce expenses. If you don\u2019t understand how finishing and collecting 100K in projects in a month isn\u2019t less expensive than finishing and collecting 60K\u00a0 then you need call me, or get to a business coach. THE NUMBER ONE FACTOR in your company\u2019s margins \/ profitability is speed of completion of your projects.<\/p>\n Here is a quick example of what that means. You complete 60K in a month.\u00a0 Your margin is 25% or 15K. Your fixed expenses are 7K. . You have 8K left.<\/p>\n You complete 100K in a month. Your margin is 25% or 25K. Your fix expenses are the same\u20267K you now have 18K left.<\/p>\n The objection I hear to this is yes, but you have to have the jobs. YES. That\u2019s why you need the marketing dollars! Buying leads and customers, and finishing the jobs quickly is the answer to all of your financial concerns.<\/p>\n Feel free to call me at 303-500-3053 ext 1 if you want to hear more, or discuss any of this.<\/p>\n <\/p>\n <\/p>\n Here is a quick example of what that means. You complete 60K in a month. Your margin is 25% or 15K. Your fixed expenses are 7K. . You have 8K left.<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_s2mail":"yes","footnotes":""},"categories":[1],"tags":[],"class_list":["post-1260","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/posts\/1260","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/comments?post=1260"}],"version-history":[{"count":0,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/posts\/1260\/revisions"}],"wp:attachment":[{"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/media?parent=1260"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/categories?post=1260"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/tags?post=1260"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}![\"contractors\"](\"http:\/\/farm5.static.flickr.com\/4063\/5129954245_49bb9c5565_m.jpg\" "\\"contractors\\"")
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