Improvement Tips For Your Home Improvement Business Lesson 2

Lesson 2: Closing More Sales To Improve Your Profits

Learning how to close sales for higher prices means you get to pick the higher quality, higher paying jobs each month. This means you will be making more money for less work.

The best way to start thinking about how to close deals is to consider the product you are offering. Remember that you are not just a trade, you are a salesperson for your trade. You offer the best product at the best quality, and you should convince yourself of that fact. It is far easier to sell something if you believe in it that if you incessantly feel like you are charging your customers too much money. Believe your level of quality is worth the price you are charging and your customers will believe you.

If you are having trouble closing a sale with a customer who thinks your product is too expensive, you might consider the following.

1. Tell the customer that you would rather have to discuss the price with them than apologize for the quality of your service. If you use a nice tone of voice, this should make them realize the level of work you are offering.

2. Ask your customer if they care more about the cost or the price. You should then explain to them that cost means what you pay for something of poor quality. Price is what you pay right now for the product rendered. Let them know that a quality product may have a higher price up front, but it will cost the customer far less in the long term picture. Be sure that you are honest with your customer about this.

Be sure that you never argue with a future customer. Even if you do not end up handling a sale with them, they could give you a bad recommendation with other customers.

Consider the first two lessons in this course: Charge More and Close More Sales. If you made one hundred thousand dollars last year, you could make even more doing less work with the information you have gained.

The next lesson in this series will help you understand how to advertise your business and make customers knock on your door instead of the other way around. This quick read can save you time and make you money, so keep an eye out for it!

Internet Marketing Methods to Grow Your Home Improvement Business

Last month 22,200 people searched online for “Home Improvement contractors New York” and 33,100 people searched for “Contractors New York” indicating a strong demand for home improvement related services. The fact is another Contractor in your local area is ending up with this business. Most Contractors entered into the profession thinking that they would open up a business and the business would generate from word of mouth and referrals. This may be true for a select few Home Improvement businesses, but it is more likely that if you want to compete, you need to market your services.

Traditionally, Contractors are not marketers! But if you do what I recommend in this article, you can not only stay competitive, but you can also potentially blow away your competition. According to the Wall Street Journal, only 4% of Contractors market their business, and most are NOT doing it effectively. The key to Home Improvement marketing is to acquire, retain, and re-market. If you do all 3, you will have a steady stream (or even a flood) of leads coming into your Home Improvement business.

The best way to grow your Home Improvement business is by using Internet marketing. Forget TV ads, expensive Radio, or Newspaper advertising. We know very few Contractors for whom these marketing mediums have actually ever worked for. In fact, their lack of accountability, measurability, and limited geo targeting capabilities will leave you wondering where your investment went. You need to be where your prospects and clients are, which is online searching for the products and services they need.

Marketing Methods:

Conversion Focused Web Design

To effectively market on the internet, you need a conversion focused web site. What you DO NOT need is a website that collects dust. Think about it, just about every home improvement business has a website of some kind. Most are poorly conceived by graphic designers or stock templates, and were implemented with no strategy, no calls to action, and are basically just like brochures. A brochure is not going to cut it as we move forward into a more competitive marketing space on the internet. Most of your competition has a brochure, but to convert traffic into prospects and then into customers, you need a much stronger pull to get the prospect to want to do business with you.

An internet marketing consultant can help design and organize your site to move you beyond a simple brochure to a highly productive lead generation machine. Also, an effective web solution should put you in control of your site and content. Make sure your site is built with a Content Management System (CMS) that will allow you or your control staff to make simple edits without having to hire your designer at $100+/hr for each little web change needed.

Organic Search Marketing

Organic or Natural Search Marketing is similar in concept to Pay Per Click, but for organic search marketing results you do NOT have to pay per click. It is a much longer and slower process, but it is where 80% of your prospects are going to find you. Search Engine Optimization, or SEO, is a process by which your site is engineered to show up for certain keywords in the search engines. Organic search results can lead to a consistent stream of leads for your practice, but patience and time working on your site (and off of your site) is required to take advantage of this strategy. Make sure if you outsource your SEO work, you deal with someone who understands your business, will not spam the search engines, and is someone you can trust with your message and reputation. One wrong move here could leave you black listed by Google and the other major search engines.

A solid SEO strategy is rooted in delivering good quality keyword rich content to your site. Writing content for the web is a lot different than writing content for a brochure or off line marketing collateral. Make sure you work with an SEO team that understands the complexities of search engine optimization, can create a realistic plan, understands your business, and can measure the results.

Pay Per Click Marketing

Thousands of potential customers are searching online every day for Home Improvement contractors and related services in your local area. With the right message and a conversion focused Pay Per Click marketing campaign, you can get immediate leads and new clients into your practice. Pay Per Click marketing delivers ads in the search engines to prospects that are not only local to your business, but looking for exactly what you are offering at the exact time they want it! It is highly targeted, and a highly measurable marketing technique unlike anything else in existence.

The problem is Pay Per Click marketing, or PPC, is extremely competitive and you really need someone who knows what they are doing to make it successful. If you are going to invest in PPC, you need to make sure you track conversions (emails, phone calls, web forms, downloads, etc.). Without tracking this data, you will not know how effective the campaign really is. Also, PPC marketing needs to be constantly monitored and optimized every day to avoid stagnant and lack luster results. If you do this, you will not only compete in your market, you will dominate.

Landing Pages

Internet marketing for Home Improvement business is competitive, and if not done correctly, you can squander your marketing dollars pretty quickly. Developing a custom landing page is a technique to develop a small 1 or 2 page website focused around a very specific service (Plumbing, Roofing, Kitchen Remodeling, etc.), and developed around a strong call to action.

By utilizing a focused page to send targeted traffic to, you are properly aligning what someone is searching for in the search engines with the exact result they are expecting to see when they click on the pay per click ad or organic search result. Conversion rates can increase 100% or more using a landing page strategy. Landing pages tend to work best when used in conjunction with a Pay Per Click marketing campaign. When it comes down to it, effective marketing is all about doing it better than your competition. Landing pages, when used correctly, can dramatically accelerate your lead generation efforts and squeeze more out of your Pay Per Click budget.

Social Media

Social media sites are where your prospects and customers are spending a lot of their time. So how come most contractors are not utilizing this marketing strategy? It is most likely due to a lack of time and lack of knowledge on how to use Social Media to your advantage. Get on LinkedIn, Twitter, and Facebook, and at least start engaging with your prospects and customers. Post relevant articles and quick tips on troubleshooting your AC unit, or post excellent bathroom tips for remodeling and renovating your bathroom. You can realistically post whatever you want to talk about that helps present you as an expert. Social Media is all about engagement. Also, Social Media can help your organic search results, build your email marketing database, drive more traffic to your website, and help with reputation management.

Email Marketing

Email marketing is a great strategy to use for retention and re-marketing, and a way to present yourself as an industry expert. You need to stay in front of your existing customers and potential prospects every month. The average prospect needs 6-7 touches from a business before they actually do business with them. Mailing out letters is not the answer and it is very expensive. Email marketing is quick, measurable, and extremely effective. Keep your customers engaged and aware of all the services you have to offer and any new exciting breakthroughs in the field of home improvement.

When developing an email marketing strategy, you need to plan it out carefully and make sure every campaign is created with a strong offer or call to action. Don’t be too pushy or overburden people by sending out more than one email campaign per month. Email marketing is a key piece to the internet marketing puzzle and can help maximize all of your marketing efforts.

If you are a Home Improvement contractor, I encourage you to implement all of these proven marketing strategies into your business today. The longer you wait, the more your competition will gain a larger share of the market (and their friends, family, co workers, etc.). All of these strategies need to be worked on and improved upon over time, so do not think that what worked today will always work tomorrow. Create a clear strategy to maximize your internet marketing investment and set realistic expectations. With the right plan and execution, internet marketing will not feel like you are taking a risk by spending your money on it, and hoping for something in return. Internet marketing is a tried and true investment that will deliver consistent returns for your business.

Bradley Eisner is a Certified Internet Marketing Consultant (IMC) with WSI and has a passion for helping Home Improvement professionals market their businesses more effectively using the internet.

Promoting a Home Improvement Business: The Basics Plus Two New Powerful Tools

Because the economy is struggling, more small home improvement businesses are struggling to stay afloat. If you are looking for new ideas to promote your business, this article is for you! I will list many of the tactics that I have used to promote my three businesses over the years, as well as two of the newer ones I have found to be very effective!

For those of you who are looking for basic proven Ideas to promote your business, I have listed 10 tried and proven methods below. No one method is going to successful promote a business. Several used in coordination with each other will build a customer base, brand your business, and allow you to gain the new clients that you need.

Proven Traditional Marketing

1) As you run your business day-to-day use well-developed stationary i.e. business cards, letter head, envelopes, and promotional materials with your URL, phone number, and email address on them.

2) Give free, no obligation consultations and estimates to as many potential clients as possible. Even if they do not hire you it will promote referrals.

3) Giving out promotional items (such as pens, hats, and jackets) is a staple promotion for most small home improvement businesses. Get these items, as well as your business cards, in as many hands as possible. Talk to vendors you work with and give them your materials. Post cards and fliers at supermarkets etc.

4) Asking your clients for referrals and permission to put a sign in their yard is a good promotion.

5) Send direct mail: Even small businesses do direct mail campaigns. This can be a costly way to get new clients, but keep it in mind as a proven tool. There are many mailing lists available if you would want to purchase one. Just run “direct mailing lists” with your city or state in any search engine to find the companies selling lists in your area.

6) Newspaper ads and magazines do sell. This is another promotion that costs some investment but usually has a reasonable return.

7) Telemarketing is a dying industry, but it is still used successfully for local business. It must be done in a low-key, low pressure way. I would be very leery of hiring a third-party marketing company now days, but it may be something you would have a few people do from their home.

8) Promote what is unique about you, your business, and your expertise. This should be the basis for your promotional campaigns.

9) Network with others doing similar work in your area.

10) Paint your company information and promotional material on vehicles.

Ways to Promote Your Home Improvement Business Online

Over the last few years I have taken my business promotion largely online with major success. Anyone can master several simple ways to promote any produce, service, or opportunity online. Most potential customers will at least jump online to check for a website and basic information before making any large purchase. Because of this, small businesses that do not have an online presence are getting pushed out of business. All of the promotional techniques below are either free or can be done for a very minimal investment.

Here is a List of Basic Ways to Promote Your Business Online

1) Set up a website for your business

2) Set up a blog. There are countess free blogs or you can build your own.

3) Write articles on free online services such as Ezinearticles.

4) Post on online forums and discussion groups concerning your business

5) Press Releases. Two free ones are PRWeb and PRleap.

6) Advertise on free directories online. There are hundreds of them.

7) Use social networking such as Facebook and Twitter

Another Tool I Have Recently Found

I have recently come across what I believe to be a great promotional tool for any small business. The business is called SentOutCards and you can Google it to find affiliates selling a membership package. It allows small businesses to easily send post cards and greeting cards out to their customers. It’s a great way to get referrals, and promote any small business.

Uppercase Living Review – Success With Home Improvement Business?

Uppercase Living is a new network marketing opportunity that you might want to try out if you’re interested in using home improvement as a niche for profit. The company started in 2006 and is geared towards providing creative concepts to help homeowners turn their dreary home into a reflection of their own style.

To determine if this company has anything you are interested in, let’s discover what Uppercase Living has to offer and what it is all about.

Brief Company Profile

Uppercase Living offers creative decors and home improvement mediums to help style your home the way you want it without having to spend thousands of dollars on remodeling or new furniture.

The company displays its creations and offers through events called Open Houses. All the home improvement solutions and decors that are displayed at the open house are sold at the event. Also, these Open Houses are considered to be fun events as you would expect at parties.

Uppercase Living Products

The company’s products center around decorative mediums called expressions — which come in the form of pictures that can be easily applied on walls, wood blocks, and the likes. Besides pictures, texts and heartwarming phrases can be incorporated in the design of your bedroom, living room, kitchen or den to bring a touch of your own personality into your home.

Skills For The Business

Earning through Uppercase Living products does require that you become a demonstrator. Unlike a distributor or a direct sales consultant, the goal here is to utilize your home to host an Open House event, invite people over, socialize, and more importantly, show off the product for them to see and even make sales if you demonstrate the offer just right.

The beauty of the decors speak for themselves, you don’t have to become a direct sales person. You are demonstrating the decors by inviting guests, hosting parties, socializing and of course, telling your guests about the ‘expressions’ you have used in your home.

Compensation Plan

Now that you know how the company operates, it would be only safe to say that your main concern now is how you earn through their offers. You get to have a Free Product Amount, like a gift coupon, that will allow you to purchase products from Uppercase Living; as well as Half-off bonus for discounts.

You earn your Free Product amount depending on how big a sale you make during the Open House event. Minimum of $200 gets you $20 and over $1,500 is $200 with 4 items from their Half-off catalog. The website has a good chart to show how this works. In addition, you need to find an Uppercase Living Demonstrator to host an Open House event in your residence until you become one yourself.

Conclusion

Uppercase Living is not the standard MLM opportunity. It does not depend much on direct selling; but depends more on your talent to socialize. Yes, that’s all there is to it; invite your friends, families, work and office mates to your home during an Open House event and have fun. Demonstrate the products during the course of the event and earn your freebies along the way.