As I’ve mentioned before, I’m just starting up my own business, home repair/remodeling and custom woodworking. Any suggestions on how to get the word out? I expect in time word-of-mouth and repeat biz will be big factors, but I’m having trouble finding jobd though I’m sure they must be out there.
Thanks – and apologies if this has been discussed here 100 times before…
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Replies
a good primer for this is :
Guerrilla Marketing by Jay Levinson.. after you read it ,you can start thinking about running your own guerrilla marketing campaign
Mike Smith Rhode Island : Design / Build / Repair / Restore
Mike,
Is this the title or are you referring to another book?
Guerrilla marketing with technology : unleashing the full potential of your small business / Jay Conrad Levinson
658.8 L578
Reading, Mass. : Addison-Wesley, c1997.
Jon Blakemore
Jon: I've got that one too. But the one I'm referring to is "Guerrilla Marketing" which he wrote before the one you referenced.
I found the earlier one to be more helpful to me.Mike Smith Rhode Island : Design / Build / Repair / Restore
Chad,
Willie Sutton the famous bank robber once was asked why he robbed banks,
His answer was because that's where the money is....
You need to go where the "money" is. (i.e. work) do not be afraid to go to builders who are building homes currently and ask for work. That may not be your goal but if you work with a builder and for example build the cabinets for him or whatever on a sub-contract basis, you both get the work and you may make the contact which has you work independantly.
around here we have a parade of homes every spring and fall. It's a chance to see new homes so builders flock to it. Lots of contacts are made that way. don't waste any time talking to realitors and keep your ears open while you walk through,
"honey wouldn't you just LOVE to have that cabinet next to your sink" is just someone begging for you to introduce yourself and offer your services....
Introduce yourself to people, and don't be surprised if the guy you're talking to is a contractor out checking out the competition or looking for new ideas.
If you want to be independant and make a good living you need a massive contact list. Start out by keeping every business card related to your field. For Example, I sell construction forklifts, I keep a list of framers, contractors, crane operators, scaffold salesmen, lumber yards city building permit offices, truss mfg. etc.
call that person up once a month and introduce yourself, Hi, we met at...... I do this kind of work,... do you know anyone who needs?...., well thanks for your time/lead.
If you think for one minute that being independant is about your work, you will fail! it is about salesmanship, selling the next customer.
Repeat business is about referals and good work. While that is important, it isn't how you get started..
If you keep track you will soon find out that you need to make something like 50 to 100 contacts in order to make one sale.
I'm about to use a dirty word with some remodelors. But a lot depends on the business, social climate where you are, if a city or rural or vacationland. Some of them are cut-throats and orthers will believe you are doing them a favor.
I cultivate relationships with realtors and real estate agents. I live and work in a small isolated place where we all know each other. I am involved in some wayu in threee jobs right now where work is being done or is in the planning stages or has been done. On two of these homes, work was done in order to bring it up to snuff for sale and now on all three, just sold, the new owners are undergoing more work to make it the way they want it.
The great majority of remodeling dollars spent nationwide are within the first two years after a sale/purchase. Many times, these people are new to town and the first person they meet, who becomes the welcoming committee is the realtor who sells them the home. They will be asking that person, "Who would you recommend to change this kitchen for us when we are ready to do it?"
The down side of working with realtors is that they will often ask you toi cut corners and do so-so work to just get by in preparation for a sale - "Make it look good" or "Put a little paint over that rotten board"
So you need to brush up on phrases like, "I'm sorry, but I don't do work that will reflect poorly on my reputation. Is there another way we can deal with this problem?"
If you succumb to that temptation to shortcut for them, they will keep you busy with busy work but will recommend someone else for the nice work.
I expect the Tim Mooney will have something to say on this topic too.
You could try reading bach trough this business folder. Lots of good information here.
Excellence is its own reward!
I'll add networking, or who you know. As your face becomes more familiar and business increases, suppliers can often provide you leads. I have a company I buy about 80% of my windows & doors from. They're mostly set up as a builders outlet but they don't turn down the occasional HO who walks in. If they want the unit put in too, I get the work. Ditto with the place I get the other 20% from.
Contact with builders didn't get me work for a builder but work for someone he knew. It's small potatoes, very part time, but it's perfect. They have a little thing come up, if it's done in 2-3 weeks, they're happy, and I have filler work for the gaps.
Professional organizations, like NAHB affiliates, are a place to meet people. It wont make you popular or famous or get you work the next day, but it's how I met builders and how I've met some of the subs I use. And what goes around . . .
Youre small and starting but think big. I know a cleaning company that was an upstart in a flooded market and they dumped a pile of advertising out the first year. Good looking stuff that gave the appearance that this was a big and established outfit rather than a guy, two employees, and a truck. A couple of years later, they are a big and established outfit. He said himself he spent everything he could on advertising the first year (I think this sounds real risky) and it paid off.
Take risks, focus on quality, if you screw up, lose money making it right rather than walking away from shoddy workmanship. Don't be a braggart, be involved in your own bookkeeping, keep a schedule and stick to it.
One word: Integrity
That's all the advice I've got.
business cards...lotsa them.......give 2 to everyone you meet. Everyone!
I had a manager when I sold cars that gave them out quicker than they could print them.......countless times someone would come in...tell him their neice worked the drive thru and some guy kept giving her busines cards everytime he ordered!
He had people popping up from the strangest places...that at one time or another he gave a card to.
Also...a sales basic.......canvass the neighborhood.....most importantly......the immediate 5 houses. I go door to door if possible......especially the important 5 houses.......one directly next door.....both sides.....one dircetly across the street..and the two on each side of that house.
The house in the middle...is of course..the house you are currently working on.
Tell all your relatives/friends/neighbors that you are starting out and looking for more work. Pay attention at the lumber yard.....and at HD and Lowes....if I hear someone wordering aloud about a product...if I know the answer...I'll answer it for them.....I've even gone so far a correct the sales staff. Then....out comes the card...just a quick Give Me a Call if you decide you need help...then leave them be.
I made flyers with text and pics......if I'm working a bigger project that other homes will see and hear the work going on.....they get a flyer either in the door...or mailed.
I just got a call from a flyer I dropped back in March/April....the lady's mother-in law gave it to them when she was talking about updating the trim thru out the house. I have a meeting with them the week after next. That run at Kinko's cost $50.....it was a big, prominent addition I helped frame...then went back and did all the interior.....while the exterior trim was going up...all those who could see this house from their backyards...got the flyer. Get them while they're curious.
Be bold. Not pushy or annoying......my wife used to be invited to lotsa work related dinner functions......by evening's end.....everyone knew I did remodeling......those that showed the least bit interrest got a card. I gave out tons of free advice.
Depending what kinda work you're doing..call on other contractors to see if they need a sub.
I had been driving past a nice big house going up on my way to work...thinking...man, wouldn't that be a nice place to trim....close to home..and high end....so I called the job sign number and talked to the owner.....have already met with him...and might trim the place if our schedules can work out.
Have a pic portfolio and have it at hand. Never know when you'll run into someone that needs a new kitchen......you'll have the pics ready to impress them!
Key thing is...get the word out. Anyway you can think of. Cheaper the better!
Jeff
..............Al-ways look on......the bright......side of life...........
.......whistle.....whistle.......whistle........
Like Frenchy said, "Go were the money is"
Interior decorators
That's were the disposible money is.
And for a guy who wants to do custom work, a interior decorator is the gatekeeper. Take a bunch of pictures, mount them and drop off examples of your work to established decorators in your area. Tell them you'll be glad to "find time" in you swamped scheduel to look at any unusual, small projects that need the "fine" outcome. Show up with a clean shirt on, wipe your nose, all that kinda of crop........
A few words to the wise on "Interior Decorators"
First, real ones are very rare. Lots of wannabes. Like any Sub, check out their work, check out their clients, check out their budgets. If you don't like them up front, your gonna hate to work with them. Be picky.
Second, no matter what happens, it's all your fault. Better learn to button your lip and take your undeserved lumps. Learn to smile at inane insults and observations.
Most I.D.'s are ego's with legs, run riot. Your not going to change that, rather, learn to exploit it. But make payment methods YOUR policy rather than theirs. Insist on terms that take cafe of you. This is an area in which you get to be the primadonna.
Get paid. Deposit, delivery, installation, final- that day. Make sure the I.D. understands that you are there to make money and the money "gots" to be there or you'll not deliver the goods or the work.
Be very careful. I've interviewed perhaps 20+ I.D.'s to do work with and I only work with 2 currently. They both possese a most rare quality...........accountability.
I wish I had enough money to pay you all for your valuable advice! Many thanks.
FWIW, I do my own business cards and flyers on my home PC; if I can share that with anybody here please let me know. I'm sure I can do it for way cheaper than the printing companies will charge you. E-mail me at [email protected].
Chad, checkout http://www.vistaprint.com They do excellent business cards for a inexpensive price. They also use high quality card stock which is what you want. A business card is your customers first impression of you. If you use a flimsy stock it will be reflected back to your customer as someone not willing to take the time to do the job right.
I too started my own business recently. I knew a few contractors and offered my skills free of charge to each for a few days just so they could recommend me with confidence. I'm booked through February with their overflow work and have been helping them out on the weekends when they get behind. I've added a few other major contractors to my list of references now and feel confident that I'll have enough work to keep me going for quite some time.
Best of luck.. all it takes is hard work.
I'd be curious to know how much you charge per hour and what your mark up is. Chances are it's very low if you're booked through Feb. after just starting out.
John, I charge a fair rate based on the type of job and the method of payment. Anything different and I would not be well respected by my customers or my peers. One of the keys is owning your own tools, having your own account at lumber yards, wholesale houses and rental shops. Being 50 years old with gray hair and beat up hands says a lot as well as not only knowing what a handsaw is but how to use it.
Chad, you may also wish to contact the asbestos, lead paint, and mold abatement contractors in your area. Many of them do not do rebuilding work, only removal / interior demolition. Some of them may give you leads, or some may want to hire your firm as a subcontractor so that they are able to sell a complete package of services.