Issue Number 54 | 12-20-08
Anybody out there want to run a successful Gutter Company?
We thought so! Now, take a look at this week's
newsletter to see what the NRGCA has for you.
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In This Issue
Survival Strategies - In a Bearish Economy, Part 2
Marketing Strategy- Yard Signs that keep on giving.
Installation Tip - Dissimilar Metals
Weekly Safety Tip - Winter Ladder Safety
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Successful strategies in a
"Bearish" economy.
(part 2 of a 3 part series)
Referrals:
First of all referral business is based on the familiar idiom, "Birds of a feather flock together." As people, we associate with those that share similar values with ours. As an owner or one who is responsible for bringing in new business, you need to take advantage of this fact. Try this approach; require your sales team to get one self-generated lead for every issued lead. How do they do this? Simply ask for them. It can be as simple as, "Mr/Mrs customer, if a friend or family member walked in the room right now you would probably introduce me, right?" When they say "yes" you ask, "Could you please?" Then ask them to put down the names on a blank piece of paper. You will need name and phone number and their permission for you to call them. You may even consider offering them 50$ to $100 for each sale that results from that list. Ask not, get not. Your representatives need to ask for a referral every time they meet with a prospect. Remember, it is a numbers game. You may not get a referral every time but with time and consistency this can account for 25% or more, of your business. Then watch what happens to your lead costs!
Service:
A Nuisance or an Opportunity?
The phone rings. You pick it up and the person on the other end has a service issue. The question is, is this a nuisance or an opportunity? The answer depends on how you look at it. If it's a service call on work that you performed,(doh!!!) it's an opportunity. You now get to show your customer that you really do stand behind your work, they really can count on your company and their trust in you was properly placed. This carries huge benefits for your future; referrals, testimonials, poems and sonnets written about you, etc. Now if it's service on work from another company, huuuge opportunity! This is what we call an orphan customer. Adopt them, love on them, and solve their problem...for a fair price of course. This carries present benefit (billable work now) and future benefit in additional work plus referrals, etc. As your name and reputation grows in the market consider having a gutter-SWAT team (Special Weapons and Tactics) just to handle these types of calls promptly and efficiently. Remember, looking at things the right way can make all the difference.
Next week we'll finish up this series with a couple more helpful items.
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Yard Signs that Keep on Giving!
When your crew is on the job site a standard practice is to place a company yard sign in a very conspicuous location so all the neighborhood can see that your company is installing some awesome looking gutters on their
neighbor's house. Well, why not do what the real estate people do...leave a supply of brochures for the neighbors
to peruse when you're done and gone?
Simply ask your customer if it is okay to leave the sign up when your done and that you will be back to take it down in a few days. A tube or small box attached to the sign with your flyers/brochures inside will allow you some free target marketing.
If you don't have brochures/flyers, company logo, yard signage consider Gutter Graphics as a source for all that. Check them out at GutterGraphics.com
Call Ross if you have questions 9-5 M-F (EST) at 616-425-8198
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Installation Tip
Dissimilar Metals
When installing gutters it is important to make
sure that if either the drip edge or fascia are metal
that they are the same material as the gutter. If
aluminum gutters are installed on steel drip edge or
fascia electrolytic corrosion (Electrolysis) occurs due
to the dissimilar metals being in contact in the presence
of an electrolyte, such as water (moisture) containing
very small amounts of acid. The dissimilar metals
set up a galvanic action that results in the
deterioration of one of them over time causing
damage to the customers home.
Another common installation issue is aluminum roof
straps on a steel roof. We recommend any time
dissimilar metals are in contact with one another
that a barrier is used. A good material to use on the
gutter is window tape making sure to cover any area
the two different metals come in contact. For a roof
strap install on a steel roof we recommend using
butyl tape any where the two different metals
come in contact.
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CLICK HERE TO VIEW THE SAFETY TIP FOR THIS WEEK
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Each week we bring relevant information on 3 subjects that are pertanent to Gutter contractors; Sales/Marketing, Installation/Production & Managing your company. Also we provide a weekly Safety Training Outline to help you comply with your Local, State & Federal safety regulations.
We are excited about bringing this informative newsletter to you and hope that you enjoy it. If you have question we can help you find the answers
Sincerely,
Tony Cobb
National Rain Gutter Contractors Association
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Quote of the Week
The price of success is hard work, dedication to the job at hand, and the determination that whether we win or lose, we have applied the best of ourselves to the task at hand."
Vince Lombardi
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Professional Gutter Contractors helping Professional Gutter Contractors!
nrgca.org/forum
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Would you consider going on a Carribean Cruise ?
What could you learn from 40 to 50 other Gutter Contractors?
The NRGCA is checking to see if there is enough interest to make it happen!
1. 4-5 Days or 7 Days
2. Jan or Feb 2010
3. West Coast or Carribean
tony@nrgca.org
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Just a little humor
