Spray and Pray. Is that your marketing strategy? If your marketing is not laser focused on that ONE ideal customer that big wide net is going to drag in all those crappy leads that just want to beat you down on your price. Don’t you have enough of those? Today I’m in the hot seat when I get interviewed by Tony Booth on The Contractor Coachcast Podcast. We talk about my new eBook: 7 Simple Steps To Get More Quality Leads For Your Roofing Business and we focus in on How To Identify Your Ideal Customer.

What you’ll hear in this episode:

• Dave’s background in the family roofing business: how a business consultant turned it around
• The most challenging aspects of roofing and construction: selling, producing, and keeping score
• The most rewarding aspect of construction: having flexibility in the day-to-day operation
• The targeted approach to identify the ideal customer
• Target marketing: the Who, What, Where, and Why
• “The riches are in the niches.”
• The 20/80 rule: 20% of your clients make 80% of the profits
• “Mr. Big”—the ideal customer
• The checklist screening process for clients
• Why contractors have a hard time saying NO
• Sufficient lead flow=you can pick and choose clients=YOUR target market
• Fine tuning leads to get to the ideal customer
• Getting started: Who is your favorite kind of client? Who is most profitable and enjoyable to work with? Who causes you the most problems?
• Show the client why you provide the value
• How to find and contact your ideal customer: Where do they hang out?
• Why Dave started The Roofer Show podcast
• How Dave helps contractors through mentoring and coaching
• How Dave likes to unwind, relax, and recharge
• Dave’s parting advice: “You can’t do this alone. You have to have good people and good systems if you want to grow your business. Treat your employees well because you can’t do it without them.”

Resources:

Tony Booth episode #17

The Roofer Show (Find Dave’s ebook, 7 Simple Steps to Get More Leads and the free download, The One Page Business Plan)

Email Dave: [email protected]

Check out Tony’s website: Contracting Coach

Email Tony: [email protected]

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