Contractor Growth Network

David Carroll, founder of Dope Marketing, joins Logan to talk about how EDDM (Every Door Direct Marketing) is not just viable solution, but could be crucial to grow your business in 2021.

Welcome to Contractor Growth Network. CGN is your #1 source for marketing and sales tips, marketing advice, and sales tactics for independent contractors. We understand that running a contractor business is tough, Contractor Growth Network is here to help you grow your business in 2021.

LINKS:

Website -

www.contractorgrowthnetwork.com

Join our Facebook group -

https://www.facebook.com/groups/commonsensecontracting

Instagram -

instagram.com/contractorgrowthnetwork1

Apple Podcasts -

https://podcasts.apple.com/us/podcast/contractor-growth-network/id1422064411

Spotify -

https://open.spotify.com/show/5cnu4nNhT2DcaMepbwJxGQ

Dope Marketing, Dave Carroll, Direct Mail Marketing, EDDM, 2021 Marketing Strategy

Being able to quickly build trust with a buyer is a skill contractors need to have in order to close more sales. Each situation is different, but there are some strategies to keep in mind when you're looking to establish trust with a customer.

In this episode, we talk about…

• How there are two factors that need to be in place for people to want to do business with you: they have to know you and they have to trust you.
• Why trust is easier to establish when it's a referral situation -because accountability is at play.
• Why being upfront about your price on your website is actually a great way to get a head start building trust with consumers who find you on their own, without a referral.
• How customers can easily feel frustration and overwhelm at the beginning of the sales process, so if you can find ways to immediately alleviate that, they'll be more likely to trust you.

Links to resources:

Contractor Sales Academy

To learn more, join the Facebook Group Common Sense Contracting.

For more Contractor Growth Tips, visit https://fullsailmarketing.com

Full episodes are available on Youtube and all major podcast platforms.

We all know the taboo subjects to steer clear of with strangers are sex, money, religion, and politics. But as a business owner, you have to unlearn the habit of being afraid to talk about one of these taboo subjects: money. Being able to communicate price to potential buyers is incredibly important.

In this episode, we talk about…

• How at its core, a business is all about transactions, so business owners must be able to talk about price.
• Why sometimes business owners fear advertising their price in case someone undercuts them -yet, they shouldn't want to be the cheapest contractor around.
• How being transparent about your price from the get-go puts the customer at ease and takes the frustration out of the sales process.

Links to resources:

Contractor Sales Academy

To learn more, join the Facebook Group Common Sense Contracting.

For more Contractor Growth Tips, visit https://fullsailmarketing.com

If you enjoyed Part 1 of Logan, Chris, and Brad's recent Miami fireside chat, get ready, because we've got Part 2 for you today! In Part 2, the guys are digging deeper into those mindset shifts you need to make to level up. So pour yourself a beverage, settle somewhere comfy, and listen up, because this is a long one and you won't want to miss a minute of it.

In this episode, we talk about…

• Our takes on the biggest mindset shift contractors need to make to do better business (hint: the key word is ownership).
• How fixating solely on leads is not a useful way to grow.
• Why participation trophies get a bad rap: it shouldn't be all about the result; it's about the process.
• How to recognize that you have worth in the community and in transforming people's lives. And then how to not be afraid to translate that worth into earnings.
• The biggest mindset shifts Logan and Brad have made to level-up their businesses.
• Investments Logan has made in his business that helped him reach the one-million-dollar-business mark.
• The importance of getting your employees to buy-in to your vision and how much this can help your business and make your life easier.
• How to learn from contractors that are doing well -their success didn't happen by chance.
• How to be confident when naming your price, which can be tricky when you're charging an amount you couldn't afford yourself.
• How to sell off emotion -a remodel like an open kitchen is worth its price for all the memories families can create in it.
• The importance of confident, consistent, organic social media posting and why contractors sometimes feel afraid to post.

Links to resources:

Cameron Herold's book Vivid Vision

Brad's business Elevated Solutions

Brad's LinkedIn

Contractor Sales Academy

To learn more, join the Facebook Group Common Sense Contracting and check out the in-depth Facebook live webinars on this topic.

For more Contractor Growth Tips, visit https://fullsailmarketing.com

Picture a greasy-spoon diner. They have any food you could want for cheap -but it isn't fresh, or particularly good. No one goes to a greasy-spoon diner when they want quality food. It's the same thing with your contracting business. If you cast a wide net and try to do it all, you'll only ever be able to charge low prices.

In this episode, we talk about…

• Why folks with higher budgets prioritize speed and quality over someone with lower prices who "does it all".
• How when you specialize, you're able to charge higher prices and attract the kinds of customers who are willing to pay them.
• How this all comes back to the scarcity versus abundance mindset that we often talk about.
• How, when you niche down, you have to be prepared to tell people no.
• Why when you're in the process of narrowing down to your preferred niche, you need to present yourself as the specialist you want to be.

Links to resources:

Contractor Sales Academy

To learn more, join the Facebook Group Common Sense Contracting.

For more Contractor Growth Tips, visit https://fullsailmarketing.com

Full episodes available on Youtube and all major podcast platforms.

Did you know there's something most contractors do when advertising themselves that they shouldn't? Many contractors say things like, "we do it all" or use vague terms like "high-end" without further specificity -but this is a big mistake. You have to be extremely specific and clear about what services you provide and to whom.

In this episode, we talk about…

• How you'll get a lot of unwanted phone calls and inquiries when you're not clear about the services you do -and don't- provide, which waste both your time and the consumer's time.
• Why you need to put yourself in the mindset of a consumer when you lay out the services you provide. You need to be extra clear for them to understand.
• Why the two key ingredients to sell are confidence and clarity.
• Why a "one-stop shop" mindset often comes from a fear of scarcity in the market and can lead to fewer customers. However, there are exceptions to this rule.

Links to resources:

Contractor Sales Academy

To learn more, join the Facebook Group Common Sense Contracting and check out the in-depth Facebook live webinars on this topic.

For more Contractor Growth Tips, visit https://fullsailmarketing.com

Logan and Chris are in Miami having a fireside chat with Brad Akers, owner of Elevated Solutions. Brad's business is very similar to Contractor Growth Network but aimed specifically at roofing contractors. The guys are discussing the idea of conviction as it applies to contractors. When you have an unwavering belief in what you do -and that what you do has a greater impact- you will achieve so much more success all through your process.

In this episode, we talk about…

• Why you should sell with conviction -How when you know your service can make customers happier and their lives better, you are obliged to convince the customer to go forward for their own sake.
• How to use your conviction to convince customers who are objecting to price without falling back on shallow justifications.
• How to spark emotions in customers that will make sales transformational rather than transactional.
• How conviction at each step of the process transfers abundance to the next step. So, if you have conviction in your marketing, you will have more leads, and so on.
• Why humility doesn't necessarily apply to situations where you're trying to sell something. If you have conviction that you are the best at what you do, you need to let people know.
• How conviction in leadership trickles down to the whole team and makes the business move forward ten-fold.
• Why digging deep to find a "why" for your business will help strengthen your conviction.
• The importance of work-life balance and spending time with family to both Logan and Brad, and how that drives their businesses.

Links to resources:

Brad's business Elevated Solutions

Brad's LinkedIn

Contractor Sales Academy

To learn more, join the Facebook Group Common Sense Contracting and check out the in-depth Facebook live webinars on this topic.

For more Contractor Growth Tips, visit https://fullsailmarketing.com

Last time on the podcast, we introduced the topic of micro-commitments. This concept is basically having a process in place that does some of the work for you in filtering out people who aren't a good fit for your business. You may not realize it, but if you're in trouble if you aren't utilizing micro-commitments.

In this episode, we talk about…

• How micro-commitments are a great way to pre-qualify leads, which will save you time in the long run.
• All the other ways you can spend the time that you save by getting people to go through the little processes you set up.
• How your time-saving from setting up these processes actually compounds over time, saving you more time -and earning you more money- in the future.
• Examples of scenarios in which the guys found themselves without those micro-commitments in place, and how their time was wasted!

Links to resources:

Contractor Sales Academy

To learn more, join the Facebook Group Common Sense Contracting and check out the in-depth Facebook live webinars on this topic.

For more Contractor Growth Tips, visit https://fullsailmarketing.com

Are you using micro-commitments as part of your sales process yet? These are essentially small favors asked of a potential client, such as asking them to fill out a survey or watch a video, to both gauge how committed they are in moving forward with you and to help ease them into making bigger commitments down the line.

In this episode, we talk about…

• The psychology behind using micro-commitments to build loyalty.
• Why you want to start on a smaller scale with potential clients to allow them to test you out while you prove your worth to them.
• How micro-commitments also work to help you pre-qualify people so that you're not wasting your time.
• How the concept of "foot in the door" refers to a slightly bigger commitment, which is the next step after micro-commitments.

Links to resources:

Contractor Sales Academy

To learn more, join the Facebook Group Common Sense Contracting and check out the in-depth Facebook live webinars on this topic.

For more Contractor Growth Tips, visit https://fullsailmarketing.com

You may think you can handle rejection, but no matter what, we can all only take so much rejection before it leads us to unnecessarily question our process. The best way to avoid rejection is to whittle down the number of people who will likely say no before you even talk to them.

In this episode, we talk about…

• How to use process, price, and education to pre-qualify leads and weed out those who might reject you.
• Why if you fail to define why you're unique, all the power is going to rest in the hands of the homeowner.
• Why you need to get your information out there to let potential customers know what it's like to work with you.
• How you don't want to take things to the other extreme and make yourself seem so exclusive that no one will feel like they can work with you.

Links to resources:

Contractor Sales Academy

To learn more, join the Facebook Group Common Sense Contracting and check out the in-depth Facebook live webinars on this topic.

For more Contractor Growth Tips, visit https://fullsailmarketing.com