Contractor Growth Network

Tim Brown, owner and lead strategist at Hook Agency, is the guest on today's episode. He's here to talk about his Minneapolis-based marketing company and how their approach of using persuasive website design will help you make your website a traffic magnet.

In this episode, we talk about...

• How having a trusted marketing advisor can be indispensable for smaller and newer companies.
• Getting quality leads for roofing companies through website traffic -it's better to get fewer leads that are all quality, rather than lots of leads that won't go anywhere.
• Developing a good sales process so that you can take advantage of your leads. And how learning how to sell teaches you communication skills that you can apply to all facets of your life.
• Making your website persuasive by quickly building trust with the customer, using empathy when you design it (design it with the point of view of the consumer in mind), and clear calls to action.
• Remember when marketing that it's not about the roof or how great your company is -focus on the emotional benefits that your customer will feel if they become your client.

Links to resources:

Contact Tim Brown: [email protected]

Roofing SEO Tips: https://hookagency.com/roofing-seo-tips/

Get Help with Roofing Website Design: https://hookagency.com/roofing-web-design

Get Roofing SEO Services: https://hookagency.com/roofing-seo

To join the Facebook Group: Common Sense Contracting For more Contractor Growth Tips visit https://fullsailmarketing.com

If you're a contractor who is just starting out, you're probably tempted to market yourself as being able to do anything. But, this often means customers will not want to hire you for higher-end work. That's why providing fewer services actually makes you more money in the end!

In this episode, we talk about...

• How being specific with the services you provide gets you more work.
• Why clients are willing to pay higher prices to contractors who specialize in only a couple of services.
• How focusing on doing one or two things well boosts your efficiency, and therefore your profits.

Links to resources:

To join the Facebook Group: Common Sense Contracting

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

It can be tempting to cast a wide net by marketing yourself as a jack-of-all-trades in the hopes of reaching more customers. But this is a scarcity mindset that typically comes from a fear of missing opportunities, and it won't benefit you in the long run. In this episode, Chris and Logan talk about the importance of niching down your services to attract better clients and operate with peak efficiency.

In this episode, we talk about...

• Why your business needs to be clear and specific about what you do and who you serve.
• Reasons why trying to be a "one-stop-shop" end up frustrating the customer and hurting your business.
• How to market your business as the kind of business you're shooting for so that you'll attract the kinds of customers you want.

Links to resources:

To join the Facebook Group: Common Sense Contracting

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

Effective marketing is the best way to make the sale as easy as possible. At the end of the day, you just want to hear them say "yes, I would love to hire you." Logan's here to tell you how you can change your approach to get more homeowners to say yes to hiring you!

In this episode, we talk about…

• At the end of the day, CGN is very sales-focused
• Breaking down the concept of micro-commitments
• The benefits of getting in front of people early in their research process
• What you can do instead of spending time with prospects on the phone
• People want to remain consistent

Links to resources:

Join the Contractor Growth Network Facebook Group!

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

Like most business owners, contracts have trouble gauging the interest of their prospects. One of the best ways to gain clarity is to use micro-commitments, those being, asking a small favor of your prospects. Something as small as asking your clients to fill out a survey is a micro-commitment. Logan and Chris are talking about this high-level strategy that will either get people to invest in you more or weed out the tire kickers!

In this episode, we talk about…

• Breaking down micro-commitments and some examples
• Differentiating between micro-commitments and the foot-in-the-door
• What micro-commitment gives to the contractor
• Why contractors get caught up with people that aren't the right fit
• Trouble follows if you choose not to pre-qualify
• Putting your family in the back seat
• Processes give contractors many new opportunities
• How to become a leader that people trust enough to make micro-commitments
• Chris's first-ever sales call that wasn't worth the time

Links to resources:

Join the Contractor Growth Network Facebook Group!

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

Clients should be excited about calling you as a contractor. So, how do you fuel that excitement? Well, Rome wasn't built in a day, but Logan is here to tell you why you should get people excited about reaching out to you so you don't have to spend the rest of your life doing the opposite!

In this episode, we talk about…

• People don't buy when they are frustrated
• Not everybody that takes their time is a tire kicker
• Show that you're the industry leader in your area
• Having a process goes a long way when building trust
• You are coming up with your own numbers
• Join the Facebook group to grow your contracting business in a smart way!

Links to resources:

Join the Contractor Growth Network Facebook Group!

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

Those of you in sales are no strangers to rejection. There's only so much rejection that one person can take before it starts to take a toll. Logan and Chris are talking about rejecting rejection upfront by eliminating the tire kickers. Stop wasting your time!

In this episode, we talk about…

• Chris's mindset when he knows that he is being rejected
• How Chris handles rejection moving forward
• Selling does not necessarily have to be a numbers game
• The issue that sits at the root of all contractor problems
• Honesty saves everyone time and hassle
• Recognize when they are giving you a cop-out answer
• What Chris absolutely hates in the sales game
• Salespeople can only take so much rejection
• You need to have a process for everything
• Know when you are not a good fit for certain clients

Links to resources:

Join the Contractor Growth Network Facebook Group!

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

Trust is something that is not easily gained, but when it comes to sales, is the most important part of the process. If you want to sell, you have to build rapport with your prospects, and if you want to build rapport, you need to gain their trust. Chris Livingston, Director of Sales for CGN, is back in the house for today's episode. Logan and Chris are talking about how to build rapport with your clients the right way and the wrong way!

In this episode, we talk about…

• How Chris connects trust with building rapport
• The feeling Chris gets when his reputation precedes him
• What Chris's military experience taught him about silence
• Breaking down your responsibility in sales when it comes to rapport
• Reasons that Logan doesn't like focusing on rapport stuff
• Methods that Chris uses to build rapport
• Rapport can be built at different stages of the process
• Why people don't want to buy from a friend
• Emphasizing the importance of rapport throughout the process

Links to resources:

Join the Contractor Growth Network Facebook Group!

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

The point of bringing in leads isn't simply to bring in as many as you can but to focus on quality over quantity. Logan uses the 3P method to bring in those high-quality leads for his clients. Today, Logan is here to tell you about his client Joe from Capstone who is seeing results almost immediately!

In this episode, we talk about…

• What CGN wanted to do for Joe on his website
• Joe understands first-hand that water inside the house is a real problem
• Tapping into people's emotions when selling your services
• Walk them through emotion, process, and price
• Use your social media to build a following around your business

Links to resources:

Join the Contractor Growth Network Facebook Group!

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com

The aim of your marketing should be to make your sales process as simple as possible. Instead of Logan, we get to listen to Chris Livingston, the Director of Sales at Contractor Growth Network. This is part 1 of Chris's 8-part series on the direction of sales. Today, Chris wants to talk about chasing a client that has gone into witness protection and how to cut out that chase to take your sales to the next level!

In this episode, we talk about…

• Marketing gets you all the way to the 1-yard-line or a big shot off the tee
• The aim of marketing is to make sales unnecessary
• What to think about in order to make your marketing more effective
• Reasons that people are resistant to talk to salespeople
• 3 things that we bargain on price in western culture
• Why it's important to get to the motives of a prospect
• Recognize your responsibility to those that you call tire kickers
• 2 methods that Chris uses to get rid of the tire kickers

Links to resources:

Join the Contractor Growth Network Facebook Group!

Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com