by tradesmeninsights | Jul 24, 2019 | Tips, Tradesmen Insights, Traditional Marketing
By Matt Sonnhalter, Vision Architect, Sonnhalter
The cost of acquiring a new customer can be up to five times greater than keeping an existing one.
Unless you have a unique product that no one else has, you have to compete with someone for the business, and part of that process is building good customer relationships.
Contractors, for the most part, are loyal as long as your product delivers on its promises and you don’t treat them like dirt. Bottom line is, if you treat them right, they’ll be customers for life.
Not only will they continue to be a customer, but they will become an advocate for your brand. Contractors talk to each other and believe me, if your product doesn’t deliver on its promises, word will spread fast.
Here are three ways to cultivate strong relationships with professional tradesmen:
- Stay in touch. E-mail is probably the best and most cost-effective way to this. Make them feel important, even if it’s a quick e-mail to say “thanks for your business” or a follow-up note from customer service after they helped out with a problem. It will pay off long term.
(more…)
by tradesmeninsights | Jul 30, 2014 | Marketing Tips, Traditional Marketing
We are all focusing on the next greatest product or making sales numbers for the month, but often overlook the very source of those sales.
Consistent contractor feedback is a key in establishing a long-term partnership. Let’s face it, we all have competition and contractors have choices. I think we are missing opportunities to cement relationships and differentiate our brands. When was the last time you talked to a contractor that didn’t have an opinion?
It doesn’t have to be a complex program and your field sales people can certainly help in this regard. Here are a few questions they should ask:
- What’s working – Find out what you’re doing right. Are they getting the tech support they need? Is customer service taking care of them in a timely manner? It’s a great way of finding out their level of satisfaction with you.
- What’s not – Here is your opportunity for you to find out ways of things that need to be improved. After talking with several contractors, you will find out rather quickly if a pattern is emerging.
- What can we do to improve our relationship – Show them that you are proactive. It might surprise you. Together you may identify new opportunities.
Of course, the info you collect will be worthless unless sales and marketing compile a spreadsheet of all answers to review, action items and process improvements. If you’re not ready and open to making changes, don’t waste your time or the contractors. When talking with tradesmen, there’s not a one of them that would love the opportunity to share insights. Wouldn’t you rather they share them with you instead of your competitors?
