I just started my own company just last year I do very high-end custom finishes what’s been working for me is just sending pictures and small videos to homebuilders and general contractors showing them what I can do and offering them to walk any of my job sites I have gotten every single job like that.
Have you tried using a software tool to make this easier and to scale this up for your business? This is kind of a shameless plug here, but I built a mobile app called Field Rocket where you can upload pictures & videos, and it posts it to your website automatically and formats it into a link that you can send out to people, super simple & easy process. We used it for my Dad's HVAC business, and we doubled his business from $493K in revenue to $1.2M in revenue, and sold it last year for $1M. The app was a huge reason why we were able to do that, and promoting the work he was doing and getting a better online presence really helped us get in front of new customers and land new jobs.
I would walk off so fast if you adjusted my commission to lower for larger jobs. That is a GIANT red flag for sales jobs. That's just robbery. If I couldn't leave for some reason, I would never ever sell those jobs. I would reduce any job to the higher commission rate. You use commission and bonuses for adjusting your numbers. If you want higher profit margins, offer an additional commission on (estimated) profits over a certain percentage. Say a 50% split on profits over the 30% net profits. This would push your margins up substantially.
Agreed. Thanks Mark, This is great. I wonder how this works on top of other lead generation apps like field rocket. field rocket has worked great for us, leads that come through are pretty good quality, but we want to accelerate things even more. Want to get 5 more trucks on the road lol
Mark, as usual amazing stuff! I completely agree with the base + commission and having the base be enough to live but not enough to be comfortable. We are looking to hire our first salesperson and that has been the hardest part is the compensation plan.
Awesome video Mark and team, a lot of great advice. So glad you found a new location on a main road and can’t wait for the next video. Should do more videos like this 💪🏻👍👍👍 have a great dang day keep fencing
I live in a population of 15000. I am one of a small handful of landscaping companies in town. I use google, really only to post pics and so people can rate us. Otherwise, i just try to make sure i am polite, clean appearance, clean equipment, clean worksite, quality work, and i make sure i am the first and last landscape company working for the day. Bonus if the competition sees you working harder. After that word of mouth moves mountains. 3 years in, and i am a year out on booking. And we have a wait list for our mowing side. Advertising on your truck and trailer is smart also. Rolling billboard that you own. And i finally get to hire help this year.
Great channel and really good tips. I just opened my GC company in Jacksonville Florida (All Green Construction LLC), I got my contractors license this past year and have been slowly getting the ball rolling.
Just stumbled upon your videos and enjoy the business talk. We just brought on a commission-only outside sales person and I believe it will work out well. Paying him on gross and like you said, they're in charge of the project from start to finish. As the owner I go over the bid before we release it. I also agreed with your other video regarding giving customers a broken-down quote. NO WAY. walk away if they want it. It's only the beginning of the headaches if you work with them. Don't be afraid to walk away from an opportunity. More will follow.
haven't listened yet but #1 is still word of mouth and it only costs you doing a great job (could be a simple question) for every person who contacts you. not every contact is a job but every contact is an impression on whoever reached out to you.
Excellent. Thank you. 1. How are initial customer inquiries handled? 2. If you want your business to explode... STOP making your salesmen PM's. When a salesman makes a sale, he'll stop selling and focus on the PM duties. A salesman's job should ONLY be generating new business.
Thanks for all your vids, I'm excited to start diving into the others. Couple things that you could cover related to this are how you actually selected the marketing pros that you work with? What were you looking for or what sold you on those particular individuals? Also, how much can one expect to pay for these services? And when you say you need cash to start and scale, how much we talking? And did you secure that with financing or from what you were able to amass from previous businesses? I've been bootstrapping my contracting business and it's been growing, but pretty slowly. No employees or physical location so my expenses are very low and I can afford the slow growth, but it's time I start looking to make some real money!
I’m curious about the billboard advertising. Can you explain a bit about how the conversation went with the billboard advertiser in regards to cost, location, and type of billboard?
Thanks for this Video! I was wondering all these things. Last year I was spending a lot of money on google and getting almost nothing back. We only had two reviews this year we focused on getting those reviews and we haven’t had to pay anything and phone keeps ringing! Great info!
I’m not sure what you mean by cheated because if we are all agree on the rules of the game before we start playing, there’s no cheating. Focusing on small jobs could mean you worked your tail off for very little money and pass up on a multi million dollar project that could pay out six figures even at a reduced commission. That seems like a fools move to me.
Just curious who you have to do your ads? i just started my company and i have spent a lot of money to get on google but i'm not getting any results. Would you mind sharing?
In Tampa Florida - how do you recommend marketing an established GC established with website etc. Want to go after design & build residential projects & larger remodels $200k+
I’m in Alabama and we have done very well getting work and growing the business. We have been eager to grow even more and are now getting into the distribution side of things. A lot of the big fence companies we compete with refuse to buy from us even though it’s cheaper for them because they say we are getting too big. Do you have any advice on getting sales up on the distribution. We are currently working on launching something with Amazon but I’m not really optimistic on that end.
Thats been our experience too. focus on the small contractors that really need you and the homeowners. You may see the big guys trickle over but if not don’t be surprised.
All we can tell you is that it was great for brand recognition, but we don’t know what our conversion rate is on it because not everybody called the minute they saw it and use the phone number on it. Tracking the ROI is near impossible but we did not renew this year and decided rather to put that money into Google Ads.
They would get a base salary plus a percentage of the gross. Let’s say they’re base salary is $48,000 a year and they make an additional 1% on the gross of every project they sell so $100,000 job they would make an extra thousand dollars.
I own a general construction company in Asheville NC called Little River Development. Everything talked about in this video are all great things that I will definitely start implementing. I Definitely have a large skill set for being in the field and dealing with all different trades and scopes of work but the office aspect and management part is definitely something I want to hire the right professionals for... salesman.... marketing etc that can bring even more work.
Hello, what pay structure do you use to compensate your salesman small jobs and large jobs? I’ve been working with someone who owns a land clearing business and have approached him about starting selling jobs for him. It’s the only way we’re gonna grow the business. Trying to figure out something that would be fair for me and him.
Super solid vid man!! Currently in the very very initial phases or seed stage if you will, of window installation start up in statewide NC (new re-location). Am a Previous PM for a GC in Connecticut. Going full gas pedal with my father in law - (previous GC founder for a DBB construction co in Connecticut) on this venture. Trying to learn everything I can to get things really rolling from basic SMM lead gen to heavy email listings; would love to speak with someone who’s made it happen already and pull any wisdom I can! Do you offer any sort of POC for a 10 min consult or have any webinar action going? Appreciate you and your team ton! Can share contact info if you guys are open to it! TIA
They can make more doing what they do than trying to build fence on the side. That's not their idea of a fun time. Also (not trying to sound snarky) if we don't trust people, we don't hire them.
Thank you for always well-made and thought-provoking content. By customary definition, those who buy things at the supply store in Wyoming are "customers." Those who receive your services are "clients." What you are showing in the video mainly assists persons who are actively searching and I'm sure that is the primary target. Additionally, however, for relatively short money, radio advertising becomes a proactive suggestion for those not necessarily searching at the moment, perhaps considering, maybe haven't had the time to search, or will remember the name when the need arises. It puts the name out there to everyone. It has proved to be a very successful way of advertising for many, something on an average of $10.00 - $12.00 return on each $1.00 spent in radio adverts. It may be worth reassessment, which costs nothing. Just a friendly suggestion. No wise-a** comments from me on this one. Dang!
We used to do radio ads, but even back then we didn’t feel like we got the return on investment we were looking for. I also feel like that has changed quite a bit now that more people are downloading music as well as listening to satellite radio.
I'm currently learning social media marketing and contractors are my target market. You mentioned that you get your leads by having your sales people drive around and talk to prospect. I was wondering if it's possible or will it be hard to get leads by social media marketing alone? Or maybe I should change my target market to something else? Thanks!
aaaaaaa he said St. Aug. We've been popular lately. I grew up on wildwood with the guy who started brock fence, granted I was a kid and he already had the business started. Now I do flooring, fencing, decking, drywall, painting etc. in St. Aug.
What is a client vs customer? A customer is someone who buys something, especially from a shop. She's one of our regular customers. A client is a person or company that receives a service from a professional person or organization in return for payment. A solicitor and his client were sitting at the next table.
Do you use a company or and individual to do most of your marketing. I am looking to hire someone to do exactly what you described but i have been struggling deciding on who to use.
We hired somebody that specializes in fence related paid ads on Facebook and Google. That is all that company handles. This is important because they learn the keywords and phrasing that are so vital to making ads perform well. We use another company that handles our SEO and they have absolutely 100% been worth the money. Without them we would still be poorly ranked. They also specialize in nothing but fence companies. So my big advice there is find somebody that specializes in your trade and only your trade to work on any of these items.
