Contractor Growth Network

In the land of contractor sales objections, there is one objection that stands above the rest. “You’re too expensive.” You’ve heard it a million times. Whether it’s the slow no or straight up, they have a problem with spending that kind of money on a kitchen instead of a really nice car. There are three reasons that people have a problem with your price, and Logan is going to break those down for you in this episode!   In this episode, we talk about… The problem with being too expensive to homeowners Comparing your service to other things at the same price point Recognizing your real competition at your price point Making the buying process as easy as possible on the customer When there is not enough pain for someone to move forward   Links to resources: Comment “Contractor sales objections” below! Full Sail Marketing Giveaway Full Sail Marketing Facebook Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com  For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

Sales. Sales. Sales. That’s the name of the game in the contracting game. If you can’t learn to sell, then you’ll always be stuck on Hope Island, waiting on potential leads, only to get ghosted all the time. Logan and Alex are breaking down the SHIN FU process from the fellas over at the Contractor Sales Academy. Tom, Steve, and Derek teach the SHIN FU as a part of their sales program, The Bridge, to help contractors stop wasting their time on customers who aren’t serious about working with them. Bring respect to your trade and yourself. Learn the SHIN FU so you can stop getting ghosted by customers and start utilizing your time in an efficient manner!   In this episode, we talk about… Defining the SHIN FU process and how it started How the SHIN FU pre-qualification saves you time Digging down to someone’s deeper reason for why they need a contractor Setting the expectation upfront so they know what they are looking for Figuring out someone’s budget over the phone All you want when you go out to a prospect’s house Why everyone ghosts everyone when it comes to sales Speaking to all decision makes so you do not waste your time Using the B.S. Meter to weed out the window shoppers Making the clients feel like they are in control   Links to resources: Contractor Sales Academy Full Sail Marketing Giveaway Full Sail Marketing Facebook Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com  For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

Just like when selling anything in the world, it is important to remember that every person is unique and different. That means that each person has their own motivations behind any purchases that they make. Logan and Alex are here today to tell you why you must sell differently to different types of customers. Buying a candy bar is simple, but buying a new kitchen goes so much deeper. You need to understand everyone’s why!   In this episode, we talk about… How people behave when they don’t want to be wrong Why promotional offers and referrals work so well Reasons that people are willing to spend more on the same thing Focusing on consistently great customer service   Links to resources: Marketing Revolution Full Sail Marketing Giveaway Full Sail Marketing Facebook Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com  For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

With all the great new advances in technology, it is important to stay up to date when it comes to your marketing strategies, as there are more and more ways to get in front of your customers. Logan has Spencer Powell with him in the studio today to discuss all things content marketing. Spencer comes from a long line of builders who have been in business for over 100 years now, dating back to his great grandfather. For the last 10 years, Spencer has helped hundreds of companies around the United States and Canada build better marketing and sales systems and turn their websites into lead generating machines that work for them 24/7. Now he is the host of Builder Funnel Radio with the goal of educating contractors on their marketing strategies. Sometimes it’s important to see things from a different angle and Spencer gives us just that!   In this episode, we talk about… Spencer’s story and how he got to where he is now Family business dynamics and separating personal from business Focusing on inbound marketing strategies compared to outbound Why you should be thinking long term with your marketing Recognizing when a lead is good for the future Pulling an audience into your funnel with video What topics and themes make sense to put out there Where to start with your content marketing Getting comfortable in front of the camera Keeping up with the constantly changing market Breaking down what it means to have a growth mindset in marketing   Links to resources: The Growth Mindset Instagram YouTube Google TikTok Check out Builder Funnel Radio! Find Spencer on LinkedIn and Instagram! Full Sail Marketing Giveaway Full Sail Marketing Facebook Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com  For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

Successful CEOs actually claim to read 1 book every week and directly attribute that habit to their continued success. It sounds like they might be onto something! Today, Logan is going to run through the top-3 life-altering books that he read in 2019. Well, he actually only read 2, listening to one on audiobook. Remember that if you are someone who just can’t get yourself to sit down and read!   In this episode, we talk about… Making sure that you are in the top 25% of multiple aspects of your industry Go for the positive in people instead of going for the negative Knowing how to differentiate yourself from others in your field   Links to resources: Traction How to Win Friends & Influence People Tools of Titans Full Sail Marketing Giveaway Full Sail Marketing Facebook Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com  For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

At the heart of your mission, whatever that mission may be, is your “why”. But if you don’t know your “why” or how to communicate that “why” to others, you’ll never be able to attract others to jump on board with your dream. Logan and Alex are going to walk through this month’s book for the CGN book club, Simon Sinek’s Start With Why, and how it relates to marketing for contractors. Dig deep and really get to know your “why,” because if you don’t know it then no one will!   In this episode, we talk about… Marketing your business so that clients and employees want to work for you Where your energy goes without a “why” Knowing what your customers want to hear about your “why” Reverse engineering from a place of fulfillment Digging different depths according to your position in the company Why you shouldn’t shoot for everything to be perfect Running through the 7 layers of “why” Why people may or may not like this book Next month’s book to read Comment your “why” below   Links to resources: Giftology Start With Why Apple Full Sail Marketing Giveaway Full Sail Marketing Facebook CGN Badass Book Club Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com  For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

Contractors seem to think that hiring a contractor is an easy decision, but it is actually quite a process.   Today, Logan is going to walk you through the three steps that every homeowner goes through when they are looking to hire a contractor. Deciding to hire a contractor is a big and expensive decision, so don’t expect people to hire on a whim. Everyone is waiting for the right time.   In this episode, we talk about… Identifying the wants and needs of customers in different contracting areas How people hear about you online and offline What customers are researching when looking for a contractor Staying in front of your leads consistently over time   Links to resources: YouTube Full Sail Marketing Giveaway Full Sail Marketing Facebook Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com  For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

As humans, we are all unique in our own way, but at the same time, we all essentially buy in the same way. That being said, contractors get so frizzled with their own sales and marketing process that they end up throwing a wrench in peoples’ buying processes. Today, Logan and Alex are going to walk you through some scenarios to show you how selling and marketing in the same fashion that you buy will help skyrocket your sales. Your true competition is not so much the other contractors but anything else that the customer car could buy for the same money. So, stick to the basics and make it easy on both of you!   In this episode, we talk about… From beginning to end when it comes to buying a new car How you need to build a high-end brand Continuously getting in front of customers to play the long game Utilizing multiple mediums to push more content Finding a vehicle to stay top of mind for a long time Tapping into customers’ desired emotions with your content Marketing and selling at a lower price point Dealing with first-time homeowners Talking to the homeowner as the person who sets the price Avoiding salt in the wound when conversing with the customer   Links to resources: Ford Apple YouTube Full Sail Marketing Giveaway Full Sail Marketing Facebook Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com  For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

Well, it’s already almost a month into 2020, so, your new year’s resolutions should be well on their way to fruition. That same attitude should be true for the marketing strategies in your contracting business. Logan is here to tell you all about 5 marketing strategies that you can do from your phone to grow your business! If you are not putting out content and reaching out to past customers on a consistent basis, then you are not going to grow.   In this episode, we talk about… Taking before and after photos from every project Utilizing video to give customers an insight into what it’s like to work with you Two ways that you can ask clients for reviews Making sure to call past customers on a regular basis Subscribe to a marketing YouTube channel and a marketing podcast   Links to resources: YouTube Full Sail Marketing Giveaway Full Sail Marketing Facebook Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com  For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A

Having a successful contracting business, no matter your niche, is all about the ability to build trust with prospects and turn them into life-long customers. A great way to do just that is to speak at seminars, but those are vastly under-utilized. Logan’s guest today, Bryan Sebring, actually sold $400K worth of projects by using seminars to build trust with large amounts of people. Bryan owns Sebring Design Builds, a successful home contracting business located in Naperville, Illinois. Today, Bryan is going to tell you all about the successful processes that he has implemented in his company and how he pulls in a massive amount of new business from seminars.    In this episode, we talk about… Rebranding from services to design and build Changing your processes as the size of your company changes The importance of having someone or something to compare yourself to New challenges brought about when you change your processes Conducting educational seminars to address frequently asked questions Promotions that lead to high turnout for seminars Adapting to new avenues for contacting and communicating with leads Surrounding yourself with partners that are opposite of you Demographics that normally attend the seminars Aiming to assist with your seminar content Making yourself the authority in your field of work   Links to resources: Check out Bryan’s company website: https://sebringdesignbuild.com/ Full Sail Marketing Giveaway Full Sail Marketing Facebook Sign up for The Blueprint and learn the fundamentals of successful marketing, go to contractorgrowthnetwork.com  For more Contractor Growth Tips visit us on Youtube at https://www.youtube.com/channel/UCYrCSDrWwoa2jFZPJ0F5q0A