You guys are on the money. You do have to be diffrent in marketing. Last year we created a porfolio of our work-hardscaping only- on a CD ROM. It was set up as a slide show of our work. We broke it down by raised patios, flat patios, retaining walls and the like. I met with over 100 prospects last season and only 1 did not own or have access to a windows based computer. People were very impressed with that disc even though the resolution was only adequate. We scanned in regular 35mm photos and lost some clarity. For 2001 we have gone all digital. We still used our portfolios during the intial meeting. We would leave the disc. It allows the prospect to look at their own pace. Beatuty is, they shared it with a co-worker, relative or neighbor. It is very effective. We had clients that want a copy of the 2001 disc with thier project on it. I guess they can show it to the friends.
In 2001 we are taking it a step further. We are using it as a business card. Costs us about $.50 each. We are going to give 100 each to our biggest suppliers. The also sell to the public and we get a tremendous number of referrals from them. We feel it will give us the edge going into the first meeting with the prospect over all the other companies.
We track all of our sales calls. We break it down into various segments:
and all other segs
from here we come up with total numbers for potential and revunue. We then break it down by segment. These numbers tell us where we can spend more or less money and or time in our marketing efforts.
How do you guys sell once you get that phone call your great marketing has brought to you? This is were we used to "drop the ball" on occasion. Now we have a brand new approach to selling. And, we have tripled our closing rates by eliminating the dredded "shoppers" and the other "time wasters".