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Talk to EVERYONE
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Check Out Nick's New Book On Amazon |
Looking for a free way to
advertise your business? You are thinking, yeah, word of mouth, right?
Sure, that’s great. But, you probably are thinking word of mouth in a
sense of customers telling their circle of friends. You are probably not
thinking about your own mouth. I have a story to tell you that will show
how an opportunity could be lost in the blink of an eye. My boyfriend Dave is a subcontractor for a mason. He used to work with his brother, who has a construction company. There is a difference between these two brothers, which is the reason they no longer work together. One is social the other is not. The other day, the pair was at Lowe’s browsing the electrical section. Dave is opening a bike repair shop and was looking at breaker boxes to put in the garage. His brother said he’d help him install it, so he tagged along. While shopping, a middle-aged woman joined them in the aisle, not really sure what she was looking for. She started talking about having to put a phone line upstairs, and something about her father having to come and live with her because he is sick. Dave started to talk to her about the situation, but his older brother hushed him, saying, “Be quiet Dave, you don’t even work with us anymore.” Dave looked over at his brother disgusted, but continued to talk to the lady. I am not sure if they really answered her question about the phone line, but once she found out Dave was opening a bike shop and his brother was a contractor, she said that her two sons have motorcycles and that she also was looking for someone to put in a ramp at the house. Dave gave her a business card for the bike shop. Mike said, “Oh, I don’t have my cards on me, Dave, write my name on the back of yours.” Who should hush whom? That woman could have walked right by them after being ignored, but because Dave has some networking skills (he got it from me!), he landed two potential clients and maybe a job for his brother. Mike would have shrugged the woman off. What would you have done? Hopefully the first choice. I was told that story over coffee when the boys came back to our house. I was appalled that Mike hushed his adult brother, but more appalled that he had no cards with him. As a contractor, you should always be thinking about work. What this story brings up is that every single person that you meet can be a customer. After all, everyone lives somewhere, right? The person eating lunch next to you at the local diner, the person who cuts your hair, the person who pumps your gas- all may need something done. Talk to everyone. Imagine people as projects. A new roof just walked by. A paint job just asked an employee where aisle ten was. A remodeled basement just left the store. Drive your company truck around when you can, even if not working and wear company attire. This way, if you don’t feel like talking one day, someone may talk to you. Listening skills are even more important. Sometimes it is just not appropriate to talk to someone, or they may be no good way to spark a conversation. What worked with the woman in Lowe’s was that she was confused and needed help. If you overhear a couple talking at the grocery store about what to do about that leak- you can say, “Hey- I happened to overhear that you were having some leaking problems- I’m a roofer. My name is Ron…” Or, maybe you’ll hear someone shouting on her cell phone about “that guy’s estimate was outrageous…” When she hangs up, approach her. “Ma’am, what were you getting an estimate for…My name is Steve and I own a small construction company…” Keep an ear out for opportunity, and don’t be afraid to talk. Have your friends and family do the same. I am Dave’s biggest networker. For example, Dave’s bike shop will not be open until spring, but I made sure he had cards made now. Not so much for him, but for me. I talk to everyone! I struck up a conversation with the man behind the counter at the UPS store, and found that he and his sons are avid dirt bike riders and he is getting fed up with a local ‘big guy dealer’ and would love to find a new place to get parts and service. Since I also carry cards, I got Dave another customer with three dirt bikes. The same goes with being a contractor. So, hang out in the aisles a little longer when you go to your hardware store. Browse. Listen. Talk. Network. This is a free way to gain new business. After hearing my spiel, Mike admitted to me that he really should start to talk to people. And carry cards. I told him to hush. Construction Estimating Software |
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