To have a lead in the home improvement business is a difficult task to get through. In an interview with Dave Yoho and Associates president Dave Yoho himself regarding his experience representing different small size businesses for many decades since 1962, Yoho shared some tips in improving the presence of any home improvement firm amongst its competition.
Speak With Customers And Clients
It’s more than just free estimates and the lowest price, says Yoho. Contractors can differentiate themselves and stay on top of the competition by talking with prospective clients and asking them about their specific needs they might want to be addressed.
“If someone does not recognize what value people place on their personal time, they will do what everyone else is doing”. Yoho added that this type of connection will add a personal touch to every advertising effort and deepen the effectiveness of special offers.
“Contractors must be able to get something out of people they deal with and this is one of the secret weapons that they can use,” says Yoho, adding that roofers who have a perspective about the average lifespan of shingles in their area is a good example of this.
Listen To Your Clients
Of course, it is equally important to listen to potential customers. When they begin to talk about remodeling a basement and you suddenly interrupt them to talk about the high-quality drywall that you use, they set you up with all the others who are fond of using the high-pressure sales tactics.
If you listen to them talk, you will understand what their needs are.
Beware of Cycle Times
You must specify exact estimated processing times for orders to the customers. In the home improvement industry, there are many variables like weather, which can affect this. Yoho stressed that the contractors need to be organized so that they have accurate “cycle time” to do the job on time. In this way, the customer is happy, everyone is paid and the business gets a good reputation.
He used the example of a window replacement project.
“It could take from the day, when you sell it, until the day when you complete it, six weeks”, he says. “The work year could have 48 weeks with holidays and bad weather.”
If you share these numbers, you get a cycle time – the number of days that you need for the project to take into account all of your operating costs.
It is a simple formula to make your business more efficient and more credible.
Find a Smaller Target Market
Shrink an area in which you work as a building contractor, is a great way to stand out from the competition. A way to do this is by using the geographical identification of keywords you use on your website or social media.
If you use for example a keyword such as “Bathroom renovations”, you can narrow your market, by adding to a site, which contains “Bathroom renovations in Philadelphia”. With such technology, you can build stronger customer relationships in a more condensed area.
Consider Your Structure
If you get stuck with an inefficient supply chain or an accounting system that is not suitable for your handyman business, you have no time to work on the differentiation.
For this reason, Yoho recommends that a smaller company in this field who’s going head to head with the competition should always do some improvements throughout the entire company to become more efficient than others
“This should be done for the crew in charge in installation, the sales team, and even the people who work in the Office,” says Yoho and warns to use only proven methods, because they work.
To be open-minded, can get an advantage. Soliciting ideas on work each week from your employees is a good start.