digital marketing, Lead Generation, Lead Generation for Contractors, online marketing, SEO, service contractor leads

How to Close More Sales: Quick Strategies for Service Contractors

Try These 3 Strategies Now to Win More Business

Do you notice some of your competitors seem to stay busier than you? You may even know that they cut corners, use uninsured workers, or lower quality materials than you do. Wonder how they manage to get more jobs? First, it may simply be that they are investing more in advertising and lead generation. It may just be a difference in lead volume. If that’s the case, there are steps you can take to compete with them online. 

However, there are also immediate steps you can take now that are simple and effective. Competition among local service contractors is tighter than ever. How can you make your business stand out and stay “top of mind” with your potential customers? 

We’ve outlined three areas where you can have an immediate and substantial impact. Impress your potential customers and win more business by following these guidelines. 

1. Perfect Your Presentation

Your appearance: It may seem obvious, but first impressions really are critical. People often decide within seconds if they find you trustworthy. It doesn’t take much to win over your prospective clients. Always carry an extra clean shirt, a stick of deodorant, and a comb in your vehicle and spruce up before you pay a visit to give an estimate. If you’re a smoker, keep that clean shirt in a Ziploc bag and have a stick of gum handy. Last, don’t forget to greet your customers on time and with a warm smile.

Your pitch: Before you arrive to give a quote, call or text your customer to let them know you are on your way. This not only impresses them, but also reminds them to be there and ready for you. The team at 99 Calls vets the lead calls that our customers receive and we’re always amazed at the number of clients who have to call the contractors because they didn’t show for an appointment. If you end up running late, no big deal. It happens, but keep your prospects informed!

After you introduce yourself, and exchange greetings, be prepared to give a short pitch or elevator speech about yourself and your business. Successful business owners often let the customer know about their experience, any certifications earned, and other points that will put a customer at ease. Do you run background checks on employees? Are you going to be present at the job site? Let them know. If you have a reference list, give them a copy. Some contractors arrive with a 3-ring binder with photos of jobs they’ve completed. 

Demonstrate that you hear them: Be sure to listen and take notes when the customer is describing their issue and what they would like to do to resolve it. Be prepared to give suggestions on how the issue can be resolved in the most cost-effective and efficient way. Once they have shown you what they want to be quoted, be sure to ask questions to clarify your understanding. Then repeat to them what you heard so there is no miscommunication.

2. Polish Your Proposal

Quick turnarounds impress. Provide your prospective customer with a written (electronic) quote within 24 hours of your visit. If you really want to impress them and have quoting software, work up the estimate on your tablet right after you leave and send it in an email within an hour. If you really, really want to impress them, send a text message letting them know you’ve just emailed their quote! Be sure to include those finer details on the estimate that the customer brought up during the appointment.

Offer 2-3 choices. Rather than giving them the option to go with you or go with a competitor, offer 2-3 options for getting the job done. Order them in terms of cost, time estimates for completion, and complexity and give reasons why each could solve their problem. When giving 3 options, make the second seem the most favorable or the most valuable solution. People like to choose a practical solution, one that will save them money but still give them a quality product. Consumers are always searching for the best value they can find. Make it easy to choose yours.

3. Be Persistent

Persistence pays. Over 90% of contractors do not follow up on their estimates. They wait for the customer to call them. If you are telling yourself, “If they want the job done, they will call me.”, you are missing out on many opportunities! People get busy. They forget. The project goes on the back burner. What brings it back to an urgent issue? Often, either the item finally breaks beyond repair, or a contractor contacts them at the right time and gets the “yes”. How can you be that contractor? Follow up. By phone and email and text.

Yes, people are being bombarded every day with solicitors emailing and texting and the old 7-touch rule of sales may be overdoing it but people still need “touches” or reminders. A gentle nudge that they need the service done and especially that you’re the right person to do it can make all the difference. There is nothing wrong with following up the next day by phone to ensure they received the emailed quote. Then, send a quick text 3-4 days later to ask if they have any questions. Try again in 10 days to two weeks to let them know you’ve got some time coming up on your schedule. Most customers do not find well-timed follow-ups annoying. They often appreciate the reminders. And when they do decide to get the work done, guess which contractor is first on their mind?

On Getting More Leads

The steps outlined here are meant to be simple techniques that can be executed quickly. The results will be immediate. What was not touched on was potentially the most impactful (and most challenging) way to close more sales, which is to get more leads to bid on. If you close 25% of the jobs you bid on and you give quotes on four jobs per week, you’ll likely win one new job each week. Double your lead volume and you’ll double your sales. Here is more information on getting more leads by investing in lead generation

Business Website, digital marketing, Lead Generation, Lead Generation for Contractors, online marketing, online marketing costs, SEM, SEO

Why Aren’t My Clients’ Reviews Posting on Google Business Profile?

by Dipa Gandhi

Have you had your clients tell you they left a review on your business’s Google Business Profile (GBP) but when you look it’s not showing up or publishing? Many business owners and GBP managers are asking this same question daily.

We all know the importance of getting people to write and post great quality, positive reviews on your business’s GBP. You should continually encourage your happy customers to review your business. It’s understandably frustrating when you’ve provided an excellent service and a happy customer tells you they gave you a positive review, but it doesn’t show.

This blog will help explain why Google decides to publish some reviews and not others. For a refresher on the importance of Google reviews, refer to Part 1 of Google reviews blog series, https://blog.99calls.com/2022/04/01/importance-of-reviews-on-google-profile/). Here is a quick recap: Reviews on your GBP not only make your business stand out more, but also helps your GBP rank higher, add to a positive consumer experience, gain trust, and increase conversions. So when you have clients tell you they’re leaving or trying to leave a review for your business but it’s not showing up, it can be very concerning, and trust me, the SEO team at 99 Calls has also experienced this, so we can relate to your situation.

Google has strict algorithms in place to vet all the reviews. The purpose of this is to show search users true and factual reviews and block fake reviews. Unfortunately, sometimes good, legitimate reviews can accidentally get weeded out with the bad ones.

Some common reasons your clients’ reviews may not be showing up are:

  • Your business offers Wi-Fi that customers connect to and you’ve logged into your Google My Business account from this Wi-Fi.
  • The review contains a URL or phone number that is considered to be a form of solicitation or advertising.
  • The review contains a word Google doesn’t like, such as profanity, racial terms, hateful content, or offensive content.
  • You hired an SEO company to post reviews for you.
  • You have an onsite review station (iPad, computer etc.) at your location.
  • The user who left the review is located nowhere near you or has never physically visited your location.
  • Offering a reward or discount to a customer for leaving a positive review.

For more information from Google on restricted or prohibited content in reviews, refer to this link, https://support.google.com/contributionpolicy/answer/7400114#zippy=.

The next time your clients ask you why their reviews aren’t showing up even though they’re leaving them, check with them to make sure none of the above requirements are being violated. It is possible they are not following Google’s review policies.

Lead Generation, Lead Generation for Contractors, online marketing, SEM, SEO, service contractor leads

The Importance of Content for Lead Generation

by Devon Osborne

Updating your website and listings regularly with unique content plays a large role when it comes to lead generation. With online competition growing more year after year, businesses need to find more ways to set themselves apart and outrank the others. 

How Does Adding Content Actually Help?

Having an attractive website is only a small step when it comes to SEO lead generation. Google’s goal is to provide users with the most relevant and valuable search results. Therefore, it is recommended that content should be informative, valuable, credible, high-quality, and engaging. More information on the types of content Google values can be found here. Consistently creating relevant content is an incredibly important piece of the puzzle if you want to easily be found by prospective customers. 91% of people will not search past the first page of results. Therefore it is of utmost importance that your website is ranking highly on that first page.

Google rewards businesses that are regularly updating their website and listings with fresh content with higher rankings. When you add new content, Google will crawl your website, giving you the opportunity to increase your rankings each time you update it with quality, relevant content. This is not to say that you should go and make unnecessary, irrelevant changes or updates to your site, that is not what search engines are looking for. Adding relevant content also allows you to add more search keywords which is another great way to improve your rankings.

Search engines are not the only ones that want to see fresh content on your website, consumers do as well. Stock photos alone may look nice on your site, but before choosing someone to do the job, your customers want to know what kind of work you do. Content is a great way to show off your expertise and feature the awesome work that you do. When customers see this, it will help you stand out from your competition.

Examples of Good Content

When it comes to creating relevant content for your website, you may not know where to begin. We have identified a few simple ideas to help you out! 

  1. Photos of your work: Help showcase the great work you do with before/after photos. 
  2. Customer testimonial videos: Show potential customers why they should call you.
  3. Running a promotion: Who doesn’t love a deal? 
  4. Adding an “about us” section to your website: This is a great way to share your story and gain trust with prospective customers.
Business Website, Carpet Cleaning Leads, cleaning business leads, Commercial Cleaning Leads, digital marketing, Lead Generation, Lead Generation for Contractors, online marketing, SEO

How to Gain High Quality Reviews on Your Google Business Profile

Part 2 in the Series: Importance of Building High Quality Reviews on GBP

by Diane Lovine and Dipa Gandhi

We’ve learned the importance of having lots of high quality reviews on your business profile. More and more, business owners need to build a high volume of  positive reviews to help them rank online and stand out among their competitors. Reviews can make or break a business. 

The challenge is getting your customers to leave positive reviews on your site. 

Unhappy customers are ten times more likely to leave negative reviews about a business than highly satisfied customers are to leave positive reviews. How can businesses motivate happy customers to leave positive reviews for them?

Ask on the Spot

  1. Service businesses can equip their field agents with tablets that can be used to prompt customers to log onto their Google or Yelp account to leave a review on the spot once each job is complete. When customers are asked to leave a review sometime in the future, they often forget and it becomes inconvenient.
  1. Some businesses choose to hand out their business card after the job is complete with a QR code that takes customers directly to their Google Business Profile (GBP) link, or any other review site, to write a review. Providing a QR code is a quick and easy way for customers to leave a review.  

Make it Simple

  1. Some lead companies now offer comprehensive solutions for reputation management and can set you up on a system that automatically sends links to Google upon completion of each job. This is often a free or inexpensive add-on service as part of a business services package.
  1. Whether you pay a service that sends links to your customers or you send a link yourself manually, the name of the game is to make it as simple as possible for your customers to access your listings and provide a positive review. 
  1. Any time you can reduce the time spent looking for a citation or website to leave a review and eliminate the possibility of leaving a review to the wrong business, you’re increasing your chances of building more reviews. 

Follow Up

  1. It’s OK to send an email reminder a day or two after a job well done if you find that the customer has not left you a review. You might send another after a week or so. If you still don’t get a response, drop it for now. Persistence is great, but the last thing you want is to be a nuisance.
  1. Follow up in 8-12 months again with a nurturing email or a promotion to stay top of mind with your customer. You want them to remember you when it’s time to have more work done. This gives you an opportunity to win their business again and another chance to build your online reputation. Lead generation companies often provide database remarketing and lead nurturing as a part of their total business growth package. Ask your 99 Calls rep for more information if this sounds interesting to you.

Initiate A Process

  1. Be sure to request and store your customers’ information including name, email, address and cell phone number. Once each job is complete, send an email explaining that reviews are much appreciated an very helpful and include the GBP review link. Customers may prefer to leave a review on a different site such as Yelp or Facebook which is also great. Keep in mind timing is key. You want to be sure to send the email within a day or 2 after the job is complete so the customers initial reaction to the completed job is still fresh in their mind and is transmitted to the review accurately.
  1. Along with sending an email, you may be able to save your customers even more time by offering to provide a template of a review to eliminate additional steps of trying to figure out what to write. This would also ensure the customer leaves a quality review, with content and the type of service provided rather than just a star rating.

Challenge Your Employees

Another creative way of gaining reviews is to offer incentives to your field agents. Gamefy it by offering a prize for the employees who get the most  customer reviews. You don’t want to directly offer your customers incentives to leave a review on GBP as it is against Google’s policies, but an incentive for your field agent might achieve the same goal without violating Google’s policies.

No matter what method you use to gain reviews, your ultimate goal is to gain those positive reviews on a frequent basis to build trust, increasing rankings and ultimately get more leads. The key is to make it quick and simple for your customers.

Want a refresher on why it’s important to get reviews on your Google Business Profile?Refer to the blog from April on the Importance of Reviews on your Google Business Profile.

Business Website, digital marketing, Lead Generation, Lead Generation for Contractors, online marketing, SEM, SEO, service contractor leads, Uncategorized

Multiple Business Websites: Harmful or Beneficial?

by Diane Lovine and Danielle Giarrusso

What is the impact of having more than one website?

Does it increase your visibility online? Does it confuse your customers?

There is conflicting information about whether using a multiple domain strategy (having two or more websites) will hurt or help a business. Often, the information is based on assumptions about the content and setup of the sites. Here are the facts:

Some lead generation companies say that a second site is a bad idea. Here are some of the arguments that have been made against having multiple websites:

1.   “Having multiple websites produces duplicate content (a big no-no for Google rankings).”

Having two sites with very similar content (or the same content) is definitely harmful. You will almost surely suffer losses in your rankings for both sites.

However, if you have a lead generation site with entirely different content than your branded site, pages from each site have the potential to rank highly, which improves your odds for a more expansive online presence.

2.   “Promoting multiple websites will confuse your customers.”

When people search for the services you provide on Google, they don’t know about you. A lead generation site is built to rank highly and present you as an option to them. Most branded sites don’t rank as highly as lead generation sites but are useful to your customers who are looking YOU up online.

Once you get that lead (probably through your lead site) and establish contact with the customer, you’ll hand out your business card which will take them to your direct phone number and branded site moving forward.

3.  “Using multiple websites will divide your results, weakening your rankings.”

It is true that having one authoritative presence online is ideal. But if your one presence is minuscule, it pays to make a bigger splash. The 99 Calls team builds sites that rank for a variety of keywords in multiple locations, almost always outranking a business’ primary website. The expectation is that your lead site will rank higher over time, and your original site will stay the same.

Other instances when a second site is warranted include having multiple small offices within a state or region and having multiple products or services that aren’t quite related. In these cases, having a targeted site for each circumstance makes sense.

A second (and third or more) site would be beneficial when targeting various geographic locations if you have a physical address for each location. If this is the case, having a “microsite” for each satellite office is beneficial. Google loves to show businesses that are extremely local to the searcher.

A second site is also beneficial if you promote multiple unrelated services. For example, if you are a licensed remodeling contractor and you sell real estate on the side, it makes sense to separate those services into two sites so that you can better target each service.

4.   “Promoting 2 sites for the same business will cause you to compete against yourself.”

If you have the same headings or are promoting the same keywords in the same location on two different sites, you are probably competing with yourself.

Would you rather compete against yourself or your competitors? Adding a lead site gives you the potential to dominate the first page of Google, knocking a competitor back to page 2!

5.   “Having two websites will get you in trouble with Google.”

Not quite. Multiple listings in the same town for the same business is definitely problematic though! 

If you build listings, especially a Google Business Profile that use the same address or phone number for the same business, you are putting your online presence in jeopardy. You can only have one Google Business Profile in a given geographic location.

The bottom line:

If your primary website is not generating enough leads, hiring a reputable lead generation company that uses a second site for leads can be a smart strategy for growth.

A multiple domain marketing strategy is more expensive, but if the ROI is high, you are maximizing your marketing budget and your potential to optimize your lead volume! You may own a larger slice of the first-page real estate on Google and enjoy more inbound leads as a result.

99 Calls has been selected as a Google Partner and utilizes a unique SEO strategy to get businesses highly ranked in their local areas for the services they offer.