MY TIPS FOR
Business Owners PERSONALITY: If you don’t utilize this trait correctly, you have decreased your chances of winning the job, even though you may have ticked all other boxes relating to a successful outcome. (As there is too much to talk about on this particular subject, I have included a past article I wrote in 2015 in the magazine). WEBSITE: When a client is searching for a contractor they want to know as much as possible about that business. Unless someone has recommended and given you a high approval rating, they have to source you in some other way. Once found, having a website can provide abundant information about your business. A client needs to know things like company information, customer testimonials, picture gallery, guarantees, what products you use, contact numbers, etc. All this information will help ease their mind that they are choosing a reputable company. ANSWERING SERVICE: A second party that can answer your phone professionally in your company name if you are unavailable, is far more personal than an automated recording. A client is more likely to leave a message to someone that is actually conversing with them than having to talk to a machine. There is only a small cost to this service but it far out-ways the possibility of losing a prospective client. LETTER DROP: This is a great way to promote your business around the areas you are working in; and the best part is that
12 | Aussie Painting Contractor
it’s free to do. I have two introductory letters that you can use. Just email me on jimbaker@notjustapainter.com.au and I will send them to you. DATABASE: It takes a lot of time and effort to gain a client from an advertising source. So keeping a record of all your clients is one of the most important factors of a successful business. You need to know everything about your client, not just their contact details. If that client is happy with the work you have produced, there is a 50-80% chance that in the future they will recommend you to a friend, relative or neighbour. Because these referrals are coming to you by word of mouth, it means you won’t have to spend as much on advertising or, you can keep your advertising going at the same rate and expand your business at no extra cost. Also by keeping a record, it means after a certain period you can make contact with them again to see if they require any more work done. Many people forget your details after 5 years or more so a friendly reminder that you are still in business is great PR work. KNOW YOUR ‘BREAK-EVEN’ RATE: This is where many businesses have absolutely no idea what their hourly rate should be to cover their outgoing expenses. You cannot go by what someone else is charging because every business is different and has different costs. When you are desperate for a job, you need to know how low you can charge. If you go below your ‘break even’ cost, then you are losing money. To check out what you should be charging, follow the link to ‘My Hourly Rate Calculator’ at www.mytools4business.com
