Guest Article: How to Get More Business

We are firm believers in networking and referrals. Your easiest and BEST customers will be referrals. In 8 years we rarely tried print (newspaper advertising targeted to seniors) – no results – not even ONE call! We have tried a couple of other formats with Real Estate Agent presentation folders. All those formats we have chalked up to expen$ive lessons on how NOT to get business.

Our van is clearly lettered showing our services and contact info. (We get about 1 job a month from that alone).

We are always wearing our work clothes (clean coveralls). Carry your business cards with you at all times! We have received about 25% of our work while shopping, pumping gas or where ever just by chatting with the potential customers. Be friendly, approachable and helpful.

Being a part of good organization helps. We have been a member of CARAHS and BNI (Business Networkers International) for over 8 years. Through these associations we have obtained valuable information on how to grow a successful business. We have made great connections as well which have led to a large portion of our business. Other organizations to also consider are a Chamber of Commerce and builder’s associations.

Get known in the industry in your area as the “Go To Person”. About 40% of our calls are from people who require services other than painting. We have an extensive network of other trades people that we can recommend and gladly pass on referrals to them. Guess what happens…this is reciprocated by the other trades (work referred to us).

Diversify – have a couple of specialties that make you stand out from other “Chuck with a Truck” and fly-by-night businesses. People know quality when they see your vehicle and your appearance. For example, we are Durham Regions Paint Application, Drywall and Stucco Repair Specialists. Over Christmas and New Year while the other painters were crying there was no work, we were so busy repairing leaks in ceilings and respraying stucco texture.

We do more than just paint …. We have affiliated ourselves with a licensed drywall taper and others that perform the specialty work when necessary.

What makes your business better than the others? We pay for insurance and make sure the customer knows about it too. Does the other company you are considering to hire carry $2 million liability insurance, personal disability insurance, and WSIB?

We have seen a lot of business from our Facebook postings. It is as simple as a quick post halfway through our day. We state where we are, what we are doing, products being used, and post a couple of before and during photos. At the end of the project (or day) we post the conclusion or final pictures. This has become our “living diary” and we refer our clients to our Facebook page to see what they can expect from us.

In summary, here are a few keys to our success:

1) Networking – it is all about being able to connect the right people to the right work. They will do the same for you.

2) Appearance – be seen in a good light. Be proud of what you do and be aware of your appearance. Is it really a badge of honour being a walking paint swatch? Personally I think it looks like you are a sloppy painter (use a rag). I always get asked how we keep our clothes so clean (Simple – put the paint on the walls and not your clothes).

3) Specialization – be really good at a couple of things that few people can do. It is all about supply and demand.

4) Phone and emails – answer your phone and emails promptly. When safe, answer your call instead of going to voicemail. We have so many customers that use our services just because out of the 6 calls they made, we were the only ones to answer or even call back!

5) Use Facebook and other social media. Participate in forums – get your name and professional opinion out there.

-Marc Hahn - FInishes by Hahn