Date post: | 16-Jan-2015 |
Category: |
Business |
Upload: | blue-thumb |
View: | 225 times |
Download: | 0 times |
Marketing to Landscape Contractors
Connecting to & Promoting the Water Garden Industry
Presented by:
Kip NorthrupPresident
PondBuilder Manufacturing Inc.
Understanding Your CustomerToday’s Landscape Contractors
The Personality of Contractors:
•Always on-the-go mindset•Multi-tasking jobs•Prefer Hands-on approach•Limited Time Schedule
The more you learn about existing customers the more you will understand why they may or may not buy.
Becoming the ExpertBuilding a Knowledge Based Sales Approach
Knowledge builds creditability:
•Attend \ Host training events•Inquire about product feedback•Conduct product comparisons•On-the-job training
The Contractor support system beings with a knowledgeable supplier.
Establishing RelationshipsReaching out to Landscape Contractors
Gaining Trust 1st Then Sales:
• 1-on-1 Time• Offering Project Reviews• Make Notes on Favorite Products / Personal Activities & Interest
What makes you memorable?
Will you go the extra mile?
Extending a HandMaking Yourself Available to Landscape Contractors
Personalizing your services:
•Share success stories•Invite Mnfrg. Reps to speak at events•Schedule annual sales meetings for review•Offer “Same Day” Quotes
The more value the Landscape Contractor sees the more likely they are to refer your services and products.
Sharing IdeasBuilding Displays & Training Seminars
Seeing is Believing:
• Create a Display with the helpof your staff & Landscape Contractorcustomers
• Provide equipment & suppliesfor Landscape ContractorHome show events
Stocking the Right ProductsMaximize profits with proper products
Seasonal Products vs. Core Products:
• Stock core items•Pumps•Water Treatments•Plumbing•Filtration
•Seasonal products•Water Treatments•Nets \ Heaters•Aeration
Providing Technical SupportA Landscape Contractor’s safety net
Capitalizing on Expert Status:
•Share proper installation techniques•Provide Calculations & Specs•Recommend options & alternatives•Become the Manufacturer’s Liaison
If homeowners refer to Landscape Contractors for good advice, then are you prepared to offer great advice to landscape contractors?
Promote the IndustryRaising awareness of water gardening
Taking it to the Streets:
• Write Articles or Submit Projects• Offer to Speak at Industry Trade Shows & Events• Become involved in Water Garden Societies & Koi Clubs
Becoming Social TodayUsing Social Media to promote your services
Marketing for the future:
•PAST- print ads, yellow pages, tv, radio•TODAY- website, facebook, twitter, linkedIN, etc.
•FUTURE- combining a strong marketing plan means using all forms of media to market your business cohesively.
Social Media allows you the platform to begin target marketing specific to the type of customer and their interest.
Engaging Customer for LifeCommunication drives sales
Open Lines of Communication:
• Write weekly, monthly newsletters (e-Blasts)• Share tips and New product info• Remain in touch with existing customers• Create a Pond Blog
If the average pond owner enhances orUpgrades their feature 3 times, will yourcustomer be thinkingof you the next time?
Your success comeswith their success!
PondBuilder BlogHelping Homeowners, Landscape Contractors and PBO’s
What’s the Word?:
• Weekly or Monthly• Current & Relevant• Informative• Fun
Blogs are great for keeping an audience engaged and interested in the industry. Promoting, educating and sharing all drive additional sales for you & your customer!
ALL NEW WEBSITE! www.pondbuilder.com
Thank You!Kip Northrup- [email protected]