Buddy Rhodes Concrete Station
It's in the Mix
For the new guy...
Hello Everyone,
I been in the business (on my own) for 2 years. My business is starting to pick
up momentum, but it has been an uphill battle generating interest in the this
part of the world. I wanted to start this forum as a place to share ideas for
marketing and generating business.
I'm in Southern Utah and there are a few things that I have struggled with.
2) I am constantly trying to convince people that they should go with concrete
instead of granite.
A) Granite is super cheap right now, so the argument
is "Granite is cheaper"
B) The mindset for a lot of people here is granite is
better and the high end product of choice.
C) Those that are interested in concrete think that it
is a cheap alternative to natural stone.
3) Obviously the building marketing is struggling, but remodels are now the
focus, but a lot of people aren't getting permits for smaller remodels, so
public records are out.
4) What is the best way to find people who are already looking for concrete?
5) I am having trouble establishing the right professional relationships, ie
contractors, interior designers, architects, etc. Is there a good way to
approach these professionals to generate interest.
One of the things that has brought me some success is going door to door with
door hanger flyers that advertise my services, however this is mostly
generating simple resurfacing/repairing of exterior flatwork type of business.
Any ideas, thoughts, questions, experiences etc. would be awesome.
Tags: building, business, marketing, selling, strategies, tips
Replies to This Discussion
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Permalink Reply by Nick Relampagos on -
My advice is better said than done, I need to take some of my advice so here goes.
Create a postcard, I have an online link below where you can take your pics of your work and create a postcard you can send to architects, designers and general contractors.
http://www.psprint.com/postcards
Where do you find a list of contractors, architects and designers? Google green builders in your area, there are always green builders that are looking for concrete counters, fireplaces and sinks. Start at US Green Building Council. (website below)
www.usgbc.org
I searched for contractors in Utah on their site and pulled up this link, send a postcard to them.
http://www.usgbc.org/myUSGBC/Members/MembersDirectory.aspx
Second, don't compete with granite. If you've invested in training, lots of (BUDDY RHODES) training, perfected your skill (I'm still working on that) and market yourself well, you shouldn't be competing with granite, granite will always come out cheaper.
Do you see custom cabinet makers competing with Ikea cabinet prices? No, because their quality surpasses anything Ikea has. The custom features you can provide is your main selling point.
Create a website and have your best pictures in there. I created my website through www.godaddy.com and pay about $90.00 a year for the domain name and hosting.
Tweak your website so when people google concrete countertops in your area, they'll find you first.
With those postcards, send them to kitchen and bath showrooms as well.
I know there's more and I hope others with additional experience will chime in on this.
Oh, and stay away from Paul Lundy, he's bad news. He's a really nice guy and loves to talk to you.
You'll never get any work done.
Just kiddin' Paul!
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Permalink Reply by Chris Quesnelle on
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Jameson
I have been in the business for the same amount of time as you and have had similiar experiances as you. I dont try and compete against granite or any other surface available out there, I just try and keep trying to get my name and the work that I do out there for people to see.
Nick is right about builders asscoiations and postcards etc, join your local builders asscoiations. I made postcards up and brought them to a builders association meeting and gave them to everyone there, i also droppped them off to architects and interior designers in my area. It has paid off. I approached an interior designer who has a store and showroom several months back and they just recently approached me about doing a bathroom vanity for one of their clients. I also had a furniture/decorating store agree to put a sink in their store on consignment and it sold.
I realized after a short time doing this that its not a sprint. I was told when I started out that most of the clients that will approach you will already be educated about concrete countertops and know what they are looking for and that has been very true. I have also found that if you take it upon yourself to educate people about concrete countertops, vanities etc you can open up new doors for potential clients.
I think guys like myself just starting out should listen to the guys that have been doing this for years. Were lucky to have a forum like this where experianced people are open and willing to help.
Chris.
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Permalink Reply by steve millard on -
Welcome to the madness!
My marketing is basic- Truck lettering, Google adwords, and my favorite "word of mouth"
I am not swamped with business but i am doing 2 kitchen projects or more each week and i am now having to tell my new clients that i am 6 weeks out.
I don't tell people they should go with concrete instead of granite, i simply explain to them the differences (pro & cons), Actually granite in some ways is better than concrete, but granite is not very customizable. I price my tops about $5-10 a sq ft above granite and offer all edge profiles and finishes at no extra cost, I also tell my potential clients that i dont charge for sink and faucet cut outs.
Today we are in the information age so you should jump on the data train and go for a ride. USE THE WEB. Put together a professional looking web site and prmote it. Most home owners and contractor too, will use the internet to help with thier projects. Newspaper ads and TV ads are now obsolete and pretty much a waste of money. Look into GOOGLE AdWords.
I am in Central New York and when i started the concrete thingy most people just wrinkled thier noses at me. But Thanks to all of the free plublicity on the DIY channels people here are surfing the web to find out more about this new luxury item. So get a web site.
The lettering on my truck has kept me at gas stations, home improvement stores and many other places for quite some time answering questions by people who see the truck. My trick for the lettering was not to put my company name on it but simply "Concrete Countertops" with my phone # and web address.
I have found that I have beter luck with a sale if i don't give negatives about the comepitions materials. I try to be up beat and excited about helping my potential client redesign their countertops. I find that when they see me get excited about concrete they become excited themselves.
The real trick is just that. You have to sell yourself first. Then the concrete will be an easy sale.
Ok i rambled enough, and for that i do appologize. But i do get excited about this madness.
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Permalink Reply by Paul Lundy on -
I hear you, Lundy talks all the time!
Nick Relampagos said:My advice is better said than done, I need to take some of my advice so here goes.
Create a postcard, I have an online link below where you can take your pics of your work and create a postcard you can send to architects, designers and general contractors.
http://www.psprint.com/postcards
Where do you find a list of contractors, architects and designers? Google green builders in your area, there are always green builders that are looking for concrete counters, fireplaces and sinks. Start at US Green Building Council. (website below)
www.usgbc.org
I searched for contractors in Utah on their site and pulled up this link, send a postcard to them.
http://www.usgbc.org/myUSGBC/Members/MembersDirectory.aspx
Second, don't compete with granite. If you've invested in training, lots of (BUDDY RHODES) training, perfected your skill (I'm still working on that) and market yourself well, you shouldn't be competing with granite, granite will always come out cheaper.
Do you see custom cabinet makers competing with Ikea cabinet prices? No, because their quality surpasses anything Ikea has. The custom features you can provide is your main selling point.
Create a website and have your best pictures in there. I created my website through www.godaddy.com and pay about $90.00 a year for the domain name and hosting.
Tweak your website so when people google concrete countertops in your area, they'll find you first.
With those postcards, send them to kitchen and bath showrooms as well.
I know there's more and I hope others with additional experience will chime in on this.
Oh, and stay away from Paul Lundy, he's bad news. He's a really nice guy and loves to talk to you.
You'll never get any work done.
Just kiddin' Paul!
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Permalink Reply by Zeph Smith on -
Hey guys, I need some last minute advice for a local upcoming show I'll be advertising in. Its just a 2'x6' table that I'll be able to utilize. This is my first show and I've never been one to do much marketing or sales pitching. I'm just curious as to what has worked for you guys at shows, order forms, postcards, brochures? Being that its a last minute thing I will only be displaying a couple of sinks I have in my shop. I'm just going into this thing blind and would like to appear somewhat professional despite my lack of salesmanship. Thanks in advance for all of the great advice that is continuously provided on this forum!
Zeph
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Permalink Reply by steve millard on
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Shows are fun! You will answer the same few questions through out the show
1- how does concrete compare to granite and other countertops in price and durability?
2- What are the benefits to using concrete? Or why should i go with concrete?
3 - isn't it awful heavy?
4- can't you cut on it?
5- will hot pots hurt it?
I do well with having color samples as part of my display along with finish style samples. I also have a drawing of edge profiles that i do. I keep plenty of brochures and business cards and pens with my info as hand outs. I also have a TV playing slide shows of my work.
My first home & garden show was so successful i do it every year now. My first booth was a 8x8 i now do a 10x20
This was photo was from this years show,
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Permalink Reply by Zeph Smith on
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Sweet set up! I remember you saying that you received a lot of orders from this past show. Do you print out order forms of any sort or just let them contact you with the info you provide via handouts? Thanks again.
steve millard said:Shows are fun! You will answer the same few questions through out the show
1- how does concrete compare to granite and other countertops in price and durability?
2- What are the benefits to using concrete? Or why should i go with concrete?
3 - isn't it awful heavy?
4- can't you cut on it?
5- will hot pots hurt it?
I do well with having color samples as part of my display along with finish style samples. I also have a drawing of edge profiles that i do. I keep plenty of brochures and business cards and pens with my info as hand outs. I also have a TV playing slide shows of my work.
My first home & garden show was so successful i do it every year now. My first booth was a 8x8 i now do a 10x20
This was photo was from this years show,
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Permalink Reply by steve millard on
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no i just make an appointment (get name and number, put it in my iPhone), to go do the template and measure right after the show. I find it easier not to have any paperwork at the show. At that time i do the paper work and collect a 50% non refundable deposit.
I dont do paper work at the show, I do a no pressure sales tactic at the show. many people at shows like that try to get people to sign stuff at the show, that is high pressure sales. I just concentrate on selling myself to potential customers. (your concrete should sell itself) Most people that make appointments for you to come are already committed.
here is my first year booth
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Permalink Reply by Zeph Smith on
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I can see the benefit of not doing any paper work at the show. I like that idea of more of a casual approach, with a no pressure atmosphere... sound advice indeed! Thanks Steve
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Permalink Reply by Jonathan Haywood on -
I also did a show recently and had fantastic results. I met some great designers and had several conversions from the show. I didn't have any paperwork other than my business cards going into the show I did and I blew through 500 business cards in 3 days, with the thinking that if 20 people pass that card along to someone else it will seriously expand your reach because it will be a personal recommendation not just some guy from the yellow pages.
The way I look at it, most people think of driveways when they think of concrete. Show them how awesome it can be and you'll see their whole disposition change. Never talk bad about competition, instead when they ask how do your prices compare to granite mention that granite starts out extremely inexpensive and the quality of that inexpensive granite is not as good as the quality of the more expensive stuff. Your quality, however, is the same no matter what, its GREAT!
Jameson, definitely look into doing a show. The investment is considerable upfront but you'll get way more leads from that than print ads in newspapers and mags. Use Nick's recommendation of sending postcards to designers and architects to invite them to stop by your booth at the next home show and maybe throw in a small sample in a hand addressed flat rate envelope. They'll definitely open a hand addressed envelope.
And seriously take the below advice from Steve, he knows how to put together a wicked awesome booth space and do it right.
I have found that I have beter luck with a sale if i don't give negatives about the comepitions materials. I try to be up beat and excited about helping my potential client redesign their countertops. I find that when they see me get excited about concrete they become excited themselves.
The real trick is just that. You have to sell yourself first. Then the concrete will be an easy sale.
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Permalink Reply by Jonathan Haywood on
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Oh and a few more things. Try to set up your booth so people can walk in and look at things, that is one big mistake I made. Also, try to get some local cabinet makers or furniture makers to loan you a piece or make a piece for you that you can put some concrete on to lessen the upfront costs. Steve looks like he had some nice cabinets in his first years set up, I on the other hand couldn't afford cabinets and couldn't find anyone to donate to my cause so I just used some 2x4s and lauan to cover them up for mine. Here's a photo of my set up
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Permalink Reply by Jonathan Haywood on
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One more sorry.
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