Last month 22,200 people searched online for “Home Improvement contractors New York” and 33,100 people searched for “Contractors New York” indicating a strong demand for home improvement related services. The fact is another Contractor in your local area is ending up with this business. Most Contractors entered into the profession thinking that they would open up a business and the business would generate from word of mouth and referrals. This may be true for a select few Home Improvement businesses, but it is more likely that if you want to compete, you need to market your services.
Traditionally, Contractors are not marketers! But if you do what I recommend in this article, you can not only stay competitive, but you can also potentially blow away your competition. According to the Wall Street Journal, only 4% of Contractors market their business, and most are NOT doing it effectively. The key to Home Improvement marketing is to acquire, retain, and re-market. If you do all 3, you will have a steady stream (or even a flood) of leads coming into your Home Improvement business.
The best way to grow your Home Improvement business is by using Internet marketing. Forget TV ads, expensive Radio, or Newspaper advertising. We know very few Contractors for whom these marketing mediums have actually ever worked for. In fact, their lack of accountability, measurability, and limited geo targeting capabilities will leave you wondering where your investment went. You need to be where your prospects and clients are, which is online searching for the products and services they need.
Conversion Focused Web Design
To effectively market on the internet, you need a conversion focused web site. What you DO NOT need is a website that collects dust. Think about it, just about every home improvement business has a website of some kind. Most are poorly conceived by graphic designers or stock templates, and were implemented with no strategy, no calls to action, and are basically just like brochures. A brochure is not going to cut it as we move forward into a more competitive marketing space on the internet. Most of your competition has a brochure, but to convert traffic into prospects and then into customers, you need a much stronger pull to get the prospect to want to do business with you.
An internet marketing consultant can help design and organize your site to move you beyond a simple brochure to a highly productive lead generation machine. Also, an effective web solution should put you in control of your site and content. Make sure your site is built with a Content Management System (CMS) that will allow you or your control staff to make simple edits without having to hire your designer at $100+/hr for each little web change needed.
Organic Search Marketing
Organic or Natural Search Marketing is similar in concept to Pay Per Click, but for organic search marketing results you do NOT have to pay per click. It is a much longer and slower process, but it is where 80% of your prospects are going to find you. Search Engine Optimization, or SEO, is a process by which your site is engineered to show up for certain keywords in the search engines. Organic search results can lead to a consistent stream of leads for your practice, but patience and time working on your site (and off of your site) is required to take advantage of this strategy. Make sure if you outsource your SEO work, you deal with someone who understands your business, will not spam the search engines, and is someone you can trust with your message and reputation. One wrong move here could leave you black listed by Google and the other major search engines.
A solid SEO strategy is rooted in delivering good quality keyword rich content to your site. Writing content for the web is a lot different than writing content for a brochure or off line marketing collateral. Make sure you work with an SEO team that understands the complexities of search engine optimization, can create a realistic plan, understands your business, and can measure the results.
Pay Per Click Marketing
Thousands of potential customers are searching online every day for Home Improvement contractors and related services in your local area. With the right message and a conversion focused Pay Per Click marketing campaign, you can get immediate leads and new clients into your practice. Pay Per Click marketing delivers ads in the search engines to prospects that are not only local to your business, but looking for exactly what you are offering at the exact time they want it! It is highly targeted, and a highly measurable marketing technique unlike anything else in existence.
The problem is Pay Per Click marketing, or PPC, is extremely competitive and you really need someone who knows what they are doing to make it success