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Tips for Home Improvement Contractors to get Grow Business through Marketing

The journey from zero to $10 million in revenue is more than just numbers; it's a transformation of mindset.

Each stage requires a tailored approach, embracing new strategies, and sometimes, a willingness to get out of comfort zones. The biggest takeaway for contractors is to understand that growth is not just about adopting the latest marketing tactics but about evolving as leaders within their business and the industry.

Remember, success in scaling your business is possible with the right mindset, strategies, and a bit of guidance from those who've walked the path before you. Start by identifying which stage your business is currently in and focus on adopting the strategies that align with your current needs and future aspirations.

Here's to your continued growth and success in the exciting world of building a Home Improvement Business!

Topics Discussed

  1. Startup Journey: Zero to $1 Million

    • Involves intense hustle, lead generation focus, and developing a sales process for contractors new to business, with emphasis on learning marketing basics.

  2. Brand Expansion: $1 Million to $3 Million

    • Shifts to building a brand identity, crafting a clear mission, and diversifying marketing strategies across digital and traditional platforms to solidify market presence and enhance visibility.

  3. Business Scaling: $3 Million to $10 Million

    • Focuses on systemization, leveraging high-level marketing strategies like online videos and trade shows, and harnessing the power of online channels to drive brand awareness and lead conversion.

  4. Digital Marketing Imperative

    • Emphasizes the non-negotiable importance of online marketing in today's digital age, incorporating organic and paid channels like social media, Google search, and local SEO to differentiate and connect with a broader audience.

  5. Strategic Growth and Opportunity

    • Encourages a strategic mindset at every revenue milestone, highlighting the challenges and opportunities in scaling a home improvement business with targeted marketing strategies for success, profitability, and fulfillment.

Audio Transcription

Hey there, my friend, welcome to another episode of the Contractor Click Podcast. Your host here, Danny Barrera, founder and CEO, and I'm joined by our amazing crew, Mady, my beautiful wife, partner, the boss, and, our marketing manager at Contractor Click, Andrea. How's it going guys? Amazing, how are you today?

It's a good day. I'm enjoying my morning so far. We've been having podcast mornings lately. I love it. How do you guys like the mornings versus afternoons? I don't know. We're going to find out. We're going to test out some different times. See what's most productive. Most beneficial. Well, you just took the magic mind, so.

Productivity engaged. You better be sharp. Let's go. That's right. That's right. Mady's, awakening. She's waking up. Yeah. You're good. I'm definitely awakening at this point after this. Yeah. This is very good stuff. Awesome. What are we talking about today? Today's podcast. The different marketing mindsets that you must embrace from going from zero to $10 million.

We've helped a couple of companies cross a $10 million mark, and there's one company over $30 million a year in revenue. and I can tell you that, what I've noticed, the biggest difference is the mindset of, wow, the business owner or CEO, Of the company, how they make decisions, how they go about their market, how they treat the marketing of their business.

Like one is like extremely non negotiable and the other one is like, well, if I get to it and I have money to put into it, I'll do it. So we'll talk about that. How about that? Going from zero. And there's, there's. Four specific, levels that I want to talk about going from zero to 1 million. And if you're listening to this, make sure that you're right.

Yeah. Make sure that you follow us on, the concert tour click podcast on YouTube. that's our handle. Right on Instagram, on Spotify, on Apple, wherever you're listening. And give us your feedback zero to 1 million. Like you're saying, it's probably the biggest pool of, of contractors that are tuning in.

And then there's the next one is one to 3 million. Like you're going to find a bottleneck at about 3 million in your business. Oftentimes it could be operationals, but. Also, it could also be the marketing approach that you're having for, for your business in your territory. And the next one is 3 to 5 million and then going from 5 to 10 million.

Again, there are some key distinctions that are happening at every stage. You guys want to help me out here and just start me off with the first one. What's zero. To 1 million. What's, what's the market mindset that's happening at that level for a concrete coding or home improvement contractor? I think the zero to 1 million mindset, that mindset is the kind of a contractor that is looking for the 50 leads or, we work for free kind of agency.

Like they just want lots of leads, lots of leads, lots of leads. You know, sales process is like developing. It depends if they. Bring business background in and if they ran different businesses, that's very true. That's very true. I'm talking about the startup, the startup, the startup, the startup experience.

Well, they've maybe like had experience in like the actual service, but not in business. And, they want to start up this company and they're at zero, they, they know that they, they understand that they need marketing, they listen to the Hormoses and the, Grant Cardone's on, on Instagram. So they have like that, that desire and so on.

Spark to move into, this playing field, but they don't have the systems, the processes. They don't understand the marketing. They have the hustle and the grind. They have the hustle on the ground. And, and it's not to say that this person is going to stay there or anything along the lines of that, because we have.

Very much helped a lot of people move from this stage to the next stage. And, and it, they have the hustle and in within the year they've done, they've transitioned from one face to the other, they do have the hustle, but this, this particular person is a person who doesn't necessarily understand the whole, business side of it yet, but is very much willing to learn it.

And if I was to, to break it down, if you've been in business for. Two years in the home improvement space and you're still under half a million dollars. Like there's a clear distinction there in the mindset and the approach. Now the mindset has all to, all to do with yourself as the leader, as a business owner, how are you approaching growing your organization?

You notice that, some individuals like are very set in their ways and saying, well, only I can do it as good as this. So, No one else can do the installation, they decide to stay in the weeds, so they limit their own growth because they don't want to hire experienced individuals. And they're busy, they could be busy.

Which it drives right into. So it's, it's like this infinite cycle that they get themselves in where it's like, okay, I am busy and at the same token, I can't find help and they are not growing their leadership. And we talk about this in the growth cycles, right? So it's a constant that you got to commit to play full out or you're going to stay there and it's going to take a while for you to maximize your potential.

And the beautiful thing is that the moment that you make the decision, Like this is a decision moment to say, you know what, I'm going to figure this out. I'm going to find some help and I'm going to put myself through the process and do whatever it's required because it's not a lot it's in the home improvement space.

It's not a lot. This is high ticket. Some of your jobs are going to be 70, 80, 000 for a job. If you fix your recruiting situation. You have no, no problem doing more of the bigger jobs and projects that you're probably afraid of taking. if you build experience, you will reinvent. So, this is what I call the still figuring out stage and it's okay to be in that stage.

It's not okay to stay there forever though. Cause there was a season where I was just figuring out, like, I didn't have a sales process, no marketing system in place for my own marketing agency. and that is what, what the number one key goal is for you. It's what am I offering? Who's going to be my ideal client and customer for my, for, for what I'm selling and how is it that I'm going to build certainty and consistency and predictability so I can continue to grow at a healthy pace that's going to enable me to hire more people.

be profitable. So, it always goes back to one key area, which is understanding your numbers. The math is the path, understanding your ticket, understanding how much your average ticket is, and understanding what your profitability is. And if you take the time, which is very boring, by the way, it's very boring.

However, is the most powerful time that you can invest as a CEO, as a business owner, doesn't matter if you're just getting started. Because we have companies that are in, they have, investors in the company. They have great management coming in right out of the gates. They're ready to throw money at the thing.

They've calculated everything that's gonna take. And now it's about getting the ball rolling. So still figuring it out. That means that there's all those layers. Zero to one million dollars. So if you are still under a million dollars, we're not telling you that you suck. No. Because there's a lot of layers.

An incredible amount of individuals that are still figuring out what will work consistently. So, and this is what, where the mindset comes in is, is in understanding number one, your profitability, and your, your average ticket. Number two is you're getting a grip on your sales process. Is it repeatable?

Is it not repeatable? Is it dependent on you or do you have a dedicated sales person in your business? That's a mindset and a structuring of your business that must be in place. And starting to get a grip and a handle cause you could build a half a million dollar business in solely in referrals. That's it purely referrals.

Like if I go out to my network and I'm starting a concrete coding business, man, I'll go to every church, every chamber of commerce, every, Me and I, every contractor group, local contractor group, I'll introduce myself, general contractors, architects, I'll make the calls, I'll get my referral partners, I'll install 12, 15, 20 floors a month by just referrals.

That's it. No marketing, right? So you could do it. Most people will not dare to do it at that level. I'm an intense guy. I get it. However, you could do it, to half a million if you're running at that capacity at that level. once you get to half a million dollars, you start to understand that you need that push.

Right? And that's where the advertising. Like, when you start doing the marketing, I mean, I know some people are still, they might be hesitant because they have gotten somewhere so far with referrals. Right. But they can't get pushed. And that's a sign. That's a sign. When you have gotten the same results over and over and over again, You've gone a couple of years in business and I love the guys that said hey, I've been in business for 20 years I'm like, okay, what's been your average revenue year over year and they've been stuck on their half a million dollars I'm like, okay There's some growth, to be had in your area, even if you're specialized.

Now, look, I have a lot of friends who are, concrete artisans who love to travel, love the lifestyle of doing decorative concrete work, and that's their lifestyle. They, they love to carve out rocks and do some project, cool projects, and that's what they want to do. Cool. But I'm speaking to the entrepreneur.

To the blue collar entrepreneur business owner that you want to build wealth. You want to build a great profitable business that give you the lifestyle. That's the one I'm speaking to here. you gotta make this about the numbers and understand how that works and lays out for you. So you can get to a certain level.

but you will start to notice, especially this year. we're going to see how that plays out in the season, right? Maybe you're getting less referrals. Maybe you're not getting as much work as it's been coming in. maybe you're holding onto your money more than ever, right? You're being more conservative and you're like, man, this is a year where you've got to make the commitment to go all in, to maximize your, your potential, your revenue.

So, that's what it is. And then. Understanding what you're getting yourself into, which by the way, this year is the year where everyone will be exposed, I believe, especially in the digital marketing space. This is why we like to share stories here of what's gone, right. What's gone wrong with our clients.

What's the biggest opportunity. Why? Because we want you to know the listeners, make sure that you follow us on the podcast, that you're listening to the new podcast. Why? Because we want to bring you transparency. the good, the ugly, the stuff that you should not even be thinking about. So that being said, one of the places you can get started is make sure you follow us, but we also have an overview of the complete contract or, program, which walks you through from a digital marketing perspective, what you should be looking for in your strategy, because otherwise you're going to be.

You might contact a marketing company out there and they're going to pitch you and try to get you into some sort of recurring, model into the business. And it might work, but it might not be aligned with your growth goals for your business. What I like about that funnel too, the, the, The path of learning more about SEO, what the website should look like.

There's some terminology, there's an educational piece so that once, once you're talking with a marketing partner or a marketing agency, you aren't just clueless and taking their word for it. You're actually a little more educated. So I really liked that video series. Yeah. So we have a document here that we created and if you want to copy, make sure you send us a DM.

You can. Leave a comment. I love the copy of the document. And, if you can share it here, Christian, it's called the home improvement business success roadmap. Now scroll down to the next slide. I believe it is, go down one more. It's this one right here, which, if you're listening to us on Spotify or Apple, make sure you go to our YouTube channel and find this episode so that you can see what I'm talking about here.

and when you quantify, you have about six, seven, eight, nine. pieces, strategic elements that we notice all these 10 million companies have executed and are executed and have implemented their business. That's the difference between those that are zero to 1 million versus the ones that are flowing consistently with confidence at 10 million plus.

and, Mady, What would you like to share when it comes to like from one to three million dollars? What what is that stage exactly one to three million dollars once you get to that that stage? you do have in in your business you you have more of a business like mindset oriented You have your math your numbers your budget, you know what your cost per acquisition is and also you have like a brand set up and you realize at this particular stage that marketing is your best friend.

You need to have marketing in your, in your company, in your business in order to reach the goal and the level that you're getting. So anyone watching this, if you can scroll to the next one here, And go to the branding here. They've have, they have pretty much a defined brand, their career, their vision, where they want to go and their mission.

This is gold. This is gold right here. If you can't see it, you definitely should go to YouTube. Cause there's a lot of, you want to read it off? Sure. I'll read it off for the listening. This falls under the branding, right? Yeah. So we have a defined branding, so you're recognizable, you have a clear mission, vision, and values that you're communicating not only to your team, but also on your website and all your social media platforms.

You have a professional high converting website, and we talk in the video series about what that means. you have some marketing collaterals, some printables, you have flyers, booklets, paperwork so that when you go to a estimate, you can hand someone something that's branded out and looks really strong.

You have a dedicated business phone number. It's not just your maybe different than your personal line. It will have maybe some tracking capabilities. Business email. this is one that I think might not, you might not prioritize it, but to me, it's really important if you're just, you know, Andrea at gmail.

com, I know it's not professional. So if you're wanting to get the branding, go ahead and get the branded out email as well. Simple branded out email company, t shirts, polos, sweatshirts for yourself, for your team, for your family to wear and represent. And, and then. Get your trucks wrapped. It's so valuable and it even helps at those HOA gates to have a branded out, vehicle because it builds trust, and lets you in the neighborhood.

Then people, when they see you on the job site, they drive by, oh, so and so is getting their, garage done and they can see exactly who that is. You drive around town, it's free. It's a driving billboard. So take advantage of that. And what I noticed, and Mady, you can correct me if I'm wrong. Wrong. Here, the biggest opportunity I see if you're between one to three million dollars is get super crystal clear about your mission, vision, and values and convey that more than you think you need to.

Like, how often do we convey internally our vision, mission, and values to our team? Every week we talk about it in our weekly meeting every single month. Everything we do is around that. It's like where we're going, what do we stand for? What are our crew values? If you're not tired of saying it, then they have not heard it.

You need to communicate and over communicate and then they'll finally be like, ah, that's the first time I'm hearing that. Well, and that's how you get the team to buy into your company. Like that's a big one. So. Mhm. I'm not saying most, but there, there's quite a few. It's, it's an incredible opportunity.

Let's go to the next slide here. And, again, if you're one to 3 million, you probably have. What I mentioned the branding here. Let's go to offline lead generation Mady. What have you seen work? Yeah, talk to us I love this because as a digital marketing agency, like we advocate for this stuff, too I think that's that just goes to show you how you know Committed and invested we are in the growth of the our team members that work with us our clients People that work with us offline need generation is very important.

You, you definitely, like, if you're going to be doing it, a job, a job in a neighborhood, like have some door hangers. And while you're like, I don't know, take a break, an hour break and go up and down while the floor is, is drying and, and the top coat is drying, go and, and, and get yourself, you know, from door to door and put your, your, your door hangers.

Like that takes no time, you know, have a yard sign as soon as you, you get there. If you're doing papers, have a yard sign and. In, in, in the front of the yard, showing your brand and who you are, you know, have that, that little, like, Branded booklet that you give to your person when you give an estimate.

It's super important But also another thing that we we really advocate here is lots of radio and tv ads Like the other day gary v was talking about that in in in an instagram post that I I shared radio and tv ads are very important to like get into that start start putting yourself out there.

They are most successful clients that work with us. They they do leverage these we noticed This falls right, radio and TV, usually companies that are like somewhere around five million, they know they got to do it. However, if you're between one and three and you have not considered and you want to break through that, we've noticed like those that want to play at that level, man, it just takes you right up.

It's like, and you realize that this is not it. Like, it's not just going to be radio and television, right? Like if you have a poor reputation, poor online visibility, all of, all of what this is doing is amplifying your brand, your message, and all of that. and it's a local team sponsorship, local team sponsors.

I remember still in my softball team growing up. Arnold Neon Sports. Like that was one of our, you know, if you represent it, you get all these little kids that are like, what is that place? Well, we drive down our school with the schools that they have like signs on the gate, on the, on the big banners on the fences.

And you know, I know for a fact the dentist that we took our kid to is the one on the banner, you know, and they are actually, which is a great point. Our elementary. Kitsch Dentist, right? When we took him there, it was a no brainer. So on the banner. that, I, I don't remember the doctor's name. However She literally went in and taught some classes, right?

Sent the kids with some toothbrushes and almost got you invited into some sort of event. They had to have door, like car signs, the number of, of the kids or your kid's number would get called by a number. And she actually gave everybody a car sign. So everybody was using her car. So that's creative offline lead generation, because there is a way to get that commitment.

So it's all about. When you're talking about your marketing and advertising efforts, right? The marketing, when you think about the marketing itself, it's like your messaging is how are you going to position in and sell it? The advertising is how are you going to amplify that message so that you can get people to come in and raise their hand and say, Hey, I want to buy.

So just a distinction there. Marketing and advertising, they're not the same thing. Advertising is part of the marketing. so, television is advertising. Radio ads is advertising. The messaging that you're saying is the marketing. Right? So it's very important that their direct response, we're big into that.

I'm big into old school direct response, Ogilvy advertising, and I love to write copy ad copy. Like we were going over our own ad copy yesterday, right? Like the hooks. And we're like, Hey, what are we going to do for this? I love that. I spent a lot of time investing a lot. So trade shows, trade shows, trade shows are big.

I do have. People that are doing trade shows right now and they've booked, they're like a good couple months already starting the year off, booked just from trade shows. But like you say, it all goes hand in hand with one another. If you're in a trade show and you have Facebook ad advertising who you are to the people that are in the trade show.

If you have, you're in a trade show and you have like, a beautiful stand that actually like looks, you know, like really top notch, like calls people's attention, like all that stuff, all of that branding stuff that we talked about in the prior, slide. Also plays a part into this. If you, if you just like, if you even have like your own mission and like, if you show it a trade show that you are a company that has a mission and what your mission is for your potential clients, like that sets you apart, you know what I'm saying?

And even get some videos at the trade show. You have so many times where you're videoing your job, your job, your job, but then go, you'll be able to have these, these neat, going on, the more creative you get, you can highlight those things on social. And no, just go to the home shows. The home shows are great and they are actually like the top ones.

But like, say if you do a service or you do a home remodeling, let's say if you do coatings, like people that have motorcycles or, or people that have like, Yes. Like go to boat shows, go to motorcycle shows, show metallic floors, like show people how nice it is to have a beautiful metallic garage to store all your beautiful motorcycles.

So all that stuff is also very valuable. Yeah, the main question you got to ask yourself is, Where are my ideal clients hanging out and put yourself in front of them. And that's all you got to do. Like that's the main thing. that's offline lead generation. I'm going to tell you the higher you go up in revenue ladder, the more you execute with excellence, all of this elements, and it's almost like you're building a business.

an automated, I don't want to call it automated, but it's a process driven, which is what between three to $5 million is systemizing and streamlining. the companies that we noticed make that leap. They, they made these commitments. They have a, a booth, they have everything with an SOP as to how they're gonna execute it.

Everything is flawlessly being executed and the, the bigger you go, what we've noticed is the bigger the budgets. The bigger, the brand awareness, the, there's an internal team executing a lot of these areas, if not all of the marketing and advertising. and that's pretty much the journey. now let's go to the next one here and let's dive into some of the.

Online marketing, lead generation aspects. Mady, or Andrew, you want to read some of this here? So one of the first ones listed is that viral social media content. Cause obviously that can get a lot of attention for you, maybe not even necessarily in your territory, but build your reputation a little bit.

there's Facebook and Instagram ads that would be paid, organic search, Google organic search. That would be based on your website. Is it, does it have a presence, but it also pull, you're, if you just Google Contractor Click, it's not just gonna pull up our website, it's also gonna pull up our YouTube channel and Instagram.

So keep that in mind. It's keyword base, it's search base, it's demand base. So what we gotta pay attention this year specifically is, hey, maybe the search volume, and this is what we've noticed. Look year over year between 20 21, 20 22. 2020. Yeah. 2020 to 2022. and up growth in, In search volume for concrete coatings, epoxy flooring, 2023.

It actually went down again, blended data. It went down in some territories. He went up. Why? Because homeowners are moving from different areas of the country, like relocation, all that. Right. So it's, it's a search is one area where it's very different territory to territory. Mady, how important is Facebook and Instagram ads for a home improvement business these days?

Oh, it's very important. It's, it's, it's necessary. It is necessary. And it works. And it works. Of course it works. It's got to be part of it. It's got to be part of everything. Because here's what happens if you execute that, a campaign that's very well put together, it will drive traffic by default for people to search your business, right?

And it will drive the organic search rankings. So the better you execute it, it all plays along. Now, Google Maps, the Google business listing, Google business profile, it's reviews based. How important are reviews? People definitely base their decision off of reviews and, you know, also on here is listed some other places that you can get reviews.

So you might focus first, I would say, on the Google reviews. That's really strong. But then you have Yelp, you have Nextdoor. There are other places that, You need to kind of have it everywhere. You don't want to have zero reviews on just one of those channels. So keep that in mind as well. And then I think to have a good, if you have a good, business profile set up as well for Google, you want to make sure they're able to contact you from it.

There's some photos uploaded and that's just connecting all the dots. So when they go looking for, you or your services, they, they find you pretty easily in any location that they're online. You'll notice companies that are. Either going from three to five million or they're going to ten to ten million a year Their reviews like it's it's a mission.

They incentivize their teams to do it. There's a process. It's it's it's It's mandatory. It's mandatory. It's mandatory It's not an option if you come back without a review like it's part of the process Which is an interesting observation now matter you in this list here if someone's from zero to a million What would be some of the biggest?

recommendations From zero to, definitely the social media content is free. You have, everybody has to do that. That's number one. You have to get on social media. You have to post consistently. You have to show your brand. You have to optimize your bio. You have to show up because that is a place where people are gonna search for you and make sure they trust you or they don't trust you.

And everybody's on social media. So that's number one. I would say reviews are crucial. Super crucial. Again, that's another one. It costs nothing to get a review. You just have to ask for it. And it's hard sometimes to ask for it, but you just, like, what's the worst that can happen? I want to chime in. There are three places specifically that I encourage people to get reviews for.

And I'll add a fourth one there. It's first one is a Google business profile. The second one. it's next door, next door, like next door is actually a thing, and it's fairly inexpensively for you to put yourself out there. And what you can do is you can have, ask one of your clients to review you or recommend you or do a write up about you.

And now you can take that right up and boost it for 5 a day. And it goes viral pretty quick. It's still fairly untapped if you're listening to this. For most home improvement, you're businesses out there. So Nextdoor is a place that you should not, avoid. Like, you, you, you There's a community there on Nextdoor.

There's people who Do you have the app for it? I, I don't personally use Do you have the app for it? I don't use Nextdoor that much. I, I know people who are on a lot. I don't have the app, but I've, I've looked on Nextdoor before, like, actually. I think that also the demographic that's on Nextdoor is the demographic that's buying these things.

That's a good point. That's right. That's Yelp, it's another one. I don't like Yelp personally. they filter out reviews and there's a whole drama. However, consumers pay attention to those Yelp reviews. Yeah, and should you have zero reviews on the Yelp? No. Plus, just as a side note, you know where Apple Maps, which is another big one, Apple Maps, where they get their data from, the, the reviews, they, from Yelp, not from Google.

And it's weird because then you have to download Yelp to view. I know, I know. So they're smart about it and they might put in some Facebook reviews, but it's Yelp review. So as far as data aggregators, definitely get on, on next door Yelp. and, let me see here. So, so. Here's the thing professional online video.

How important is that if you're in the 1 to 3 million? 1 to 3. Yeah, I think it makes sense It basically shows that you're not playing at entry level anymore and has that more polished look there's some amazing footage that you can get from from these jobs and even the interviews and the the professional online videos to go onto your website so that that elevates the look.

And on social media too, it's a little less, a little less necessary for social media, but the website, it's like people are looking for that high caliber. Well, yes. And that's what we're doing in the Complete Contractor Program. If you're listening to this and you're a home improvement, concrete coating contractor, and you're looking to grow your business and build stability revenue you grow this year.

we have the complete contractor program. Territories are exclusive. but you can go to contractor that click forward slash start and get access to the entire walkthrough of the complete contractor program. It walks you through exactly what we do for our clients. And we send out a videographer. Once a quarter to capture all the important videos that you need for your business so that you can use them on advertising campaigns, organic search on the YouTube, etc.

Roll it out, which leads leads into the YouTube advertising, not a lot of home improvement contactors. If I asked 21 might have tried it. so the odds are incredibly wide open. How often you guys use YouTube? Oh, I love you too. Andrea, why don't you share that story you were telling me about YouTube?

YouTube is my favorite, and the other day I was watching one of my favorite YouTubers, and, you know, up pops a little ad, which you're totally used to, and it's Instagram advertising for Instagram. On YouTube. Mm-Hmm. . So those, if you don't know, they're different. Right? Right. Meta is Facebook and Instagram.

YouTube is not. And so to, to see that they chose to run YouTube ads as Instagram. On YouTube, that's a huge deal. And that shows, hey, they're wanting to, to reach someone. That means the traffic is there and it's good and they're wanting to reach me because, you know. I like watching YouTube and the longer form video.

They're wanting to consume more. You get more watch time on those ads. You really do. So you might be watching this on YouTube. If you are, make sure you're subscribed, that you follow, you share this episode, anyone you think might find this helpful. But do not. underestimate the power of YouTube organic as well as a YouTube advertising.

YouTube advertising is not necessarily a big lead generation tool, but it's a lead conversion tool. I want you to imagine what it would be like for a prospect to, submit, a form on your website. And once they submit their information, they go to YouTube and they see a video, a company video of you every time they hop into, into YouTube and watch a, a video.

For whatever they want to watch. Now they start to recognize you by the time you call them back and etc. Setting the appointment salesperson shows up. You could have rolled out 3 to 4 different videos showing them project transformations, introducing your team, and by the time that you get into that closing table.

Who do you think has the greatest possibility of, of winning, right? The contractor that has, an omnipresence or the one that just is very heavy into lead generation and conversions, et cetera. Who do you think would win? For sure. The person that's on YouTube. Right? The person. So the higher the ticket, I'm going to encourage you, the higher the commitment has to be for you this year to explore YouTube advertising.

And you don't have to spend thousands of days, spend thousands of days, how much can you invest into YouTube ads a day? Oh, it's up to you. I mean, you can test it out. What do you think? What's the budget, Mady? 3, 5? 5 a day. You're local. You don't need to spend 20, 30. Now, once you have a full blown campaign, awesome, great, we'll roll it out for you.

But it's incredible, especially if you have offers. Like you might see a lot of solar companies offering, right? you gotta get creative with the ads. Right, pay attention to these other industries that Trucks and cars in your local, you get local ads for them all the time. Don't you do? Yeah. Awesome. All right.

And we have one more point to add here, which we've covered a lot. We've covered a lot, right? Last point I want to make is the next slide here is the lead conversion process, companies that are from. 3 million to 10 million, they have this dialed in to a T. every, major, firm that acquires, merges companies, etc.

What, what do they bring to the table? They pretty much bring this right to the table. Danny, but I don't like scripts. What do you mean you don't like scripts? I see scripts, scripts, scripts, scripts. Yeah, I think there's a big misunderstanding. I don't do scripts. You know what, we should rename it to Frames, Frameworks.

Oh, I like that. That's a good one. Because you gotta be yourself. Yep. We're done with the robotic days, you know, the wealth of Wall Street. Like, there is a place and a time for it and it works. But it's the modern day consumer, they want to speak to a human. That's They want to feel heard and understood and he can't feel too scripted.

some of our clients that are winning, their setters or their admin assistants, they have different titles. they're very human. Yeah. They're well, great with people. However, they, they get the questions that they, the answers they the framework. From, from the client. So, some of them, you want to read them off and then we'll wrap it up here.

What are some of these areas here? Yeah. So one of the important things is having a really smart CRM system. What is smart? Smart means that you're, it's not just dumping it all into one category. You're categorizing things. Things have a flow. Automations. You know where to find it. And then, yeah, the follow up process is, is really important.

It's automated because you know that you're going to be texting very similar things or you're going to be emailing very similar things, so make it automatic and the CRM is able to do that. so that, that comes in with, from the leads that you might get from them filling out their contact information, or even once you've set an appointment, letting them know that someone's coming to their, their door today, here's who's coming.

but all the, the different followup scripts to me, the important part is you know that you're repeating yourself. All the time, but you give it your all and you also are able to train someone else on how to do that. It shouldn't be only one person on your team that knows how to handle that. The appointments, the objections, all that kind of thing.

Just familiarize, so that you're able to replicate that process. And now here's a beautiful thing. You're part of the Cope Master coaching community. You're one of our Complete Contractor Program clients and you don't have this. Guess what? You're getting it. We've been talking a lot. That's right. You get it.

So. here are some of the, frameworks, let's call them frameworks, because otherwise they're going to cancel me here. one of them, it's the professional inbound leads, leads that are coming in from television, radio. You got to know how to treat those opportunities. Very different than a Google search.

Sometimes they might be the same. but you gotta understand when, what times you're running your radio and television ads, who's handling the calls. Second thing is the, the lead follow up script. Someone has requested an estimate, a quote from you, from your website, from a Facebook ad, from YouTube, et cetera.

How are we calling them back and engaging them? And what's that cadence, the, the flow? How many calls are you doing? You're doing 33 calls and contacts, in two week periods, right? So, all of that. The lead qualification. That means we want qualified prospects that our salesperson can can go out and sell to we don't want individuals that are not the homeowners or the partner.

That's a decision maker is out of town maker. Yeah, right, correct. So we want to qualify them. Have a good idea. and you don't need to have this 24 point qualification. So for example, for us, a Contractor Click, we do need to qualify prospects because we have bandwidth capacity, right? So we can only take certain amount of clients and also territory exclusivity.

That's why we have a wait list right now. We have a wait list. We're opening it up very soon. There you go. Make sure you go to contractor that click. And, contact us just put in, get started, click on that button, get started and submit your information. However, we're going to make sure that we're a right fit for you.

And likewise, you should have a right fit criteria into who they are. and, appointment setting script, like what does it look like to set an appointment the right way, objection handling all the frameworks to address any concerns, and expectation setting. This is only in the lead conversion process.

Now. All of this sounds complicated. Don't worry about it. You're not the one doing it. you hire people to do this for you. And that's again another piece of training here. So you can bring us all in into the screen here. so this has been a lot. And what we've shared just to recap here, you get to see there's a lot to do in, in your business when it comes to growing and maximizing your revenue.

And sometimes you might feel afraid or insecure, sometimes, you know, underserving of what is required for you to hit your growth potential. What would you guys recommend? What has been the biggest, breakthrough that you've seen in clients that have crushed that past revenue goals? What's been either something, a light bulb has gone on in their head and they said, you know what, I'm going to commit to growing and embrace whatever comes with the next level.

in my business growth revenue, what would you say? Yeah, I think getting honest about where you're at and where you want to go is a huge part of it and Realize the flaws or the errors that you're going through or the potential opportunities that you saw today from hey I haven't done that. I haven't even thought about that.

I haven't tried that So Take those notes and be ready to make some changes rather than just be stuck in your ways and you'll really will have that opportunity to grow if you're being teachable. And then I would say after you, you, after that particular point, you get yourself, you start with the first system, you start with the first process, you, you, you Think outside of what you thought was Set in your ways and you're like, okay The next level requires a little bit of like growing requires pain So the next level could be a little bit uncomfortable, but I'm gonna set this process.

I'm gonna set I'm gonna get into the CRM I'm gonna organize it. I'm gonna Some create the automations for him. I'm going to create a sale. I'm going to think about how I've sold what I sold, what I've said, I'm going to create a script. So move to the next level by getting a little bit uncomfortable and creating a process that you can replicate and scale.

It's, it, it. Again, we were talking about specific mindsets for each stage. I think that's such an aha moment for me, even to realize, like, if you want to move into bigger stages in your life, it is a mindset shift that you're going to have to go through with your marketing strategy, of course, but even just your leadership.

Right. You got to treat your business like a business. And this is what we're big about here. Contractor Click is we want to make sure we empower you. There are some live events that I want you to stay tuned. So make sure you follow us on social media, Instagram, Facebook, on our website, contractor that click.

If you're looking for help and assistance in implementation, you're looking for a digital marketing partner that can help you get to that next level to go to contract or that click. and, Get started is the button that you're looking for. It's going to take you to a contact page. What are we going to ask them for in that contact page?

We want to know a little bit about you just so we know if it's a good fit. We're going to ask where you're located and a little bit about your size as a company and then what industry you're in. Because if you're in a certain industry and we have someone of that industry already in your territory, we're going to have to decline services to you just to be respectful to the client that we have.

But if it's a different industry and we find that out, Oh. Then we have an opening for you potentially. Sometimes people are like, Oh, why do you need to ask my revenue? Well, we just talked about why the different revenue sizes, there are different matters, specific areas that need to be improved and maximized and that we've recognized and we already know, Hey, if you're at 5 million, we're not going to talk to you about the basics of what needs to be implemented.

If you're crossing that seven figure mark, we know that there's some refinement that needs to happen. in perhaps you don't have a website or whatever the case may be. So. make sure you go to Contractor. Click today, and, submit your information. Other than that, make sure you subscribe to our podcast here.

Leave us a comment. Let us know what you think of this episode here. This is Danny Barrera over and out. Take care.