Hey, it’s Brandon Lewis with Painter’s Weekly. Are you experiencing the summer slump? You know, that thing that happens when all the kiddos go back to school, that for some reason causes everyone to put all their decisions on hold and the phone stops ringing for estimates and people quit booking. Or perhaps you’re going out to see people, but they are not buying. If that is the case, I’m going to advise that you do what I used to do when I hit this awful patch, this weird, slow part of an otherwise very productive season.
Number one. I’m going to ask you to go through everyone who received an estimate but did not purchase, for the last 12 months. Yes, you got that right. Typically, you need to go back 90 days or whenever you really stopped following up with people. I want you to, now write this down because you need to do it all, I want you to email them, call them, text them, and yes, Mail Merge and drop a letter in the mail, asking them if they are still going to move forward with that painting project.
What you will discover is even people who did not buy from you, who went with someone else, will say, “No, but we’ve got something else.” Lots of people out of the hundreds or dozens of estimates that you have written will come back to you and say, “Sure, we’re ready, Brandon.”
Number two. I’m going to ask that you send a non-Word email to all of your existing clients. If you do not know what a non-Word email is, Google non-Word email, Painters Weekly online. I don’t have the time to go into all the details here. It’s one of the first things I taught you when you signed up for your Painter’s Weekly subscription and that goes out to everyone who’s ever cut you a check for painting services, ever.
Then finally, I want you to look through your current client list and I want you to look at your referral sources and your commercial accounts. Anyone that is a commercial account from the past or a referral source, it could be a Realtor, another home service person, and just pick up the phone and call them and say, “Hey, what’s going on? I just wanted to touch base and see if you’ve heard of anyone who’s considering a painting project?” That also includes not only your commercial maintenance managers and facility managers but also your commercial property managers.
If you do these three things, I promise you that work will magically show up. It could be two or three projects. It could be 13 or 14 projects, depending on your particular list and the season. Don’t sit there and wait for the phone to ring. Be proactive. You make the first move with your marketing and your sales efforts to shake the bushes of unconverted leads, your past clients, and those fabulous referral sources.
I’m Brandon Lewis with Painter’s Weekly. Stop the summer slump in its tracks with this three-pronged attack. Take care.