Perspective Flip: How To Use COVID-19 To Better Your Contracting Business

Posted by Adam Zobel | Fri, Mar 20, 2020

 Perspective Flip: How To Use COVID-19 To Better Your Contracting Business

Fear has, in many ways, par­a­lyzed our econ­o­my just as much as the social dis­tanc­ing. And, that fear is con­ta­gious. We’ve already seen it start to seep into the per­spec­tives of busi­ness own­ers, espe­cial­ly those who own small busi­ness­es that sim­ply aren’t built to with­stand too much turbulence.

NOW is your chance to either hun­ker down and hope the storm doesn’t get too bad, or seize the oppor­tu­ni­ty to mod­i­fy and improve your processes. 

Sales. Mar­ket­ing. Leadership. 

It all has to work togeth­er, and it can’t be dic­tat­ed by fear.

Stop Wait­ing for Back To Normal”

Things might nev­er feel ful­ly nor­mal again. Or at least not for a long, long time. You need to act now to make the nec­es­sary changes that will pro­pel you forward. 

COVID-19 might very well have changed the game, forc­ing us to dri­ve faster toward an inevitable shift to dig­i­tal esti­mat­ing and sales. 

Dur­ing the pan­dem­ic and social dis­tanc­ing, this shift is 100% nec­es­sary. After the virus pass­es, hav­ing these process­es and capa­bil­i­ties fine tuned and in place will give you a time-sav­ing option. Imag­ine cut­ting down your dri­ve time between appoint­ments, or rarely ever bat­tling traf­fic while watch­ing 50 min­utes burn that could be used SO much more effectively.

So, what does this look like?

Tips for Help­ing Your Ramp Up Vir­tu­al Sales and Estimation

#1: Get your team on board

Head trash is TOX­IC in the sales world. Start­ing with you, make sure your team knows that this isn’t a nec­es­sary evil or a band-aid fix. This is what the future of sales will look like, and get­ting prepped NOW will posi­tion you for huge future success.

#2: Focus on the positives

These tools will help you be more effi­cient, close more deals, and stay in clos­er touch with clients. And, it very well may be all that keeps your head above water dur­ing this cri­sis. Oth­er con­trac­tors won’t rise to the chal­lenge, but you will.

#3: Get com­fort­able with Com­pa­ny­Cam and Zoom Right Away

These tools are invalu­able, and will help you com­mu­ni­cate smooth­ly and eas­i­ly. But, you need to be as pol­ished and com­fort­able with the tech as pos­si­ble — prac­tice it togeth­er, espe­cial­ly while your office is like­ly work­ing remote­ly anyway. 

What Would the Vir­tu­al Sales and Mar­ket­ing Process Look Like?

Let’s use an exte­ri­or paint­ing job as an example. 

  • The esti­mate is set up, and you set the table by let­ting your client know exact­ly what to expect dur­ing the hands-free esti­mate process
  • Have a phone or Zoom call to run through the basic needs assessment
  • You stop by the home, take pho­tos on Com­pa­ny­Cam and anno­tate the pictures
  • Send the client a Zoom meet­ing link and a link to their Com­pa­ny­Cam album (both are very easy to use!)
  • Share your screen on the Zoom meet­ing, walk­ing through the pho­tos you took and their estimate
  • Obtain a dig­i­tal sig­na­ture and get to work

How Should You Mar­ket Dur­ing This Time?

  • First of all, don’t FREEZE your sales and mar­ket­ing efforts. That’s the one thing you can do to guar­an­tee dis­as­ter. Cut down and stream­line? Sure. But don’t disappear.
  • Call old leads per­son­al­ly, or send an email/​text cam­paign remind­ing peo­ple that you are work­ing safe­ly and at full capacity.
  • Stay pos­i­tive! Don’t be fear­ful — be pre­pared and smart about your approach. 
  • Dig­i­tal­ly knock on doors with tar­get­ed social media cam­paigns to spe­cif­ic neighborhoods.
  • Share your COVID-19 pol­i­cy, but also share the fact that you have avail­abil­i­ty to work now and offer vir­tu­al estimates.

It’s Time To Go Commercial

This is also an ide­al time to aggres­sive­ly pur­sue com­mer­cial repairs/​repaints. Facil­i­ties are closed, but prop­er­ty man­agers often still need your ser­vices and will use this time to get the work done.

The Big Takeaway? 

It’s all about your mind­set right now. Don’t think small, or just sur­vival.” This is your chance to adapt and thrive with changes that you can con­tin­ue to per­fect and implement. 

So, what are you going to do?

About Adam Zobel

Adam came to us with a background in teaching, writing, and a work history that included serving numerous small businesses (including assisting with content writing and marketing efforts). He was a natural fit, and enjoys connecting with our clients, creating unique content that reflects their culture and voice. We keep him busy! Adam handles blogging, email campaigns, website content creation, copywriting for print and promotional materials, social media, letters, mailers, and more. He also does a dynamo impression of Nicolas Cage, but you didn’t hear that from us. Adam lives in New Hampshire with his wife and two boys. He is also a 1st cousin of David’s wife!


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