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This article is one of a series on marketing for contractors, though many of these concepts can be effectively applied to other types of small businesses.

Business Cards

The idea with business cards is to hand out 5 per day – in other words, force yourself to talk to people. In the grocery line say: “You must live in this area, I do too. If you ever know of anyone who is interested in a pond/driveway/home remodeling can you give them my card?”

In Frank Bettger’s book, “How I Raised Myself from Failure to Success in Selling”, he related how he would put 5 stones in his left pocket in the morning and each time he introduced himself and his business to someone new he would move one stone from his left pocket to his right pocket. At the end of the day he had to have all the stones in his right pocket. Then he would start all over again the next day.

Again you are building your database of warm leads. Many times when you introduce yourself to new people they will know someone who would be a prospect, if they are not a prospect themselves. If not, be sure to collect their card and ask them if it’s OK for you to drop them a line from time to time.

Drill: If you don’t have business cards get some made immediately.

Flyers

You can often get door hangers directly from the manufacturer who makes the products that you sell or install. If so, they are making it very easy for contractors to promote. All you have to do is order them, and put your name, address and phone on with stickers, or attach your business card.

There are several ways to utilize the door hangers. First, I would have your crews hand them out in the neighborhood where they are installing a job. Make sure your job sign is up so the neighbor sees that when they drive by too. Just attach your business card to the door hanger and have the crew pass them out at the end of the day.

Door hangers can also be left next to your demo pond displays or job signs for people to take home with them. They are an inexpensive brochure which you can use at home shows as well.

Hire someone to pass door hangers out in neighborhoods that you want to get work in. If you have an area where you have installed several jobs, another way to make the door hangers work for you is to ask your customers to put up your lawn signs in their yard for a few weeks. Many will do it just because they like you but you can also offer them something in exchange like a small gift. This is an opportune time to pass out the door hangers, and let the neighbors see that you have installed ponds all over their neighborhood. If Mrs. Jones has a pond, they should have one too.

Terry Morrill is CEO of Pacific Outdoor Living Pro Division (http://www.pacificoutdoorlivingpro.com), a distributor of Aquascape pond equipment and products, and a distributor of quality interlocking concrete paving stone products. The company is located in Sun Valley, CA. Pacific Pavingstone (http://www.pacificpavingstone.com), also owned by Terry Morrill, has twice been listed on the Inc. 500 list of the fastest growing companies in America, and this year is listed on the Inc. 5000 list. California Waterscapes (http://www.californiawaterscapes.com) is the largest designer and installer of commercial and residential ponds in the U.S.