Choosing your ideal customer

Choosing your ideal customer

I meet with a lot of small business people each and every week. It never ceases to astound me how many of them ignore the importance of having a picture of what an ideal customer is. This is how people get out of control on spending on Google Ads, in fact, it is responsible for the vast majority of misdirected marketing spend. Starting a business is easy, staying in business is hard. Before you spend one more dollar on marketing, here are some things to think about:

 

When you’re in the trades there are a number of different directions you can go in, it is important to choose your target niche and stick with it though. For instance. In the context of demolition I had to make a choice between commercial and residential as a focus. The tendering process for large projects is long, complicated and extremely risky. The winner often has to lay out large sums of money at the front end to get what is often quite a modest return on investment at the end of the job. For a smaller operator, which is the vast majority of Australian tradesmen, the burden of the capital outlay and the cost of that capital can be crippling.

 

I know guys who have gone so far to the wall on contracts like this that they have lost their business and in some case even their houses.

 

Making the decision to focus on residential projects also has some downsides. You’ve got to win a lot more individual contracts to make it viable for instance. This means that, while your front end cost on a job is lower and you generally get paid a lot more quickly, you will need to spend more on marketing. You’re also going to have to communicate with more people on a more regular basis.

 

The big thing that I love about residential work across all of my business units is that it’s lower on the front end spend from my perspective and it is extremely rare not to be paid in full within 7 days. When you’re in small business having that level of certainty about your cashflow makes life a lot easier.

 

The other option is somewhere in the middle. You can work as a contractor for a builder or other larger operator. This has both upsides and downsides.

 

If you’ve got one business providing you with regular work then it can be tempting to put all your eggs in the one basket, in the event that the company you’re contracting to falls on hard times though, you’ll be going down with their sinking ship. Also in my experience it can take a lot longer to get your invoices paid.

 

Before you can even start to formulate an effective marketing strategy you need to know exactly where you’re targeting. For smaller operators I recommend choosing one of the above, don’t try and be all things to all people. It doesn’t work.

How much money is answering your own phone costing you each year?

When you’re in business for yourself, every minute you spend on the phone following up with a tire kicker is a minute that you’re not earning money. If you’re a sole trader it’s even worse as making those calls can take your mind off the job at hand.

Have you ever sat down and crunched the numbers to see just how much more money you could be making if you were not the one making those calls?

We’ve put together a calculator so you can see just how much you more money you could make each year if you got smart about managing your followup process:

We’ve based the calculation on a modest 5 minutes per phone call, often calls will be longer. As you can see it doesn’t take all that many quick conversations each day to really start adding up. Are you ready to revolutionise your business and really start taking things to the next level? Give us your phone number and we’ll give you a call back:

Serious car accident gives birth to life changing new platform

Quotenamic was founded with a view to transforming the lives of Australian small businesspeople. To streamline their procedures and help them win more business. It comes as a surprise to many of our clients when they discover that it had its genesis in a car accident. Back in 2012 co-founder of Quotenamic, Adam Martelletti, rolled his truck over on the Mitchell Freeway in WA.

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Adam Martelletti co-founded Quotenamic to solve problems for other people that he had met in the course of his own business.

While Adam walked away from the accident and the written off truck was taken care of by insurance, it was a close call and it got him thinking. When you’re in business for yourself you wear a lot of hats.

You’re the office manager, the line worker, the receptionist and 101 other things. If your work keeps you on the road then that further compounds things. On that rainy winter day when he crashed the truck, an accident that was serious enough to have caused serious injury. Adam asked himself what was going through his mind. Here’s what he came up with:

  • Thinking about the next job he had coming up.
  • Thinking about getting paid for the one he’d just finished.
  • Trying to answer his phone (even hands free is still a distraction).
  • Thinking about the jobs he had to quote.
  • Thinking about the quotes he had out that he hadn’t followed up on.
  • Trying to keep everything straight in his head until he got the chance to pull over and take notes.
  • About 1000 other things that he had to keep on top of to keep his business running.

While a system like Quotenamic can’t fix all of those problems, many of them just come with being in business for yourself. The big ones, like quoting jobs, following up on quotes and answering the phone are pretty easy to solve. That’s why Quotenamic was born, to take those pressures off of small business people without the hassles and expenses of doing it themselves.

The Quotenamic platform is setting small business owners around the country free. Free to focus on what they do best. Focus on the reasons they got into business in the first place. Click here to get in touch.

Aussie Tradies are Time Poor

Most Australian tradespeople don’t get involved in their own business in order to have the pleasure of owning an 80 hour a week job. In reality though that’s what many of them end up with. Extremely long days, doing the job of six different people, often earning less than their employees. We’ve all been there, on a job having been let down by some useless casual employee who only turns up for work when he needs beer money trying to get something done so we can bill a client and earn some money to pay the bills, and the job is taking ten times as long as it needs to because the phone rings every five minutes.

Of course there are ways to fix that problem. Spend thousands of dollars a month on full time admin staff and an office set up, that would sort it. You’d also find yourself working even harder to pay for that.

Then there’s the fact that you’d have to waste days on end training the staff member to handle your calls. What about some of these issues, have you considered all the angles?

Where do you find that time to train them up?


What happens if you spend 3 months finally getting them up to speed and they move on to something else?

Do you really have enough work to sustain someone full time in the office?

You don’t want to be paying people your hard earned money to sit around and file their nails!

Have you even got an office space?

Is your wages budget big enough to cover someone who is going to have the skill set you really need or are you going to be forced to compromise?

Quotenamic was designed to solve these problems, to take a lot of that admin overhead away from our clients, do it for a fraction of the costs of doing it in house and have a fully trained team in place to deal with the specific needs of Australian tradies.

The system was designed by tradies, for tradies and it works.

Give us a call on 1800 861 190 and let’s have a talk. Alternatively, fill out the form below and we’ll call you.

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4 Stupid Mistakes Tradies Make Every Single Day

Let’s face it, being in business is not easy. It’s time consuming, it’s stressful and it’s often complicated. That said, Aussie Tradies tend to be their own worst enemies by making these seven incredibly stupid mistakes that set their businesses back. How many of these sound familiar to you?

Not calling people back to check what they think about quotes and estimates

Did you realize that the easiest business to convert is people who have approached you for a quote. Be honest with yourself, how much business have you lost because you didn’t follow up?

Not answering their phones

Every missed call is missed money. New customers don’t care if you’re on a job site or you’ve got something better to do than pick up your phone. If they’re calling and you’re not answering then the next guy on the list is getting the business, it’s as simple as that.

Not keeping on top of their email

In today’s day and age you need to accept that business comes from multiple angles. If you’re not contactable through multiple channels then you’re going to be losing out.

Not nurturing potential customers

Do you know that 6 out of 10 customers that request quotes and don’t make an immediate decision end up getting the job done within six months. Are you regularly emailing customers even if they don’t convert immediately?

Are you doing any or all of these?

If you are you are losing business to the competition and causing yourself to be set back in the growth of your business for a problem that can be solved for less than $100 a month.

How much of your time are you wasting? What is your time worth?

Bonus mistake number 5

The biggest mistake that small business people in Australia make every single day of every single week is not putting a higher value on their own time. The equation is really quite simple. If you’re charging $150 an hour when you’re on site and you’re missing out on time that you could actually be billing for because you’re answering phone calls. Even worse, if you’re not answering phone calls and losing new business just because you’re “one guy with a van”.

If any of that resonates with you, you’re doing it wrong. Let us help. Call 1800 861 190 now. If you’d rather send us an email then click here to get us your details and we’ll show you how to revolutionise your business, and increase the amount of time that you’re earning rather than wasting.

 

What is Quotenamic

The best way to explain how it is that Quotenamic came into being is to talk about a bloke on a Bobcat. A bloke who works long hours, a small business person, just like you. With a 1300 number diverted to his mobile, a couple of guys labouring for him on a casual basis and no one to follow up on quotes and estimates unless he picked up the phone himself.

I’m sure you’ve been there before, you’ve got a choice to make. You either make that call or you keep on slogging away at the job you’re on. Neither one is an ideal outcome. That call could be for a huge project, or it could be just another time waster. Make too many calls while you’re on a job and your reputation could suffer. From this, Quotenamic was born.

Here are the pain points that Quotenamic addresses:

You never need to keep on top of following up on a quote, ever again.
Once the initial lead is in the cycle Quotenamic takes care of calling clients, keeping in touch with them and making sure you win more business.
It takes the problems that automation brings with and injects a human element into the process.

Why wouldn’t you just hire someone?

Well the first thing I’d say in response to that question is that if you were in a position where that was comfortably affordable you probably would have done it by now. Employing a full time admin person could easily run to $3000 a month, that’s pretty terrifying, especially when you consider how hard it is to fire people in Australia these days if they don’t work out! Quotenamic plans start from $19 a month. Is it worth less than the price of a few beers and a lunch at the pub to you to score 3-4 new jobs a week? Honestly, if it’s not then you’re doing something wrong.