Proximo Marketing For Inexpensive Leads

They responded to your marketing message.  They became prospects, customers (hopefully satisfied) and they can be the source for quality inexpensive leads. The term proximo marketing is used to define any type of marketing around completed jobs or jobs under construction

For siding, roofing, gutters, windows, cabinet facing as well as other products we recommend a marketing method called “hang em.”  This is a door hanger which briefly describes the product(s) being installed on a neighbor’s house.  It requests phone, email or fax responses.  In this format you extend the range to a larger number of neighbors, perhaps an entire development.  “Hang em” is phase one, which can be followed by direct mail, direct solicitation or both.

The next step (beyond direct mail) would be personal contact.  Here the salesperson (or canvasser) makes a house call to get a specific appointment.  If your salespeople seem loath to take on this task, hire canvassers to do the job instead.

Don’t give up after the first pass through this neighborhood.  Thirty days later repeat the process with another “hang em” and a direct mail postcard a few days later.

David Alan Yoho makes the following recommendation to all of our clients: Mail the radiation letter upon approved status using the customer’s name and address (with approval). Mail a postcard the week before the installation. Knock during the job and hang ‘em then – in conjunction with obtaining referrals, etc by visiting the customer.

The wise home improvement marketer takes advantage of the completed job and utilizes it as a center for proximo marketing. Working around the job isn’t complicated.  Mostly it just isn’t done wisely.  If your product is a sunroom, kitchen, deck, bath or similar, these lend easily to an open house format.  The agreement to do so is structured during the sales presentation and invitations are sent out to neighbors over your new customer’s signature. The RSVP invitation can extend to ten neighbors on either side of the completed job and to twenty on the other side of the street plus those in the general neighborhood who are friendly with your customer.

A continental breakfast, lunch, brunch, or snack paid for by your company and hosted by one of your staff becomes an inexpensive “lead potential” and contact.  Each attendee signs a guest book page giving name, address, telephone and email address, as well as permission to re-contact by phone for product changes, special offers, etc. Remember, you will need the latter to meet the qualifications of the “Do Not Call List” (check your state for specific qualifications).  A power point presentation with before and after pictures and a lead form can make these neighbors ideal prospects.

During the “open house” provide an inexpensive gift (i.e., gift card from gas stations, supermarket, or fast food restaurant) as a thank you for their attendance.  The presentation on your company and product should be limited to general information.  You are not selling the job. That remains an aftermath responsibility of the salesperson that will get the lead.

In the case of those who attended your open house, and you have their phone number and email address together with permission to call, you are now in a position to glean additional prospects as an aftermath of the installed job.  If your sales presentation to all prospects and a follow up includes solicitation for referrals you will find that proximo marketing pays off with low cost leads.

I learned an abundance from your canvassing training. Thank you so much for helping us revise our methodology!

Lynann Everett, Interactive Marketing Manager
RbA of Northeast PA

Our remodeling business had annual sales of under $9 million when we became contract clients of Dave Yoho Associates. Due to their training and systems, our revenue soared – – we are headed for over $35 million this year.

Vince Nardo, President
Reborn Cabinets

Dave Yoho Associates produced amazing results for us! Every percentage point of improvement in our lead issue rate translated to an additional $500,000 in business.

Brian Leader, Founder
Improveit! Home Remodeling

Dave Yoho Associates’ consultants are the sharpest in the industry, and are incredible communicators, very engaging, and always inspiring. Their industry insight is unmatched, as is their creativity.

Todd Miller, President
Isaiah Industries

We have been working a long time to reach a “million-dollar month”, and this September we finally accomplished our goal! The Dave Yoho Associates model and training tools are without a doubt the keys to our success.

Chuck Cometti, General Manager
RbA of Central New York

I would like to thank Dave Yoho Associates for their consulting services. For me, the meaning of ‘value’ is getting more than what you paid for, and their services truly exemplify this.

Aaron Heth, Director of Sales
Freedom-Solar

We are grateful to have Dave Yoho Associates work with our entire team. I firmly believe the improved performance of our event marketing team is directly tied to your coaching over the last couple of years.

Scott Barr, Steward
Southwest Exteriors

I’ve had the privilege of using Dave Yoho Associates consulting services for the last three years. It’s by far the best single business decision I’ve made. Their structure, training, and business coaching are second to none.

Michael James, CEO
Classic Exteriors

When it comes to consulting advice for the home improvement industry, Dave Yoho Associates has no equal. We have worked with them for over 15 years and we are ecstatic about the results!

Daniel Green, Sr. Vice President
Solarshield

It was an honor for us to have Dave Yoho Associates hold a sales meeting for our team. Everyone was enthralled by the powerful content that we are already implementing throughout our business.

Rick Otto, VP of Sales
Coach House Garages

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