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Jobsite Proximity (radius) Marketing...The Goldmine Next Door!
"The best place to find a customer is right next door to your last customer!"
After all, the fact that you are already working in the
neighborhood adds credibility to your company - the neighbors
see your vehicles, your yard signs and your WORK!
But beyond that, neighborhoods tend to be homogeneous in
nature. Homes are of similar age and value and the people who
live there tend to have similar earnings and needs. On top of this,
you got the "keep up with the Jones" thing going on. And the best
part... It's so easy to do proximity marketing with the help of your
MarketSharp system!
Even though you may have already thought about this... Chances are you never really consistently
implemented a complete proximity marketing program. At best you may have done a couple mailers or
dropped off some door hangers around a few jobs, experienced so-so results and gave it up. Well, effective
proximity marketing is a simple process that involves 5 easy steps and, if followed, can result in at least
another sale for every job you install!
MarketSharp makes implementing the "Proximity" function easy!
1.
The Pre-Job Mailer: Studies show that the average person needs to be exposed to an advertisement
multiple times before they respond. With this in mind, we begin our process with a pre-job mailer of
some type that goes out to the closest 75-150 homes in the area encouraging them to "watch for us"
at their neighbor's home. The "Coming Soon" postcard is a perfect touch for the initial contact.
2.
The In-Progress Job Mailer: An optional, but very effective second exposure is to send a courtesy note
about starting the project to the same 75-150 homes. A simple "Pardon Our Dust" postcard does a
great job of making neighbors aware of work in progress. But better yet, send the second in a mailer
series like the "Now Playing" postcard.
3.
The Yard Sign - Job Presence: Yard signs are very important in
successful proximity marketing. The sign, a) allows the neighboring
homeowners to learn about the project, b) builds name awareness,
and, c) reinforces your other advertising. Inform your new customer
that you'd like to use a yard sign as a way to identify their home for
delivery people and your staff. Also, let them know that if anyone in
the neighborhood decides to do business with you from seeing the
Jobsite Sign, you will compensate them with something of value (cash, dinner, show tickets, etc.) Not
only will you find your customer to be agreeable to allowing your sign, but you will also find them
actively involved in promoting your company since they now have something to gain by it! Plus, this is
the beginning of your referral program.
4.
The Post-Job Mailer: This mailer acts as your fourth exposure to your
prospective customer. It goes out to the same 75-150 people that received a
pre-job/in-progress mailer. Again, it may be a simple postcard like "Two
Thumbs Up", although many dealers have great success with a personal letter
for this mailer. It should encourage the prospect to look for the job sign and
talk with your new customer about their new windows, siding, roofing,
addition, etc. To be most effective, this mailer should also have a time
sensitive 'special offer' to encourage the prospect to act NOW. Some
Proximity Marketing (cont.)