How to approach potential customers

[Timmy Tucker]

So I'm in the process of opening my construction/remodeling business back up... building is picking up in the area and there is actually some work already rolling in. Will have my contractor's license/insurance/worker's comp/etc together and be back in business in the next few weeks. 2-3 months of work already on the books for this summer and another month or two's worth of estimates out there.

There is obviously a lot of work available due to the 3 tornados that hit our area, with 150-ish homes damaged or destroyed just 5 miles from me and many more within an hour of here. The insurance companies and local media are warning everyone not to allow unlicensed companies to do the repair work, and only go with legit, licensed contractors. There's not that many licensed guys around here (most are unlicensed jacklegs w/ a truck and a saw), so there's more than plenty of work to go around (theoretically).

I want to offer my services to the people that need it due to the tornado damage, but I don't want to come across as opportunistic or as a bottom feeder. What is the best way to approach people about doing repair work? Should I just approach insurance companies and ServPro/ServiceMaster type places or should I approach the homeowners directly. I will be offering a 15% discount on labor to anyone affected by the storms (all the local contractors are doing this). I know there's plenty of work out there , but I don't want to come across as a slimey, opportunistic scumball trying to get it. Cause that's definitely not my style.

[Vindingo]

[snip]
discount on labor to anyone affected by the storms (all the local contractors are doing this). I know there's plenty of work out there , but I don't want to come across as a slimey, opportunistic scumball trying to get it. Cause that's definitely not my style.

hmmm... don't want to come across as a "slimey, opportunistic scumball"?  Don't call yourself a contractor!  

All joking aside, once you get your license and insurance in order I don't think it would be sleazy to approach people.  If they need their house rebuilt, and you are qualified, you just saved them the headache of finding a GC.  Finding a good crew might be hard now though because everyone is dusting off their toolbelt and the good guys have probably already been snatched up or are out on their own.    

One thing that strikes me as "opportunistic" is advertising 15% off labor.  The number sounds good, but how do you know the other guys aren't padding their numbers 15% then giving a 15% discount?  It screams "used car salesman".  IMO talking with you clients and letting them know that you are aware of the conditions, and you will strive to give them the best price possible given the situation, would be a better approach.    

Don't forget that getting paid by insurance companies might take longer than getting paid by clients.  You don't want to have to put out a bunch of money for material and wait 4 months to get paid.  Just something to be cautious about.

[Timmy Tucker]

hmmm... don't want to come across as a "slimey, opportunistic scumball"?  Don't call yourself a contractor!   

One thing that strikes me as "opportunistic" is advertising 15% off labor. 

I can see how it looks that way to an outsider. This is a small, extremely close-knit community where everyone literally knows everyone else and is doing whatever they can to help out. Of the 8 people that died here, 5 of them were friends and/or coworkers of my family. A disturbingly large number people didn't have insurance on their homes, so it's a gesture of kindness/compassion instead of a "I'm greedy for work" ploy.

[DoubleEagle]

I think Vin is " right  on " with his advice.

If you are legit and are truly going to be a full faith BBB member and have the customer's best interest's at heart , then face to face , heart to heart discussion should be the way to best solidify a working relationship.

These poor folks have been traumatized , lost much and are trying to put their lives back together as well as there personal and real property.

You need to be their friend in need and take a personal interest in putting a big part of their life back together.

Unless you are willing to go into this with your heart and soul I'd think twice about how you will entrust such a big part of someone's life into your hands and be sure your mind is right .

Once you know that you can be a Brother to each person you decide to approach , then you can if you have the necessary skills go out and help these poor souls get back on the road to being part of normal again.

If you are just seeing $$$ signs , then you need to have a long look inside yourself and get yourself right with the " big " man first.

Dolph    

[Timmy Tucker]

...have the customer's best interest's at heart , then face to face , heart to heart discussion should be the way to best solidify a working relationship.


Dolph   

This is basically how I've always dealt with customers.

[WarrenJ]

IMHO, if you approach potential storm damage clients like - "I would greatly appreciate the opportunity to bid on your damage repair/ remodeling.  I am local and do good work and I'd like to be your contractor."  Can't see where thats pushy or opportunistic.  Its your field of endeavor, and your time to approach people that need your services.  

[erkishhorde]

Don't smile too much. 

[Ddan]

I had a contractor show for a site visit in an Escalade.  Don't do that.

[Buckethead]

Have references available with last names different from your own.

[ducpainter]

I had a contractor show for a site visit in an Escalade.  Don't do that.

What kind of vehicle is a contractor supposed to drive?

[The Architect]

I had a contractor show for a site visit in an Escalade.  Don't do that.

What kind of vehicle is a contractor supposed to drive?

This applies in VT, NH and ME. 

You can own a $60K truck but don't show up in a BMW.

[rgramjet]

What kind of vehicle is a contractor supposed to drive?

If people keep kicking tires and not signing contracts here, I'll be walking to my appointments.......

[Slide Panda]

What kind of vehicle is a contractor supposed to drive?

Out in Colorado, it was the White Pickup

[PhoenixS4R]

I work for a restoration company.

The only thing I can advise is either go to the insurance companies, or to the Restoration companies. I wouldn't do both. You might end up bidding against the restorers and lose contracts with them. It's happened with me and a couple of my subs.


Also, if you don't wanna come accross as a slimeball, go get a skid of bottled water, dress up in your work shirt fully labeled, and pass out water at a shelter. Don't hand out business cards (Or you can if you want to, but it seems tacky). Just strike up convos with people your helping and make sure whatever shirt your wearing has a name and a description of your company. People will ask you and then hand out the card.

Just my 2 cents.

[ducatiz]

The best contractors I've used did the following:

Proffered a copy of their business license, their insurance and their contact info on the first meeting -- without my asking.

One guy had his info in a folder he'd leave -- it had testimonies from prior customers, photos of the jobs, a copy of his business card, and his licensing & insurance info.

He had done it all at home on his ink jet printer, printed the labels and stuck them onto inexpensive folders he bought at office max.  It was low tech and low flash and it made the difference in our selection of contractors.