Marketing to Landscape Contractors

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PondBuilder put together a few slides sharing ways their Distributors of pond supplies can connect to their ideal customers, Landscape Contractors. …

PondBuilder put together a few slides sharing ways their Distributors of pond supplies can connect to their ideal customers, Landscape Contractors.
Key Strategies revolve around Marketing, Sales, and Adding Value to the Business Relationship.

For additional information subscribe to the PondBuilder Blog www.pondbuilder.com

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Transcript

  • 1. Marketing to Landscape Contractors Connecting to & Promoting the Water Garden Industry Presented by: Kip Northrup President [email_address] PondBuilder Manufacturing Inc.
  • 2. Understanding Your Customer Today’s Landscape Contractors
    • The Personality of Contractors :
    • Always on-the-go mindset
    • Multi-tasking jobs
    • Prefer Hands-on approach
    • Limited Time Schedule
    • The more you learn about existing customers the more you will understand why they may or may not buy.
  • 3. Becoming the Expert Building a Knowledge Based Sales Approach
    • Knowledge builds creditability :
    • Attend Host training events
    • Inquire about product feedback
    • Conduct product comparisons
    • On-the-job training
    • The Contractor support system beings with a knowledgeable supplier.
  • 4. Establishing Relationships Reaching out to Landscape Contractors
    • Gaining Trust 1 st Then Sales :
    • 1-on-1 Time
    • Offering Project Reviews
    • Make Notes on Favorite Products / Personal Activities & Interest
    What makes you memorable? Will you go the extra mile?
  • 5. Extending a Hand Making Yourself Available to Landscape Contractors
    • Personalizing your services :
    • Share success stories
    • Invite Mnfrg. Reps to speak at events
    • Schedule annual sales meetings for review
    • Offer “Same Day” Quotes
    • The more value the Landscape Contractor sees the more likely they are to refer your services and products.
  • 6. Sharing Ideas Building Displays & Training Seminars
    • Seeing is Believing :
    • Create a Display with the help of your staff & Landscape Contractor customers
    • Provide equipment & supplies for Landscape Contractor Home show events
  • 7. Stocking the Right Products Maximize profits with proper products
    • Seasonal Products vs. Core Products :
    • Stock core items
      • Pumps
      • Water Treatments
      • Plumbing
      • Filtration
    • Seasonal products
      • Water Treatments
      • Nets Heaters
      • Aeration
  • 8. Providing Technical Support A Landscape Contractor’s safety net
    • Capitalizing on Expert Status :
    • Share proper installation techniques
    • Provide Calculations & Specs
    • Recommend options & alternatives
    • Become the Manufacturer’s Liaison
    • If homeowners refer to Landscape Contractors for good advice, then are you prepared to offer great advice to landscape contractors?
  • 9. Promote the Industry Raising awareness of water gardening
    • Taking it to the Streets :
    • Write Articles or Submit Projects
    • Offer to Speak at Industry Trade Shows & Events
    • Become involved in Water Garden Societies & Koi Clubs
  • 10. Becoming Social Today Using Social Media to promote your services
    • Marketing for the future :
    • PAST - print ads, yellow pages, tv, radio
    • TODAY - website, facebook, twitter, linkedIN, etc.
    • FUTURE - combining a strong marketing plan means using all forms of media to market your business cohesively.
    • Social Media allows you the platform to begin target marketing specific to the type of customer and their interest.
  • 11. Engaging Customer for Life Communication drives sales
    • Open Lines of Communication :
    • Write weekly, monthly newsletters (e-Blasts)
    • Share tips and New product info
    • Remain in touch with existing customers
    • Create a Pond Blog
    • If the average pond owner enhances or
    • Upgrades their feature 3 times, will your customer be thinking of you the next time? Your success comes with their success!
  • 12. PondBuilder Blog Helping Homeowners, Landscape Contractors and PBO’s
    • What’s the Word? :
    • Weekly or Monthly
    • Current & Relevant
    • Informative
    • Fun
    • Blogs are great for keeping an audience engaged and interested in the industry. Promoting, educating and sharing all drive additional sales for you & your customer!
  • 13. ALL NEW WEBSITE! www.pondbuilder.com
  • 14. Thank You!
    • Kip Northrup- [email_address]