29 Sep 2016 / Best Practices

We all want to bring more business through the proverbial “front” door and see our profits grow from one year to the next. But the truth remains that most business owners and managers execute on half-baked sales strategies based on their own marketing experience, their own tolerance to risk and finally their own gut instinct. While there is no “silver bullet” in marketing, the problem lies less in the intentions but rather the execution. We have often see companies wanting to grow their business, without having the right tools or internal structure to support more business.

In order to be successful in growing your business the whole company need to become the sales and marketing department, intimately linked together like a well-oiled engine. Too often, we send out a marketing or business development person out with glossy marketing tools & flashy sales pitches. While in reality, we’re only putting “lipstick on a pig”. Too many companies think having “curb appeal” is the silver bullet in marketing, but that’s only half true. Today you need more than just good looking business cards, well designed marketing collateral and a cool looking website. Truth be told, restoration companies are all selling the same thing, there’s nothing differentiating one from the next.

Which begs the question; What makes your company unique? Apart from “great service” or “quality workmanship” what does your company do different than the next one?

Business development is a team effort, every member of your company has a part in making this not only work but also be a major success. From the receptionist answering the call through the first technician on-site, all the way to the accounting department. Each individual is participating in one capacity or another. If the team does not do their part the marketing person has nothing to show the adjuster, agent or property management company. Sales pitches are like an expensive golf club; it means nothing it there’s no follow through. Promises are empty words if there’s no execution. As we continue to see more and more restoration companies embrace the DASH claims management solution, it is only those that execute correctly that will lead the market.

“Promises are empty words if there’s no execution.”

It is imperative that company management acknowledges what needs to be done and makes sure it happens consistently before applying their marketing strategy. Does the left hand know what the right hand is doing? Does everyone understand what role they play in the company’s overall success. In order to make any kind of marketing or business development efforts work, the entire company needs to understand and be on-board with the overall job service standards.
These should include, but not limited to the following:

Real Time Data Acquisition

  • Real-time DASH job entries for all jobs
    • Real-time status updates
    • Real-time photo uploads
    • Accurate documentation
    • Descriptive notes
    • Photos of actual equipment placement
    • Quality, accurate photos which are clearly described
    • Source of loss photos

Mobile Moisture Mitigation Reporting

  • Moving from paper format to a digital format drives transparency
    • Data quality and consistency
    • Promotes transparency
    • Builds accountability for water techs
    • Saves time and money
    • Guide technicians with proper IICRC S500 recommendations
    • Limits liability and risk
    • Eliminates repudiation

Job Service Standards

  • Automating the job standard workflow is best way to stay ahead
    • Maintain strict timeline for initial communication with customer
    • Continued job updates and documentation throughout the loss
    • Job cycle time consistent and meet or beat industry standards
    • Ensure Contact Manager database integrity
    • All employees or sub trades on job site represent the company standards

These are three simple things you can do to help make the best of your marketing efforts. Next Gear Solutions is a dynamic organization with a proven track record for promoting change resiliency and operational efficiency in the restoration industry.