Podcast 21: How To Identify Your Ideal Customer with Tony Booth

Spray and Pray. Is that your marketing strategy? If your marketing is not laser focused on that ONE ideal customer that big wide net is going to drag in all those crappy leads that just want to beat you down on your price. Don’t you have enough of those? Today I’m in the hot seat when I get interviewed by Tony Booth on The Contractor Coachcast Podcast. We talk about my new eBook: 7 Simple Steps To Get More Quality Leads For Your Roofing Business and we focus in on How To Identify Your Ideal Customer.

What you’ll hear in this episode:

Dave’s background in the family roofing business: how a business consultant turned it around
The most challenging aspects of roofing and construction: selling, producing, and keeping score
The most rewarding aspect of construction: having flexibility in the day-to-day operation
The targeted approach to identify the ideal customer

Target marketing: the Who, What, Where, and Why
“The riches are in the niches.”
The 20/80 rule: 20% of your clients make 80% of the profits
“Mr. Big”—the ideal customer
The checklist screening process for clients
Why contractors have a hard time saying NO
Sufficient lead flow=you can pick and choose clients=YOUR target market
Fine tuning leads to get to the ideal customer
Getting started: Who is your favorite kind of client? Who is most profitable and enjoyable to work with? Who causes you the most problems?
Show the client why you provide the value
How to find and contact your ideal customer: Where do they hang out?
Why Dave started The Roofer Show podcast
How Dave helps contractors through mentoring and coaching
How Dave likes to unwind, relax, and recharge
Dave’s parting advice: “You can’t do this alone. You have to have good people and good systems if you want to grow your business. Treat your employees well because you can’t do it without them.”