When Gordon Gregg (seated) decided to pursue larger jobs, he turned to his local Master Builders association for support and advice. The education led to landing $200,000 to $400,000 additions, $40,000 to $100,000 kitchen renovations, and a few $1 million projects.
His soft marketing approach and focus on customer service keeps new clients coming. When his crew is working in a neighborhood, he mails an introductory brochure to neighbors and asks his crew to act as ambassadors of good will for the company -- as well as the industry.
Gregg also participates in home shows and home tours to increase name recognition. "It's about getting clients to replace themselves several times over in less time than it took you to build a relationship with them," he says of his marketing program.
When his association began offering aging in place training, he quickly signed up for classes. "Any training brings forth awareness. That defines professionalism," he says. A few years ago, he began building "green" houses and last year he completed seven Energy Star-certified houses.