How to Grow Your Business

By The RIDGEPRO ®.

When you’re too busy to grow your business.

At the height of the roofing season it’s tough to think about anything other than getting through it. Weekends off are a fond memory and often, your kids are already asleep by the time you get home. You’re dimly aware that the busy season is inevitably followed by an “unbusy” season when no one wants to sign a contract. It’s a roller coaster year after year. You know there must be a better way, but right now you’re just too tired to think about it.  

Believe it or not, the BEST time to think business growth is when you’re right in the middle of it all. You CAN make changes now that will help level that roller coaster and make your company more profitable.  

Here are a few growth tips used by owners and CEOs across many industries: 

1 - Focus on the fundamentals 

Start by reviewing your sales and cost data with a goal of finding your company’s most profitable job types. How did you get them? Could you have shifted them to a less busy time of year by being proactive with potential customers? Hint: These are the customers who can give you the best referrals. Go ahead and ask for introductions to homeowners and business owners they know. Even if those prospects don’t need a roof right now, meeting you will start the process and give you an edge when decision time comes. 

Don’t forget to look at unprofitable jobs as well. What made them go bad? Are you sure it was beyond your control? Being honest with yourself is the first step in making sure it doesn’t happen that way again. You may also learn that there are some types of customers/jobs that just aren’t right for your business. Say “no thank you” to these jobs in the future. An unprofitable job is worse than no job at all. 

2 - Reach out 

Marketing and sales efforts take time to work. Marketing during the slow season will bring you business during the busy season and you have enough of that already. You need to plant the seeds now for future projects. For example: if you send postcards or use social media, time your campaign for just as the busy season peaks. This will give potential customers time to call you and schedule an appointment for an estimate or proposal. Remember, one ad won’t do the trick; you need to repeat your message to get results. 

3 - Consider new options 

Are you leaving jobs/money on the table because they require materials or techniques your company doesn’t use or hasn’t tried? What is one thing you keep hearing about that your company doesn’t provide? Don’t forget safety equipment and training. Customers notice and will not recommend companies that take obvious risks. 

4 - Help your employees grow 

If there’s no one in your company who can take on some of your workload, you can start to change that even during the busy season. Take a hard look at tasks you can delegate. Share your knowledge of estimating, scheduling, or billing. This will free you up for ensuring there are jobs ready for the slower months. Establishing a regular program of job growth and promotion is an investment in your company’s future and helps retain your best employees. 

5 - Unstick your brain 

Possibly the most difficult part of growing your business is to analyze your own strengths and weaknesses. Consider that your own mental conversation may be the greatest impediment to success. Picture what success will look like once you have smoothed out the sales cycle and achieved a steady year over year growth. What would your life look like if you had a solid management team and a predictable sales cycle? More time with the kids? A real vacation when you didn’t need to check your email several times a day? Money in the bank for retirement? 

At The RIDGEPRO®, we get it. We’re growing our safety business too and try to implement these principles in our own company structure. We all must remember: These are only dreams unless we act on them. It’s up to each of us to make them real.