Are you attracting the wrong customer?

More leads are not always good news. If the wrong customers keep calling, the cause is usually something your business is putting out there. In this episode of Built to Grow, Olivier Bridgeman (Bridge Media) and Frank Bourque (Greenmark Landscaping & Development) look at the wrong-customer problem from two sides. Olivier covers the marketing side: what your website, photos, and reviews tell a homeowner before you ever meet. Frank covers the operations side: what the wrong customer does to your crew, your schedule, and your bank account. Resources Request Frank's downloadable PDF: https://www.frankbourque.com/contact Read Olivier's article on this topic: https://bridgemedia.ca/en/marketing-tips/real-growth-starts-with-better-prospects/ Bridge Media's free self-assessment based on their homeowner survey: https://bridgemedia.ca/en/marketing-evaluator/ Episode table of contents 00:00 Intro 00:24 Welcome to the Built to Grow series 01:34 What the wrong customer costs your business 03:26 Finding your ideal client is a discovery process 04:14 Your ideal client is more than a budget 06:43 Why most contractor websites look the same 08:23 Profitable jobs versus jobs that drain you 11:05 Red flags: low trust, slow decisions, and late changes 12:35 Want pool jobs? Show pools 13:46 What homeowners look for: trust above all 16:15 Sell the dream, and why your truck matters 19:44 The trap of adding extras at cost 21:19 Should you publish prices on your website? 24:02 Write down what made your best clients great 28:43 Know your deal breakers before the meeting 31:03 The positive cycle and the snowball effect 32:57 Wrap-up: align your message with your ideal client 33:51 Referrals and partnerships when it's not a fit Action items List the customers from the last three to four years that you remember for the right reasons (you made money, they paid without a struggle, the job was a reasonable drive away), then write down what they have in common to describe your ideal client. Check your website, social media, and Google reviews against that description. If you want pool work, show finished pools, and if you don't want discount hunters, stop leading with promotions and "free" offers. Photograph the finished result, not the work in progress. Ask past clients if you can come back after a year or two to shoot their project once the plantings have grown. Give prospects a budget range early so you find out in one conversation, not ten, whether you are in the same ballpark. Decide your non-negotiables before the sales meeting so you can say "we're not the right fit" calmly, and refer the job to a partner who is better set up for it. Need help with your marketing? https://bridgemedia.ca/en/contact-us/