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Ep 109. Nick Sutherland – Converting Neighbors into Clients with SendJim

⏱️ 35:43 🎤 Mike Gore-Hickman, Nick Sutherland
AUDIO EPISODE
Ep 109. Nick Sutherland – Converting Neighbors into Clients with SendJim
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Chapters

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  • 0:00
    Marketing During Slow Months
    Nick explains the challenge of maintaining marketing momentum during slow seasons and the importance of planning ahead.
  • 1:11
    What is SendJim?
    Nick provides an elevator pitch for SendJim, describing it as a software that facilitates hyper-targeted direct mail and automation for home service businesses.
  • 4:46
    Automated Quote Follow-ups
    Nick details how SendJim's automated handwritten card follow-ups can increase sales percentages by consistently touching base with prospects.
  • 7:00
    Nick's Journey to SendJim
    Nick shares his background in sales and marketing, and why he joined SendJim, emphasizing the joy of helping small and mid-market businesses.
  • 12:23
    Best Direct Mail Practices for Painters
    Nick outlines successful strategies for painting contractors, including using EDDM and targeting neighbors of completed jobs with sequences.
  • 18:37
    Direct Mail Conversion Rates & Costs
    Nick discusses expected response rates for direct mail, the cost-effectiveness of different postcard sizes, and typical investment for SendJim services.
  • 23:27
    Optimizing Direct Mail Offers
    Nick advises on A/B testing different offers, suggesting feature-based incentives over discounts and the importance of social proof on postcards.
  • 34:05
    Neighbor Mailing Strategy
    Nick recommends starting with neighbor mailing as an effective, budget-friendly strategy, highlighting its automation and targeting capabilities.
  • 39:21
    SendJim's Handwritten Cards & Flexibility
    Nick demonstrates SendJim's handwritten card feature, its use for strategic partners, and the platform's flexible month-to-month plans.
  • 48:51
    New Text Messaging Feature
    Nick introduces SendJim's new text messaging feature, explaining how it integrates with their hyper-targeted marketing approach and compliance measures.

Speakers

M
Mike Gore-Hickman
Host — founder of Paintergrowth.com
N
Nick Sutherland
Director of Partnerships and Revenue at SendJim

Key Takeaways

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Prioritize continuous marketing, even during slow seasons, to maintain momentum and ensure a full calendar when busy periods return.

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Implement hyper-targeted direct mail campaigns by sending postcards to neighbors of completed jobs, turning each project into a marketing opportunity.

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Utilize automated handwritten cards for quote follow-ups to maintain a personal touch with prospects, even as your business grows.

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A/B test different offers (e.g., feature-based vs. discount-based) and postcard designs to determine what resonates best with your local market.

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Start with neighbor mailing as an entry-level direct mail strategy, leveraging existing jobs to cost-effectively generate new leads in concentrated areas.

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Leverage SendJim's custom list import feature to send targeted handwritten cards to strategic partners like property managers or interior designers quarterly or semi-annually, fostering long-term relationships.

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Take advantage of SendJim's flexible month-to-month plans and consider using their customer success team for guidance on optimizing campaigns and design.

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