How to find more work as a LAND SURVEYING COMPANY?

I'm planning to restructure the land surveying company I work at; since the sales are not happening {as in projects}- and we need bigger contracts- more institutional based, more commercial projects.








•We don’t have referrals.


•Its mostly repeat clients because we’ve dealt with them in the past and because we might be the cheapest option that could give them ‘decent’ work.


•Most of the interested parties are just looking for an updated survey.


•Our performances or packages has no U.S.P-


•Basically for the previous 8 months we’re just pushing the carts.





How can we restructure our marketing to get a new brand image and business. We have 40 plus years of experience but suddenly its not working!





DESPERATE NEED OF IDEAS!

How to find more work as a LAND SURVEYING COMPANY?
I'm not in land surveying but I do have years of business and customer service experience. Just basing my opinion on the description of your company, I have to say, I wouldn't hire your company as land surveyors. Read it back to yourself and ask yourself: knowing what you just wrote, do you feel confident in this company's capabilities? If not, then definite changes need to be made. Are all of your employees up to par with the technology of the industry? Do they waste time? Can they be trusted to give accurate readings? You may need to let go of one or two people who aren't working at all. But I would first hold a meeting after you've gotten your plan together and let everyone in your business know that you are turning a new leaf for this company. Get them on board with you! Let the lazers know that certain inaccuracies or behavior will not be tolerated any more and give everyone a chance to step up to the plate. Then, in a month's time, you can review their performance and decide who will stay and who will go. Everyone must be shooting for the same goal. If you don't have problems in this area than that's great! It's much easier to market yourself with professional, qualified and reliable employees!!





Now, specifically, why do you say you have no referrals? If you've been in business for 40 years and you have no referrals, that's a bad sign. :( And the fact that you have "decent" work in quotes, does that mean you don't have qualified and accurate people working for you, and the work your company does is less than decent? If this is incorrect, you need to focus on your company's strengths, not it's weaknesses. The feeling of your company which you've gotten across in your question is: "eh, we're not that good of a company, but we'd like to make more money anyway." Your first step to a brand new image is in your attitude, in your mind, how you see yourself, your company, your workers. Pull out all the positives of yourself, your company, your workers. For example:





*Been in business for 40 years!


*References gladly furnished upon request.


*Referrals are always welcome!


*Certified in (whatever you're supposed to be certified in).





See the excitement in this list? Feel the positiveness in the statements? That's what you're looking for.





I highly suggest visiting the site below. It's a Professional Surveyor's magazine and the man who wrote the article can tell you exactly what you need in order to successfully market your business. Don't just read that one article but browse around the site. It's very good.





Also, think about why you aren't getting referrals. Is your work done in a timely and professional manner? Or is it shoddily done? Are your employees rude to clients if they run into them? Or do they treat everyone with respect and professionalism? Practically speaking, do you leave extra business cards with clients and ask them for referrals? Do you offer them a discount next time if they give you a referral? Or offer them anything? Sometimes you can even offer them movie tickets, or a gift card to a restaurant or something fun for them if they refer a client (and you actually do work for that client). You have to give people incentive to refer you to people although if you are friendly, courteous and professional and do excellent work, that can be incentive enough.





Also, you may need to raise your prices. It's better to be known as one of the best in town rather than the cheapest in town. Higher rates imply you are better at your service than other companies. But you need to back that up. And, don't raise your prices too high but you might need to do some research and find out what everyone else is charging for land surveying in your area and what services exactly are included in that pricing? Then you can better judge where you should be in your specific market.





Let everyone know that you are looking for more work, new clients, commercial/institutional projects. Do a little research in your town and find out what projects are coming into town (talk to your realtors about commercial properties and ask them if they could refer your services). They may not be able to recommend your services if they don't know your work, but they may be able to carry your business cards around with them and offer them (and others) to the potential buyer (or the seller).





Network, network, network! Go to ground breaking ceremonies with business cards in hand, see if there is a local Surveyors Association for your area and if they have meetings, visit overcrowded schools which may be looking into building additions (they might need your services). Basically, sit down and brainstorm about all the specific type of clients you could service and then ask your employees and add to your list. Then, from that list, figure out ways to get in contact with the person who would hire you. Call them and introduce yourself. Offer to buy them a cup of coffee or lunch to discuss your services for future needs (don't forget your county/city/state depts.). Find out the name of the person, dress appropriately/professionally, come in with brochures and business cards and introduce yourself and your services, and leave the material.





These ideas are just off the top of my head but I think you get the idea. If you're stuck in the negative, sit down and write out everything you don't like about your company, your clients, and your services. You'll feel much better and it will clear your head of the complaints you have. Then, take a break, a walk, go eat lunch, whatever. Then, come back and write a list of what you WANT your company and clients and services to be. Basically, the opposite of the negatives, right? That will get you started on fine-tuning where you want your company to end up, what kind of clients you want in your business and what type of people you want to work for and work with (as employees). You have the beginning of a marketing plan. :) Take it one step at a time.





Then you can take a look at: Do you need a new logo? New business cards? Perhaps, new t-shirts for employees? A new sign? You might even want to kick off the "new" company by having a party!! Invite all past clients and their friends, family, realtors, lawyers, Principals and VicePrincipals of schools, anyone who could be involved with needing your services. The holidays are coming up, have a pre-holiday party! Make sure your employees come with spouses too. This will create a whole new energy, a whole new "buzz" for your office and stimulate conversation about your company. It doesn't have to be elaborate. Beverages and desserts or even a potluck type (depending upon your budget and your city/town, etc.).





I hope these ideas are helpful. :) Good luck!





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