Contractor Update

Referrals are the lifeblood of any small service business. Sounds like common sense but you'd be surprised how many contractors and service professionals do not make an effort to get additional business and referrals from past clients.

Even if you do large, one-time jobs for clients, you should always be reminding your previous customers about your business. If a property owner doesn't need your services, they may know people who do. The most important thing to do is keep your business name on the tips of their tongues. Don't make them dig out your business card from the junk drawer. Or try to remember you from two years ago. It won't happen.

There are a number of things you can do - You don't have to do all of them but you need to do some of them:

• Occasionally call past clients to make sure things are good.
  
• Send out monthly or quarter newsletters in email or direct mail form.
  
• Send out promo items they can use - fridge magnets, calendars, mouse pads, T-shirts, anything that will keep your company name in front of them.
  
• Mail them holiday cards every year with a coupon inside.
  
• Drop off flyers or mail reminder post cards to them.

Set aside some of your marketing budget to do whatever you can to increase your referrals. When things slow down for the holiday, take some time to put together a marketing plan that includes reaching out to previous clients.

Related Posts:
Referral Sales
Keeping Your Customers

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Labels: Contractor Referrals, Referrals, Small Business Advice