A variety of methods can generate new business, but none are as inexpensive and powerful as the simple referral. Recommendations and repeat business are the mainstays of the successful contracting firm.
People are always looking for good contractors, both in the commercial and residential areas, so referrals made by satisfied customers are likely to be taken seriously.
An effective referral strategy starts with an obvious first step: providing top-quality service to clients. But to maximize the benefits of good customer relationships, it is also important to develop a plan for generating new business.
Give clients a few extra business cards and ask them to hand these out to any friends and associates who are looking for a contractor.
Stay in touch with past clients. Call them several months after the project is finished to ask if everything is okay. You may also want to consider maintaining regular contact via e-mail. Don’t send them endless spam (unsolicited commercial email), just an occasional update or newsletter to keep your name fresh in their minds.
Make a point of thanking clients for referrals, even when you don’t get the job. A quick phone call or brief note will do; the purpose is simply to show appreciation for the referral and to take the opportunity to stay in contact with the client.
A little thought about how to maximize the power of referrals can go a long way toward generating new business, without any major marketing expenditures.
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