Direct mail, social media, Google Ads and other marketing efforts are excellent ways to find and nurture new customers. However, many contractors let the connection they have built with new customers fade once the job is done. Grow your business and close more sales with referrals and repeat customers with these simple tips.
Lay the groundwork.
Look for opportunities to mention how much referrals mean to your business throughout the sales and installation process.
Provide exceptional service.
Make sure your customers are satisfied with both the service and work you provide for them.
Look for openings.
When conversing with your customers, keep an ear out for any opportunities to bring up the fact that your business largely runs on referrals.
Create an opportunity.
If an opportunity doesn’t happen naturally, guide the conversation towards how long you’ve been in business and how your past customers have contributed to your success.
- Don’t be afraid to ask your customers outright if they know anyone who might be interested in your services.
Get back in touch with your customer after you reach out to their referral (whether you close a sale with them or not). This gives you an opportunity to thank them for their support and opens the door for more potential referrals.
Create an email campaign
to keep in touch with past customers. Include messages about maintaining the work you’ve done for them as well as occasional requests to let you know if they know anyone in need of your services.
Keep track of potential repeat customers.
Some segments of the home improvement industry have predictable patterns. Keep track and follow up with past customers who may need service in the near future.
Build referral requests into automated communications.
Add a personal note to thank customers and ask them to refer their friends and family in your hold messages, email signatures, customer service scripts and invoices.
Create an active presence on social media so customers can easily find and share your contact information when someone they know asks who to go to for home improvement help.
An important part of earning more referral business is providing exceptional service, such as offering the option of low monthly payments instead of one bulk payment. Gain access to rates and promotions your customers will love as a Foundation Finance dealer.