In a nutshell: just ask. Business relationships with customers have changed since the quarantine guidelines of the pandemic, but that doesn鈥檛 mean you should stop communicating with your largest referral resource. Whether you鈥檝e completed a major renovation or a quick repair, asking for a referral when the work is done should be as automatic as providing the invoice.
Now is a good time to connect with your customers鈥攖hey鈥檙e most likely home. The following are three simple methods any contractor can use to build their pipeline.
Just ask.
When the job is complete, ask every satisfied customer if they鈥檇 provide a quick testimonial or know anyone interested in a home upgrade. Not asking results in a missed opportunity and missed future business. Asking results in the possibility of a great testimonial for your website and social media, plus, leads for future business. How can you not ask?
Tips to make the asking easy: Practice in a mirror, over and over. Test it out on your family and friends. Write it down on your clipboard at the job site. Add it to your cell phone reminder alerts. Asking is vital to your business.
Happiness is contagious.
When you finish a project and your customer is in awe of the outcome, overjoyed, can鈥檛 wait to show it off–that鈥檚 the perfect time to ask them to share their praise鈥nd their friends’ network. Be prepared for these moments. Provide a printed card listing your social media channels, a website link for a customer testimonial, and a friends and family referral request. Leave a pile of your business cards behind. A happy customer is a beneficial resource.
Follow up, again and again.
When it comes to following up for sales leads, persistence is key! According to the EGIA, a nonprofit organization dedicated to helping home improvement contractors build successful businesses, 80% of homeowners don’t make a buying decision until the 5th contact with a contractor. So, once you get those referral leads, keep following up.
Schedule calendar reminders to connect with your past customers every three, six or 12 months. Stay in touch whether it鈥檚 a postcard, an email or a phone call. Find out if their friends and family are searching for a reliable home improvement contractor.
Consumers are taking their staycations seriously with major home improvement plans. Your customers likely know someone in their network looking for a trusted contractor. If you want to grow your business, now is the right time to ask for referrals.
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