It is often said in the marketing world that it costs far less to retain an existing client than to acquire a new one. Past clients not only provide the opportunity for repeat business, they can also be excellent sources of referrals for future contracts. Even if you rely mainly on word-of-mouth to acquire new clients, you do not have to leave it up to chance and hope that clients will recommend your services. There are a few ways to keep your name at the forefront of clients’ minds so that you get a call when they are ready to embark on a new construction or remodeling project. Here are a few ideas to help you do just that:
Make a positive impression that lasts. Clients must have confidence in you before they will recommend your services to friends and family, so building repeat and referral business starts at your first conversation. Whether you are on the phone with a client, at a meeting or on the job site, professionalism should be displayed in your demeanor, quality of work and in the way you interact with other people. Whether dealing with the client, a subcontractor or the neighbor from next door, always be conscious of how your words and behavior could be perceived.