How To Generate New Leads for Contracting Work
If you are having trouble finding enough work to survive in this economy, I have some tips for you.
Step 1 - Make a list of all the customers you have worked for in the past 3 to 5 years.
Step 2 - Create an offer. Try to come up with an offer that is so compelling that the customers is inspired to pick up the phone and call you right away. Sorry, the old 10% discount does not work very well any more.
I usually offer a "Free One Hour Service" as a way of thanking the customers for their patronage. I am in the home repair service business and almost everyone has a running list of things they need done all the time. I tout my offer as "a way to get all those little things done for FREE." By the way, the customer knows you are soliciting for more work, but they also like a good freebee. This is also a great way to meet new customers.
Step 3 - While you are at their home doing the Free Service, be prepared to present all the other services you offer and try to sell them somthing else. I have landed some nice jobs offering a free service, followed up with a simple sales pitch offering other services.
It helps a lot if you have a "Menu of Services" or a set of "Free Reports" describing solutions to common problems a typical home owner may have.
Step 4 - When you complete a project be sure to send a "Sincere Thank You Note" to every single customer you work for, after every single job you do. It helps if you have all the workers sign it so the homeowner knows that they helped everyone on your team make some money to pay the bills and feed the family.
Step 5 - Stay in front of your customers at least once a month with some sort of an offer to help them properly maintain their home.
Don't worry about customers taking advantage of your FREE offer. In all the years I have been offering the FREE Service, I only had one customer take the free hour and not give me more work. Most people give you more work immediately or a chance to bid a nice job.
Hope this helps, John McMullen.