News & Opinions
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You’ve Already Got Your Best Source for Leads
Paul Winans, Remodelers Advantage / REMODELING / September 19, 2013
Nurturing relationships with past clients will keep you top of mind and lead to ideal referrals
While many remodelers are busier than they have been in years, there are still others that need help generate good, warm leads. There’s no magic bullet. It takes steady effort in a managed way to get a lead flow that will make sales more likely.
Relationship-nurturing seems to work best. Staying in touch with your best past clients, in a disciplined way every two months, pays off sooner than later. How can you do that?
- Visit the client at their home and walk their project with them
- Take a client out to lunch or coffee
- Send a follow-up email
- Mail a hand-written note letting them know you’re thinking of them
- Send a clipping or link to an article about something you know they are interested in
- Send a note about an award you have won
- Send your newsletter
The idea is one touch every two months or so and not any more frequently. By doing this regularly you and your company are likely to stay top of mind, making them more likely to call you and to recommend you to their friends.
What would you ask past clients who you visited or took to lunch or coffee? Here is a stream of questions that will get you past “Do you have any work for me or do you know someone who does?”
- What were you most worried about before deciding to have your home remodel?
- How did you learn about our company?
- What were your impressions when you called our office?
- What do you recollect from the first meeting with the salesperson from our company?
- What, if anything, were you surprised to learn about our company?
- What were you delighted by during the process of us planning your remodel with you?
- What were you delighted by during the process of us remodeling your home?
- How did you feel when we had completed your remodel?
- What do you tell your friends about the experience of having had us work with you?
- Do you know any good people like you who would benefit from knowing more about us?
- If we wanted to find more good people like you what do you suggest we do?
After every answer, ask follow-up questions like “Tell me more” or “And that was important to you because?” Go slowly. With some clients you’ll probably be talking with them for more than an hour. Be patient; you are panning for gold.