To grow your business, you can expand your client base, but why not also make money by seeking more business from existing clients? You'd save on selling costs and would have fewer discussions about pricing because the clients already have done business with you.
Every customer coming to you for an upscale remodel has more money than time. “House” problems accumulate for every homeowner, whether it's landscaping maintenance, winterizing the home, or cleaning the chimney.
It takes time for a homeowner to find someone reliable, trustworthy, and fair. So why not make yourself the point person for every house project? Your clients will feel it's worth it to allow you to tie up those loose ends rather than take a chance on someone new.
Call past clients semi-annually or annually to ask if there is anything you can help with — and have suggestions handy, from refinishing floors to freshening up landscaping.
There are several ways you can handle the “odd jobs” if you don't have a large or diversified enough staff: hire specialists, buy a related service company, or create partnerships with independent companies or subcontractors to whom you can refer your clients. The first two options will give you more control over the costs and the projects. But even if you develop referral relationships in exchange for a percentage of the job price or a flat fee, you'll reap financial rewards.
Even if there's downtime when you don't have as many large projects, your existing clients will still need repairs done. Build an “annuity” for your company by being the one they call to take care of recurring projects that come up because of time and wear.
Martha Rogers, Ph.D., is a founding partner of the Peppers and Rogers Group, a management consulting firm based in Norwalk, Conn.