If there’s one lesson we’ve learned from this economic downturn it’s: “Always maintain a strong marketing presence.”

So, what should you be doing now to maintain that presence? Reach out to previous clients. One would think that this is a no-brainer, but I’m still talking to remodelers who aren’t doing it. Here are some ideas.

  • Send out monthly e-newsletters with information on home remodeling, design, and new materials.
  • Touch base by phone and set appointments with clients to check their finished projects.
  • Invite clients to educational seminars.
  • Host dinners with both a previous client and a prospective client.
  • Send out personalized letters to past clients with company updates and a request for referrals.
  • Hold a customer appreciation event.
  • Network. Go to Chamber of Commerce or Rotary club meetings. Look into business networking groups such as BNI. Reach out to architects, interior designers, and K&B specialists.
  • Begin actively asking for referrals. Learn how to ask effectively, and then do it every chance you get. Even if you don’t sell a job, the homeowner could be a source of referrals.

These are just a few ideas. There are plenty more. The goal is to constantly be adding new prospects to the top of the pipeline so that you and your company never run dry.

Victoria Downing is president of Remodelers Advantage.

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