Marketing Add-On Services to Your Past Customers
It is far cheaper to sell to an existing customer than to find a new one. Learn how to grow your exterior services business by staying in touch.
Many home service companies treat a job as a one-time transaction.
In reality, a past customer is one of your most valuable assets.
They already know you, trust you, and have shown they are willing to pay for your quality.
Ignoring your past customer base is leaving money on the table.
Your Past Customers Are Your Best Prospects
The cost to acquire a new customer is high. The cost to reach a past customer is nearly zero.
If you have a list of people you have already worked for, you have a gold mine of potential work.
The challenge is staying relevant without being annoying.
Focus on building a long-term relationship rather than just searching for the next lead.
Identifying Logical Add-Ons
If you did a roof, maybe they need gutter guards. If you did siding, maybe they need window replacements.
Look for services that naturally complement what you have already done.
Focus on services that solve a problem created or highlighted by the previous job.
Ask yourself what the homeowner will likely need in six to twelve months.
The Post-Job Follow-Up System
Do not wait a year to contact a customer.
Follow up thirty days after the job to ensure everything is still perfect.
Six months later, send a check-in message. Ask if they have noticed anything else that needs attention.
This keeps your name in their mind when they start thinking about their next home improvement.
Use these touchpoints to ask for reviews and referrals as well.
Creating Seasonal Service Packages
Exterior services are often tied to the seasons.
In the fall, offer gutter cleaning to your roofing clients. In the spring, offer a multi-point exterior inspection.
Packages make the decision easy for the homeowner and provide predictable work for your crews.
Promote these packages through email and text to your existing list first.