Creating New Customers

By Robert Robillard on Contractor Advice

Creating Customers

Developing New Customers

Customers Won’t Tell You Unless You Ask

When it comes to creating customers and promoting my carpentry business there are two major factors that I consider.  These business factors apply to most businesses both large and small.

Goals for Creating Customers

Making my current customers become repeat customers.
Getting my customers to tell other people about me and my services.

Steps to Follow

In order to accomplish this I need to ask a few questions.

First I need to find out what I’m doing right, which means I need to ask my customers the following;

Q. Why do you enjoy being my customer?

Customers continue to repeat business for a number of reasons (good rates, great service, strong rapport), but it’s rare that they’ll volunteer this information without being asked.

Second, I need to find out what my customers want or need and be able to get it for them, I need to ask them;

Q. What other products or services Do you wish my business offered?

Customers don’t just get products/services from me – they get other products/services before, during and after their transactions with me. Many contractors do not consider this opportunity.

I have found that if their request is out of my business scope that contacting or subcontracting with trusted vendors and supervising their work, or recommending that vendor to my client reflects well on me and is always well received.

Last, in order for me to build a larger referral base, I need to be asking;

Q. Who else can they tell about my business?

Repeat customers like doing business with me for a reason, chances are they know others who would benefit as well … but they won’t volunteer this info unless asked.

Give people a good enough reason to spread the word about you, and they will.  The goal in creating customers is to create a brand of quality, value and customer service that attracts new customers.

Additional tips to help generate work

1. Send a handwritten note to a past client
2. Clip and send an article of interest
3. Talk to a satisfied customer and ask who else you might help
4. Send a thank you note to someone who referred you
5. Give your business card to someone with influence
6. Send a letter to the editor of a magazine your customers read
7. Add 15 people to your mailing list
8. Leave a compelling voice mail or email
9. Make an appointment to look for warranty work / or provide some free maintenance.
10. Call a client you have not talked to in 2 years


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About the author

Robert Robillard

Carpenter / Remodeler / Editor

Rob Robillard is “The Concord Carpenter” Rob is a builder, general contractor, carpenter, woodworker, and editor of Concord Carpenter and ToolBoxBuzz As a General Contractor and carpenter, Rob owns and operates Concord Carpenter LLC. A full-service remodeling and construction company. Rob is a recognized leader in home building best practices and a source for how-to information for building professionals. On this website, Rob covers all aspects of home construction, building science, home improvement, woodworking, remodeling, and some of the best product and tool reviews. Rob is in charge of our Tool and Product Review series - Concord Carpenter Videos where we post all of our tool reviews and video tutorials. Rob approaches remodeling and building construction with a pragmatic and problem-solving approach. He enjoys using his knowledge and experience to help and educate building professionals as well as DIYers on best practices in the construction and remodeling industry. He's a strong advocate for "raising the bar" in the construction trades and promoting the trades to youth. #BeAMentor #Green2Great Craftsmanship, quality, and pride guide his journey on this channel The Concord Carpenter's motto: "Well done is better than well said!" : Read more about Rob

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