You’ve “shaken the trees” by going to home builder association meetings, networking and even exhibiting at local home shows. So how do you find new customers?
“Unearthing new customers takes a dedication of time and effort,” says Dee Goodin, northwest area general manager with Weyerhaeuser. “One customer I know uses gift cards to incent their team members to bring in new business. Another uses apparel, such as sweatshirts and jackets, along with YETI products. It’s really all about keeping your team members motivated to finding new customers.”
Here are some other tips that Goodin and the Weyerhaeuser team recommend:
Tip #1 – Dig deep. Home builder groups are a great source of business, but you can work harder and find out what national specialty professional organizations have members in your marketplace. Consider researching these national groups to find local members (and potential customers): American Society of Plumbing Engineers, Associated Builders and Contractors, North American Deck and Railing Association and the Associated General Contractors of America.
Tip #2 – Dig deeper. After determining what national associations have members in your area, next look for state and regional associations. The idea is the same …you’re looking to identify and contact potential customers. Perhaps you’ll discover the Roofing and Siding Contractors Alliance in St. Louis, the NJ Shore Builders Association or the Austin Association of Remodeling Contractors. If they’re in your area, they’re a potential customer.
Tip #3: Dig easier. Once you’ve found organizations with members in your area, it’s easy to find prospective customers. Just use the “connect” buttons on the website to find ways to join the group or get membership details. Some sites also have “contractor referral” or “find a contractor” buttons on a website. Look up association members within 25 miles of your location to create your own new customer prospects list!