I’ve spoken to a number of remodelers over last couple of weeks and when I’ve asked what their biggest challenge is, the answer is the same; “I need more leads”. Inevitably that statement is followed up by “what are you guys doing?” I try to answer the question by telling them what works for me may not work for them (keep this in mind when you read below) among many other things, I share our current approach with past clients.

I believe that consumers today want to buy and they don’t want to be sold. To take that a step further, I believe more than ever that in today’s economy the “personal approach” is the key to success. The days of sending a letter or e-mail out to past clients is over. People have always bought from people. Today people respond to people and not pieces. As a result my advice is simple:

Eliminate all mass messaging and make your messages personal – Try not to have anything come from your company, but from you directly, add a headshot like Realtors do to remind them.

Create excuses to see them face to face – Stop by your past clients home and tell them that you happened to be in the neighborhood and were thinking about them. Simply wish them a happy holiday season. Even phone calls are easy to avoid.

Give them a gift – Your past clients should be your treasure. Think of creative gifts you can send to your clients, but make sure they are personal. If you know they are big Dallas Cowboys fans look for something online.

Have a call-to-action – It isn’t enough to have your website and phone number on something. Make sure everything has a call to action. It can be as simple as “take a look at my websites for tips to get your home prepared for winter” all the way to “I will give you a call next week so we can arrange a day to meet for lunch”.

Consumers have changes and your strategies to reach them must change with them.