Saturday, August 4, 2007

Ideas to Get You More New Clients

Summer is traditionally a slow time for home inventory service businesses. I'm not sure why that is, and I'm sure it will change in the future, as more businesses are operated full-time, and not as a "spare time" business to earn extra cash.

With the end of summer in sight, here are some ideas for "jump-starting" your marketing to get the phone ringing again.
  • Think "community involvement."
  • Sponsor an offbeat, memorable event (say, a contest at the model home in a new housing development on a day they are having an open house -- choose one room, give participants 2 minutes to study the room, and then ask them to move to another room and list as many items as they can remember. Have a random drawing from all entries and the winner receives a $100 gift certificate towards your services (or a free Major Electronics Inventory -- valued at $100). Everyone who books your services at the day of the event (with a $25 deposit), receives a $50 off coupon. Collect contact information for the rest of the participants, and send them a follow-up mailing with a free gift (child ID kit, first aid kit?) if they book within 90 days.
  • Emphasize your confidentiality.
  • Speak at community events (homeowner association meetings, collector's groups)
  • Network with people you know. Look to neighbors, vendors, and friends as a source of referrals.
  • Ask clients for referrals. Be sure to explain what kinds of clients you are looking for (not just their neighbors and relatives, but friends that might live in an apartment, or who are moving soon, or their parents -- who might need an inventory for estate-planning purposes, or small business owners who need an inventory of their office equipment).
  • Develop sales scripts for telephone inquiries. Ask questions leading to your service (do you currently have an inventory? Did you do it yourself, or have a professional prepare it for you? Are you conducting an inventory for insurance purposes, or estate-planning?
  • Use both sides of your business cards. VistaPrint offers an "appointment reminder" set-up for the back side of your business card.)
  • Offer gift certificates.
  • Clip articles featuring your business. Distribute reprints.
  • Market systematically. Set up a routine to send out letters, make calls, or write articles and news releases one day a week or at a set time.
  • Create a handout of handy tips -- here's a neat idea -- use these in brochures, seminars, and news releases.
  • Collect testimonials. These build credibility with prospects and solidify your chances for a referral from the individual giving the testimonial.

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