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Growing a Service Business

Pleasing customers makes a small business grow fast

By Holly Ocasio Rizzo, Writer and editor Holly Ocasio Rizzo
Whether you're a landscaper, a window washer or a cooking-class instructor, you need a steady flow of customers to keep your business going – and growing. Although some customers may seek you out, your best bet is to actively find them first. You'll need a three-part approach:
  1. Help your current customers refer business to you.
  2. Actively solicit new customers yourself in targeted areas.
  3. Use your business network to drive customers to you.

 

Get current customers on board

When clients thank you, ask them to refer friends and others to you for the same good service. Leave them with several business cards for this purpose.
Try: Buy budget-minded business cards at Overnight Prints, VistaPrint and 48hourprint.com.

Mine your customers' neighborhoods

Mail a letter or promotional post card. Leave flyers or hangers on doors, if local laws permit.
Try: Create custom door hangers online at Door Hangers.com. Do them yourself on your laser or inkjet printer with blanks from ID Printing. Or try the U.S. Postal Service's NetPost. It will print and mail whatever you have in mind at bargain rates.

Network with other business people

Get your company's name out at meetings and mixers of the local chamber of commerce and other business referral groups whose members can steer customers to you.
Try: Business Network International, which calls itself the world's oldest business referral group, offers chapters throughout the nation. Rotary International is also a great way to meet fellow small business people.

 

  • Be sure your marketing materials, such as flyers and door hangers, make it easy to see the services you offer, as well as how and when to contact you.
  • Testimonials sell; ask happy customers whether you can take photos and put them on your Web site and marketing materials.
  • A common saying about networking is that givers are also receivers; bring customers to others even if they haven't brought them to you – yet.
  • More networking rules: Avoid pestering members, but do let them know what you offer; give members your best quality and service; keep in touch by regularly attending meetings.

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