28 proven ways for remodelers to drive leads

Financing

Obstacle No. 1 for many clients is obtaining financing for a project. Banks are still very reluctant to lend money for any home improvement work, so a company that can offer easy financing has a leg-up on the competition, said several remodelers. Some have worked to find partnerships with local banks that may better understand the local housing market than a large national bank. There are also some national players that are aggressively courting the remodeling industry, including Wells Fargo and GE Capital.

Job sign brochures

It’s a simple idea, but adding a small box of brochures to a jobsite sign can be a good way for a potential client to walk away with something. It helps make sure they don’t forget a company’s name or website address by the time they get home.

Networking with other pros

There are always other contractors, designers, etc., that may get asked about projects that they either can’t or don’t want to do. Several remodelers mentioned that developing relationships with architects has been a key part of staying busy for them.

Another interesting suggestion was keeping close with builders that have started remodeling. One remodeler said he has found them to be a great source of business. As new construction has picked up in his market, those builders have decided they want nothing to do with the remodeling market and it’s many challenges. They are all too happy to pass jobs on to him, he said.

Home shows

Many remodelers said they have seen increased traffic coming through home shows this year, indicating more interest in making improvements. While many attendees are in the early stage of their decision making process, they have prequalified themselves by coming to the show. Those that are using the show successfully recommended offering incentives for show attendees and being ready to set design or sales appointments on the spot.

3 ways to do home tours

There were several variations on this theme. Many remodelers participate in local remodeled home tours along with other remodelers. Others convinced clients for whom they had undertaken a particularly impressive remodel to open their homes up for a reception for past and potential clients. Finally, a couple of remodelers have bought and improved homes that they have or are planning to use as showpieces for several months before selling the completed project.

Design services

Clients are busier than ever and many remodelers said that the fact that they offer design services, either in a true design/build model or by partnering with outside designers and architects, has made them attractive to clients. Proven expertise in solving problems with creative design will matter to most clients, especially on larger projects.

Targeting a segment

Don’t try to serve everyone, many remodelers said. Many respondents said they have been successful by targeting a specific market segment and working them exclusively, whether it is a specific zip code, age group or income level. There are a number of companies from which remodelers can purchase demographic information to target those segments with direct mail, canvassing or other methods.

Reaching clients of closed companies

Many good remodelers have gone out of business over the last several years. In many cases, their clients were happy with the work they did and would respect their recommendations. If it makes sense, see if you can find a spot in your company for a respected former competitor. One remodeler said that he has purchased several struggling competitors simply to get access to their past clients. Either way, it can be a lucrative source of new “repeat” business.