Every remodeling business owner has learned painful lessons, and in his 29 years of running Winans Construction, a design/build firm in Berkeley, Calif., Paul Winans learned more than his share. For many of the early years (he and his wife Nina incorporated in 1978), he was a stubborn and hot-headed business novice who threw himself into his work and the impossible goal of pleasing every client and prospect.
There is no better way to increase your firm’s bottom line than through a combination of repeat business from existing clients and building a strong list referral candidates.
According to a Dun & Bradstreet survey, referrals reduce sales expenses and the sales cycle; referrals build your cache of satisfied customers; and ultimately referrals will increase your sales revenue.
