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Slow Leads and Low Work Volume? Don’t Quit, Commit to Marketing

Marketing

Some of your most important clients are waiting to hear from you.

Marketing is one of those necessary evils. Home inspection work doesn’t often appear on its own, at least not without some effort on the front end. And it can take a while for a new inspector to grow a referral base that’s dependable.

You’ve got to keep your marketing plan alive and working if you want to drive in more business. The good news is that it’s not difficult. But it does take both persistence and confidence in your skills. Those things, you can learn.

The All Important Phone Calls

Follow-up is one of the best ways for you to grow your business. In home inspecting, growth has a lot to do with referrals. And you get referrals by staying in touch.

Inspector’s Edge recommends that you pick up the phone and call your existing clients regularly. This is likely a group that’s made up of real estate agents and possibly home contractors. Clients can move on to greener pastures if they don’t hear from you in a while. And that’s especially true if another inspector lures them away.

So pick up the phone and touch base with your referrers each time they send you a job. A small thank you goes a long way. If you haven’t gotten a referral from a client in a while, there’s even more reason to make that call.

You can also call former inspection customers. They probably won’t buy another house anytime soon. But you’ll still be in business the next time that they do.

Marketing

All that it takes is some stick-tuitiveness to stay on top in your clients’ eyes.

Marketing Additional Services

Many customers don’t realize that a home inspection doesn’t cover everything. There’s a lot of ground left to cover, and you could be covering it instead of a specialty home inspector. Offer additional services to your customers and you could bump up your basic fee in a tidy fashion.

You might need additional certifications and licensing to offer special services, says Inspector’s Edge. But in the long run, it’s worth it. That way, you can be the one testing for radon, lead paint, asbestos and carbon monoxide. And if you’re well-versed in the latest appliances and home systems, that can go a long way toward making your business the one to hire. Many inspectors won’t yet know how to test a high-tech smart thermostat. But you can learn and then market that skill.

Offering Future Inspections

If a customer just bought an inspection, why would they need another? They won’t need it tomorrow, but a one-year inspection is a good idea. It’s especially smart for new construction homes where everything looks great at the move-in date but might prove to be defective once the home is lived in for a while.

Future inspections also help your customers learn whether the defects that you found were properly addressed and corrected by any contractors that the home owner might have hired. A leaky roof can look great and show no sign of leaks for a while, but if the repair wasn’t done right it will likely leak again.

Hardly any home inspector truly enjoys the marketing side of the job. And unless you’re a good-size company with budget enough for a few employees, the job falls entirely on your shoulders. That’s a big responsibility, but one that you’re more than equipped to handle.

Take some time today and imagine ways that you can drum up more business. It could be a simple as making a phone call or sending an email. The important thing is to follow through, and do it regularly.

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