The concept is simple. Past clients are a familiar resource whom you’ve worked for in the past. Their repeat business or recommendation to a new client has a certain, predisposed measure of validity that is just not possible with strangers. Now, in 2003 when the original survey was taken, times were very different. The housing boom was coming into its own and contractors had more freedom to pick and choose projects.

Those times may have come and gone but the fundamentals of remodeling and lead generation remain, even though it may be contractors calling past clients to check in rather than the other way around. Yet despite the fact that homeowners are in the driver’s seat, you are still more likely to generate quality leads from past clients because both homeowners and contractors tend to trust the word of a friend or known client than a phone book or random ring of the phone.

Another interesting trend that came out of the 2003 survey and remains relevant today is the need for personal interaction. Most contractors surveyed stated that they put “gut reaction” and face-to-face conversation on a higher pedestal than any number on a lead sheet. The lead sheet may itself lead to the interview, but it would always be the interview that took precedent.

Again, now that the tables are turned and it is often the contractor doing the hunting, the same rules apply. Better leads come from past clients and should be prioritized. Homeowners running through the phone book or search engine are essentially window shopping. That is not to say that every lead isn’t important — there is a contractor for every job regardless of lead origin — but the odds are much better when familiarity is involved, not to mention contact onsite.

The point of all this being that keeping in touch with past clients is an excellent idea. The remodeling season is soon forthcoming, the stimulus package is pouring plenty of money into weatherizing and home repair, and every quality lead starts with the mention of your name…now may be a good time to make sure past clients remember it.

Your network includes your suppliers, your employees, your subcontractors, friends, family, previous and current clients – essentially anyone who can potentially send business your way. Work these contacts to their full potential. Hand-out business cards, mention that you are looking to expand your business or are offering a new service.

How about creating an incentive program for your employees and even previous clients? For example, when you are finished with a project, hand your client a small flyer with your contact information. If they send someone your way, you will give them a $100 gift certificate to a place of their choosing. Offer a similar program to your employees if they bring in a client.

In addition to strengthening your current network, look for innovative ways to expand and build your circle. Consider sponsoring a local little league or softball team. All you have to do is invest in some uniforms, a trophy, and a sign, and your company is now plastered on the backs of 45 local children two nights per week.

Another idea to draw attention to your company is to spearhead a charity event. Even though the holidays are over, how about heading up a canned food or toy drive for needy families? Offer a drawing or other prize to entice participants, and get the local radio station to help draw attention to the cause. In the charity realm, how about donating your services to someone in need? (Although we are supposed to do our good deeds in secret…) If you have ever watched the show “Extreme Makeover, Home Edition,” the contractor performing the work is always noted.

These are just a few ideas that might help you survive the tumultuous economy. Feel free to share any additional ideas or tips you might have discovered that our readers may find helpful.