Snapshot Survey Results | Customer Nurturing Strategy

In the August 2022 Snapshot Survey, we asked contractors how they nurture long-term relationships with potential customers in order to share best practices with the industry. Here’s one survey question and its results from the “Customer Nurturing Strategy” summary report, which will be available in its entirety to EGIA members on 9/24/22.

Do you have a customer nurturing strategy?

A customer nurturing strategy refers to the process for building effective and long-term relationships with potential customers to lead them toward a sale. For a business in the home services industry, this practice is a vital aspect of the sales process. According to our survey, the overwhelming majority of contractors said that they have a process in place to establish contact and maintain a relationship with potential customers.

Here’s what an HVAC contractor from Indiana said in the survey:

“We try to create a personal connection to every customer and adjust our selling strategy individually based on what we know about that customer. We are not into high pressure tactics or excessive contact points. We hope that giving the customer pressure free time to make their decision leads them to choose us and the value we provide.”

Contractor University members can click here to access all of our resources on in-home sales.