Your clients are moving home. Did you stay top of mind? | 132

Two clients moved house and called me back in immediately. Easy electrical work waiting there. Most electricians ignore their past clients and chase new leads instead. That’s a mistake.

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Transcript

Greet the greasy real estate agent at the open home. Smell a commission off the fucker.

Welcome to Simplified Sparky Marketing.

Something's happened to me in the last few weeks in regards to my existing clients. This is what I stress with everybody.

People use clients as a transaction, and the worst thing you can do is just let them sit there. Not actually interact with your client database and just let them go to fuck, as it were.

So what's happened in the last two to three weeks?

Two of my existing clients — two really good clients of mine — have decided to move home. I didn't even know this was happening until they reached out to me and required further work in their homes.

If you don't acknowledge this is happening to your client base, you're missing a huge opportunity.

These are only the people that I know of. It's happened throughout the years as well where my clients have moved on.

Ironically, I spoke about this on a podcast a few episodes ago — about word of mouth travelling and the power of word of mouth from your existing client base.

Because I was only back there about three or four weeks ago in one of my existing client's homes.

They sold up shop, and then the new owner brought me in for probably three or four different tasks in that house since.

The most recent one being an aircon circuit. An aircon guy fitted the unit but didn't want to run the circuit.

I thought, fucking brilliant. I will get the in.

So I slapped in an aircon circuit for them about a month ago.

This is the importance of staying on top of your client base.

Client number one moved from Balmain to a bigger home. The reason is his kids are getting bigger. They outgrew their home and realised they needed a bigger house.

He’s also living with his in-laws. They're quite elderly, and they're looking after them as well. So they found a place with a granny flat out the back to house them.

What did I do for him?

A few simple jobs.

A few ceiling fans installed and an EV car charger put in for their car.

It's brilliant when this happens because previously, when I was working for them, I did work in their switchboard. I installed a car charger. I did numerous things around the home — downlights, extra power points, loads of stuff in their previous house.

So they're aware of your pricing. They're aware of how you operate.

What happened this time around was he wanted these bits and pieces done, and sure enough, that led to another switchboard upgrade in their home because they knew it was coming from the last experience.

Likewise, at the job I was checking out this morning.

That family changed home, but it was more of a convenience thing. They moved from Dulwich Hill to Surry Hills.

The main reason was commuting to work. They barely need a car now.

Pretty similar style house — a terrace house in Dulwich Hill and another terrace house in Surry Hills.

Again: halogen downlights throughout the home, smoke alarms out of date, and the switchboard is horrendous.

It actually used to have the neighbour’s switchboard tapped off it.

So there's this monstrosity outside that I'm going to tidy up.

Basically, the mains come in and you have the main switches for both units. The old flick-up retro switches are in that board.

I'm going to tidy that up, make it redundant, put in a new switchboard, and tidy it all up.

Then there's loads of other stuff within the house.

This is the fantastic thing about existing clients.

Word of mouth obviously exists. Obviously works. This is a prime example of when clients get back to you because you have been staying on top of them.

The key to this — and something I stress with my members — is you don't want to be a pest.

You're not ramming shit down their throat every week or every quarter.

It's about showing up at important times.

Being useful. Being helpful.

Very strategic strategies go behind this.

Because all it takes is a few stray emails or SMSs and suddenly you're a pest. You're blocked. You're in the spam folder.

You have to be very strategic with this.

But the reason they reached back out to me is obviously because they know and trust me.

But also think about this.

When people move into a new home, they've spent a lot of money. They drop their bags. They get their bearings.

And what was supposed to be “we'll contact the tradies in a month” turns into two months, three months, four months.

It's no coincidence that these emails were opened and looked at in a very similar timeframe to when they got the keys to the house.

I would almost guarantee those clients went, “Fuck it, let's just get this done now.”

Sure enough, one job is complete and I'm putting the quote together for the second job, which I have no doubt I will get.

Now I could do the job straight away.

But as I stress in other podcasts — quote before you start any work.

Even if it's an existing client.

Maybe stuff has inflated. Maybe expectations are different.

It gets messy. It gets dangerous.

Always quote before you start.

Most sparky businesses focus on getting new clients.

They want more leads. More customers.

Your past customers already know, like, and trust you.

They've paid you before.

It's the easiest money you'll make.

Because they know your system. They know how you operate. They know what they're going to get.

They're calling you back for a reason.

But only if you stay in touch.

Because silence will kill that relationship in business.

If they forget about you, they'll go down the same path they did previously to find a sparky.

Maybe referral. Maybe Google. Maybe AI. Maybe a local Facebook group.

They'll find someone else.

This is why it's very important you stay on top of your client base.

And I see it so much, particularly with established businesses.

You get complacent.

You think you're doing really well.

But there's a massive leak in your bucket.

And that's your existing client base.

You assume they'll come back.

Sometimes they will.

But not always.

Take this as you will.

I don't recommend this, but I do recommend it — if that makes sense.

If you have nothing set up in your backend — no proper email marketing system — but you know you have A-grade clients…

Let's say you have ten of them.

I challenge you to send them an email from Gmail or Outlook.

But only those ten.

You cannot do this with hundreds of people from a regular Gmail account. That will fuck up your email deliverability.

If you're sending bulk emails, you must set this up properly.

DNS records, email authentication, the whole lot.

Otherwise your invoices and quotes will start landing in spam.

Treat this beast properly.

But if you have five or ten really good clients?

Reach out.

Send a simple email.

One paragraph.

Two or three sentences.

Check in.

See how they are.

And send it.

When that turns into a job worth hundreds or thousands of dollars, consider reaching out to me.

Because this is only scratching the surface.

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