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Any tips on getting to the point that you are turning people down two years in advance?
My brother has retrained (plumber, bathrooms,gas, kitchens), and while his work is tip-top, he is, let's say naive, when it comes to building a pipeline of clients for the future.
NotThamesWater-
I think it's a combination of things. I look after customers, sometimes it costs me time. For example, I'll fix a small problem without charge, even though it takes me an hour or so. Quite often I'll get a pack of beer or a box of wine as a thank you later but it's optional. I don't charge call out fees or for advice/quotations. I don't charge extra for materials, the material costs on the bill are the price I paid. Always be prepared to spend a bit of time talking to people when you are working. Someone passes an exterior and talks to you, don't be too busy to have a conversation. I've picked up work in shops, on the street, at parties etc. just by making good contact with people.
Don't change your prices depending on the client. Wealthy clients will always give your business more stability and if you charge them more they'll be happier to let you go if you make the smallest mistake.
You'll always need to have 3 regular clients to make your business work, landlords, developers, large properties all might need months of work each per year. The other small works will come along in a much longer cycle.
When you fill your order book always leave plenty of flexibility for the clients you can't let down, i.e. the landlord who needs a room painted this week who normally keeps you busy for a couple of months a year.
I'm not sure it's the greatest business plan but it means I'm comfortable with the clients I have, they trust me and I don't have to worry about getting paid. In the end your own personality dictates your business style.
Should add that I do almost anything, and sometimes I regret that but it helps to keep finding work and clients and it's more of a lifestyle than a business.
Airhead
I've never needed to advertise so no online presence, no calling cards and no sign writing on the van. It's all word of mouth. If I wanted to start to specialise I would have to travel further and advertise, because my skill/tool set is suited to fixing any kind of household problem it's always easy to find work.