Download PDF version (281.7k) Log In or Register to view the full article as a PDF document.
How do you convince new clients that your company is the one to go with? One approach is a presentation book full of beautiful photographs detailing your handiwork. Such a book can be helpful; but more important, I've discovered, are the words of satisfied clients. Their descriptions of your company and your work carry a lot more weight with your prospective clients than any claims you can make about yourself. Like many contractors, you probably give your prospective clients a list of names and phone numbers of people you've worked for in the past, but they don't often call more than one or two. And who knows what kind of mood your old customers will be in when they're called? Enter the testimonial letter or,