Turning One Job Into Regular Work

Keep a simple customer list

Name, number, address, what you did and when. A spreadsheet or the contacts in your phone is fine. If you have no record of who you worked for last year, you have no way to get in touch with them this year.

Follow up after the job

A week later, send a message asking if everything is working well and whether they need anything else. It catches small problems early, it shows you care, and it is the natural time to ask for a review or a recommendation.

Give them a reason to ring you again

• Seasonal remindersBoiler servicing in early autumn, gutters in November, garden clearing in spring.
• Annual checksSmoke alarms, electrical checks, fire safety. Say when the next one is due.
• Related jobsIf you fitted a kitchen, you may be the right person for the bathroom.
• Maintenance offersA regular visit at an agreed price gives you predictable income and gives them peace of mind.

Ask for referrals directly

Say, "If you know anyone who needs similar work, I would be glad to help." Leave a couple of cards. Some tradesmen offer a thank-you to people who refer work. That is fine, as long as it is a genuine thank-you and not mixed up with a review request.

Follow the rules on messages

Texting or emailing existing customers about your own similar services is allowed, if you collected their details when they bought from you, you gave them a clear way to opt out when you collected them and in every message, and you stop when they ask. For anyone who is not already a customer, you need their consent before sending marketing messages by email or text.

Keep customer details secure and only for the purpose they gave them. The Information Commissioner's Office has a short self-assessment on whether you need to pay the data protection fee. Many sole traders who only keep details for their own accounts, records and marketing do not.

Keep it light

One message at the right moment is welcome. A weekly stream of offers is not. Aim for a handful a year at most.