Find out how many customers have done business with you during the past year. How many total customers are on the list? If you are like most contractors, the number of total customers will far exceed the number who have done business with you in the past year.
Call some customers you haven't heard from in a while. Find out why they haven't used you. Be prepared to find out that they have moved, died or that they are using another company now, in addition to the common, "I just didn't have a need."