Part 2 of your question:
These types of clients are our target market. Find out where these people are and find ways to get in front of them. When we began we targeted via print media and that helped us build the base to get the referral based business. We have always tried to build and earn repeat clients. Of course you will get the one and done customers from time to time, they move away etc… Also, I had a personal goal of getting on 100 realtors referral list. I still don’t have 100 realtors but the thought is this; if I have 100 realtors sending me 3-4 referrals per year that is 300-400 new clients.
Most people trust a good realtor and will take their recommendations. In our area a good realtor will sell 80-90 a year regardless of economic climate. So I look for those realtors and work to get on their list. Realtors talk and they refer among one another as well. Every professional industry is looking for a quality window cleaner that is trustworthy. That’s the guy you want to be. I have a realtor that I haven’t personally spoken to in years. She sends me 3-4 referrals per year with no effort on my part. Because she is a top producer and is very busy she doesn’t have time for chit chat. Her usual referral is 600-800 residential. I treat her clients like royalty and they in turn communicate that back to her. I send her gift baskets and gift cards for spa treatments and things that make her day. I always send a thank you and post a thank you comment for them on my business fb page when people send me referrals. It gives them exposure and recognition for helping you.
Like Luke said become a master marketer of you brand. One other thing that I can add for you is to find a network partner that can refer you every day. We partner with housekeepers, soft spray p/w and carpet cleaner. They are in peoples homes everyday like you are and if you do a fantastic job they will ask for people that do these things. I try to keep long term relationships with these folks because once you build trust the referrals just keep coming. You can also do some marketing with them and split the cost and it can be cost effective. 90% of people that pay to have their carpets cleaned and power washed and hires a housekeeper will pay to have their windows professionally cleaned.