I guess I'm doing well compared to most of what I've read.
Almost all my work comes from recommendation. The 'arrive as a humble servant but leave as a friend' approach has served me well. I go out of my way to do a first rate job, and as a result get loads of excellent recommendations and always get paid on time. Every time.
I 'weigh' up each customer at the first visit to look at a job. If I don't get offered a brew, chances are I won't be doing the job....!
If they ask for a written quote ...... !
I'm busy and am not wasting time writing out a quote for everyone who wants one. I do an excellent job at sensible rates and expect people to be delighted with it, get good recommendations from it and usually lots of repeat work. Either they want the work doing or they don't. With one ecxpetion who wanted a "ballpark estimate" [which they got off the top of my head, accurate to +/- 50%], everyone always wants the work doing.
I always show my insurances, my CRB check, and give all my contact details (address, phones, e-mail, etc..) and at least two phone numbers of previous customers (if its not a recommendation) so they can 'check me out' if they wish.
For everyone I do work for I always get offered:
* Keys for the house, with all alarm codes if applicable
* Free use of the kitchen
* Free use of the toilet
* As much brews as I want (usually made if they're home)
* Food from bacon butties to light meals, all free.
If I'm working in someones house, whether they're there of not, I am a guest in someone's home. There by invite. Everything is tidied at the end of every day, not left looking like a building site. I frequently get asked to do 'other things' during the day (feed pets, walk the dog, etc..) which I do happily if it helps people out.
I left one clients home about a fortnight ago. She was due back from holiday later that evening. I made sure her heating was advanced so that the house was warm when she got in, and left two lights on for her. Filled the kettle and put a cup out with a tea bag in. Took less than 5 mins. She rang me - thrilled - the next day, not just that everything had been done whilst she was away, but to thank me for my kindness & courtesy. I got a nice present she'd bought for me and 200 cigarettes and of course my money owed, which she'd "rounded up as a thank you"
I always get paid on time at the end of each day or on the next day, and the assurance of several recommendations. Usually the client asks me how much they owe and have it ready, or will have a days worth the following day if its a larger job. At many places where I'm working outside, I get offered a shower if I 'look cold' to warm up.
Rarely do I start before 9am, but have worked as late as 10.30pm in the summer. I charge a flat hourly rate, irrespective of time of day (but don't do call outs) or day of week. I don't 'discount' my rate for anyone - I'm happy that my rate is fair as are all my clients. I'm lucky that I can pick & choose my clientelle. I don't sub for companies, and only work for businesses (pubs, shops, etc..) if I've worked for the owners privately.
I'm fortunate in having an excellent reputation, which has taken a long time to build and maintain, but in the long run it pays dividends many times over. I have no advertising budget as I don't 'do' advertising. I get christmas cards from all clients, past & present, as they do from me; and have received many lovely (and expensive) gifts and presents, both for Christmas and just for "doing a good job".
Life is easy, straight forward with no headaches. I've learned lessons along the way (like we all do) but its just a matter of refining the details.