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Raise your prices
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Offer memberships where multiple visits per year are expected Promote seasonal preparation services, such as a get-your-house- ready-for-winter service Have your call center follow up with customers regularly
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Plumbing Electrical
Create upsells, such as bronze, silver, and gold packages Offer ancillary purchases, such as environmentally friendly drain line products with every drain cleanout Offer discounts on bulk purchases
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HVAC
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Bathroom installs Water heaters Filtration units
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Generators
Offer memberships
Create opportunities for your experts to go back to your customer’s homes more often so you can serve them regularly. This frequency helps to establish you as the go-to expert in your customer’s minds as well.
Extend your lines of business so you have more to offer your customers.
The goal is simple: Get customers to spend more on every transaction. And the simplest way to do that ethically is to offer them products and services that truly serve them.
Summary
Business growth is good, but if you focus only on the few strategies that first come to mind, you’ll end up with a lopsided business. Grow your whole business by using all four of these growth strategies.
Growth Strategy 3: Increase the Frequency of Purchase
Growth Strategy 4: Increase the Lines of Business
In this strategy, you increase how often a customer buys from you. So, if they buy a duct cleaning just once a year, try to offer them services that will have them coming back twice a year or more.
In this strategy, you have more to offer customers. I think this is a massive trend in the service business today since customers want to pick up the phone and have one trusted company they can call for all of their home service needs. Add services like these:
- Mike Agugliaro
Top 3 Ways to Persuade Skeptical Buyers Your leads and prospective customers are skeptical. It’s not your fault, nor is it their fault. Rather, it’s because they are very protective of their homes and their hard-earned money. They want to invest in a safe and comfortable home, and they don’t want to waste their money. Here are three ways to turn skeptics into buyers:
» GIVE A GUARANTEE
drinking water, and that study became a useful part of an email blast, which linked to a water filtration offer from my company. Do some research on studies that pertain to the trade lines you offer and use those studies regularly. Be sure to reach out to your vendors and suppliers because they’ll likely have some valuable scientific studies that might already be packaged in a marketing-friendly way.
A guarantee is a powerful tool that will help you convince skeptical prospects to hire your company. Your guarantee should be easy to understand, easy to use, and powerful. The fewer clarifications and clauses the better — because prospects will naturally wonder what you’re trying to avoid if your guarantee is complicated.
» BRING IN SCIENCE
» PROACTIVELY ADDRESS OBJECTIONS
There are plenty of studies that explore what we do in the home service industry. For example, a recent study by Harvard noted an alarming level of toxins in
If a prospect has too many questions, they’ll start to get worried. They’ll wonder what they don’t understand, or even what you’re hiding! List all of the
most common objections you hear over and over during a consultation, then proactively answer them and weave those answers into your presentation.
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