Sometimes the best quickTIPS focus on the little things. For example, how much money are you “leaving on the table” simply because your client doesn’t know everything that your company does?
Make it easier for your customers to purchase additional services that you offer- but they very likely may not even know about! When you send out a confirmation letter that includes a “how to get ready for our visit” list you should also include a “checklist” of the other services that you offer. Put a box in front of each service and actually check the ones that the homeowner has already ordered. This will jog their memory into possibly realizing they need other jobs performed at the same time.
NOTE: And of course this checklist of additional services idea translates well to weaving it through your web site too. For example, when your customer sees their confirmation page have a “customers also bought” page pop up. (Just like Amazon!)
I was always amazed. We would sometimes have worked for a customer for years and then one day she would exclaim, “I didn’t know you cleaned upholstery!” Well, DUH! It was written in large letters on the sides of our vans and in every radio and newspaper ad we ran as well as in our newsletter and still … sigh! Customers need constant repetition and this idea of a “checklist” of additional services merits your consideration. (Don’t forget that this concept works great with high-profit up-sells like Scotchgard.)
Steve
PS Have you found a successful way to market your “extra services“? Please share your techniques below in the comments.
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