So your phone is going crazy! GREAT! That’s why I recently told you to RAISE YOUR PRICES NOW! But why not also INCREASE your average job ticket?
Think about it! You have A) spent the marketing dollars to make your phone ring, B) fought the traffic to get onsite (and maybe made two trips if you “pre-inspected” the job) and C) your customer (hopefully) trusts you. And yet…
You (or your techs) meekly and quickly do the “assigned work” and (wait for it)… drive away! The waste of this scenario kills me! Listen carefully here:
There is no sin in giving your customer the OPPORTUNITY to spend more money with you!
Let’s review HOW to make-more-money on each job:
- Ban forever the high-pressure-phrase “up-sell”! Customers hate “being sold”! Instead, simply…
- Increase your client’s “Additional Service Option” (ASO) awareness. For example, HERE are five ways to let your clients know you can “re-apply” their carpet protection. Then…
- Give your customer’s “multiple opportunities” to choose ASO’s. Quit loading all the ASO sales responsibility on your young (and often scared) technicians. One reminder…
- Keep your customer at least considering their ASO’s. Do this with Steve’s famous “Fading Away” script found HERE. And finally…
- Allow enough TIME to perform the Additional Service Options your client chooses. You book your jobs too tight! Stop it… NOW! We should talk about this…
Restoration HINT: So your company completes a Value Added Service restoration and everyone (including your adjuster!) LOVES you! Wonderful! But now you’re going to “cut this customer loose” until their next covered loss? OUCH! So consider offering your insureds a “Stay Beautiful” Protection Plan for their beautifully restored property! And your customer will spend more money (and regular cash flow for you!) going forward!
Commercial HINT: You already have “Open Access” to clean their carpets. Do your commercial clients even KNOW you can clean hard surfaces?
Best wishes and work safe out there! (Hey- “being safe” is another topic for a QuickTIP!)
Steve