I always survey my SFS students on how many daily jobs they schedule on average per truck. The replies are all over the place! Four! Six! Three! Eight, Steve! (What a slavedriver!)
I let the hubbub die down and then say to my class: “Your goal per day should be… ONE job per truck!” Now the class goes WILD! (And you probably are too!) But wait!
Imagine no more rushing from one job to the next! Imagine not being stuck in crazy traffic jams. Imagine being able to shut the machine and leisurely eating a 30 minute lunch. (Which is the law in most states!)
IMAGINE making $1,500.00 to $2,000.00 and your truck doesn’t move all all day! You can achieve this state of bliss by offering your customer Additional Service Options! (ASO’s) NOTE: Click HERE to see why I’ve banned the word “up-sell” in SFS.)
Your challenge? Customer’s can’t buy these high-profit ASO’s if they don’t know your company offers them!
Steve’s solution: Simply inform your client on their Additional Service Options (ASO’s) BEFORE your often-running-behind tech shows up on the job!
Think about it. How much money are you “leaving on the table” simply because your client doesn’t know everything that your company does?
So make it easier for your customers to purchase Additional Service Options that you offer– but they very likely may not even know about!
When you send out a confirmation email that includes your pre-orientation “how to get ready for our visit” list also include a ‘checklist’ of other ASO’s they can have done at the same time.
NOTE: Put a box in front of each service and actually check the ones that the homeowner has already ordered. This will jog their memory (and awareness) of your other ASO’s!
HERE is a free “fill in the blanks” Residential Customer Email (or letter) you can implement today!
NOTE: And of course this checklist of additional services 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 does!)
Steve’s True Confession Time: I was amazed. One day a long time client told me, “Steve, I didn’t know you cleaned upholstery!” Well, DUH! ‘UPHOLSTERY CLEANING’ was in large letters on our vans, on our website and in all our marketing and still … GRRRRR!
Customers need constant repetition and especially at their point-of-purchase on the phone! this idea of a “checklist” of additional services merits your consideration. (Don’t forget that this concept works great with high-profit ASO’s like Scotchgard.)
PS Have you found a successful way to market your “extra services“? Please share your techniques in our Strategies for Success: Growing Your Business Facebook Group. (You don’t need to be a SFS graduate to join us.)