KickStart: Organize your trucks, your work set-up routine and your equipment to increase profits.
Kudos to you, Home Service professional. If you didn’t realize this before, during the COVID-19 pandemic you learned that you provide “essential services” to your clients! Who knew?😮
KickStart: “TIME is the only resource you can’t buy more of.” Sam Walton
“Make MORE profit by doing FEWER jobs? You’re an idiot, Steve!” You might think I’ve lost a few screws, but “Patience, Grasshopper”! Stick with me here…
Want to skyrocket your profits?👏🏼 Give your onsite employees a step-by-step Service System that will create an ecstatic “Cheerleader” (and 5-star reviews!) out of each residential client. (I call this “Service Engineering”.) Remember…
KickStart: Call your prospect by name to emphasize a key point.
Ever feel like you’re on a never-ending episode of “The Price is Right”? You know, with “price shoppers” bombarding you with the dreaded, “Uhhhh, I’m just calling around… what’s your rate for this service?” Ugh! I feel your pain!😥
However, quite a few of these so-called “price shoppers” will start out with their name as in, “Hi, this is Sally Smith, and I’m just calling around checking prices…” Now a Post-It note will become your best friend!
That’s right, grab your pen, jot down the caller’s name and use it “selectively” in your conversation. Why? Because behavioral psychologists have discovered that…
KickStart: Only offer additional home services (and products) that are VERY profitable.
NEWS FLASH! Some dollars are MUCH more profitable than others! That’s right, folks, not all revenue is created equal!
Some residential services are like a gold mine,💲 while others… are a frivolous, money-losing waste of time!😥
So, you ask, “How can I make more dough without baking more bread?” Steve’s secret sauce? Be picky about what services you offer. Focus on the Additional Service Options that give you the most bang for your buck. This means…
KickStart: Want homeowners to love you? Then love their pet(s)!💖
Yep! Let’s dive into the crazy, stinky world of PETS! I know, for a residential services contractor these furry creatures can be smelly, nasty and/or snarling challenges! (Trust me, I’ve been there!)😮
KickStart: Few things are more “intrusive” for a homeowner than a stranger using their restroom. You’ve been warned!
I get it. You went into this business because you like the work. And now you (and your workers) just want to a) do a “good job”, b) get paid and c) move on! Simple, right?👍 Ummmmm, NO…😥
KickStart: “Actively recruit” high-performing (and under-appreciated) employees you encounter working in service jobs.
Are you desperately advertising for quality production employees to actually do the jobs that keep rolling in? WRONG! This is your first mistake! You won’t find great service workers with “help wanted” ads! Here’s why…
KickStart: Trumpet your service worker’s accomplishments to increase morale AND supercharge your marketing.
Are you struggling with high turnover and/or marginal frontline employees?😥
“Well, DUH, Steve! You just described my life! I pay much more than the ‘going wage’ but nobody wants to work anymore!” Ummmm, sorry to disagree but the Very Best People DO “want to work”! But I digress…
KickStart: When a homeowner points out a concern and/or makes a request immediately make a note of it on a clipboard.
I recently shared why a service crew leader should use a clipboard during their initial interaction with a residential client. After all…
A clipboard gives your on-site employee 1) authority, 2) confidence and 3) a built-in “teleprompter” to check their next lines in the “Homefront Service” stage play you’ve scripted!
But wait! Here’s the biggest benefit a clipboard brings to the essential homeowner-service worker relationship! DRUMROLL, PLEASE! 🎉🎊🎈🎇🎉
KickStart: “All the world’s a stage, and all the men and women merely players. They have their exits and their entrances; And one man in his time plays many parts.” William Shakespeare
You gotta love good, old Bill for pithily dissecting the human condition! And yep- Mr. Shakespeare’s quote above goes double for those of us working daily in our customer’s homes.
Ironically, long before I became a William Shakespeare groupie I’d often remind my in-the-home production employees they were “actors in our company’s Home Front stage play”.
Now very likely you personally have always instinctively recognized that you are “on stage playing a part” in a client’s home. However, here’s your challenge…