Adding More Profit To Home Service Pro Operations

KickSTART: Test out your new higher pricing strategy only on new customers at first.

Introduction –

If you want more profit in your home service business, it’s not going to come from working longer hours or squeezing in one more job. It comes from pricing correctly — with confidence, clarity, and a full understanding of your real costs. Most contractors undercharge without realizing it, leaving hard-earned money on the table. In this article, we’ll break down how smart pricing decisions can immediately create more profit without increasing your workload.

More Profit Shouldn’t Be Complicated

NEWS FLASH: MORE money is better than LESS money! (And so MUCH better than NO money!)

Don’t worry, folks! This won’t be a paean to conspicuous consumption and ‘obscene profits’.💲💲💲 (Is there such a thing as “too much (honestly earned) profit”?)

Instead, money (produced by PROFIT) is just a tool to improve the lives of all concerned.👍👍 (Your employees, your family, deserving needy ones and YOU!)

Do you want (and deserve) more profits? Simple! Charge more!

Why the resistance to Profit?

WHOA! You reply: “Wait a minute, Steve! I can’t raise my prices! I’m already more expensive than all my competitors!”😢

AARGH! Yer killing me here, people! Listen closely:

STOP letting your (loser) competition be your ‘Pricing Consultants’!

Doubt me? If so, check out this slide from my Winning over your Caller! seminar:

Are you convinced? This is where I always hear a chorus of “Yes, Steve” from my class! So… are you folks going to start charging more? The inevitable reply? “No, Steve!” WHY NOT? “Because we’re scared, Steve!” SIGH!🙄

Your big fear? Callers will bail out to your cheaper competition!😟 I get it! Picking the right pricing model for you can be challenging. So, let’s compromise on your new price increase with…

Steve’s temporary Two-Tier Pricing hack!

Simply run a trial period (I suggest starting with two weeks) and quote returning clients their previous (lower) price. This way you’ll keep your cash flow up in the (unlikely) event new callers refuse to book with your new higher rates. (I guarantee you’ll be happily amazed since customers today EXPECT to pay more!)

All you need to do is (sneakily) sort callers into two different pricing groups. Here’s how this ‘Helps you build your pricing confidence’ trick works over the phone. You open as usual with:

You: Thank you for contacting (company name). This is (your name). How may I help you? 

NOTE: IF they’re a previous client they likely will identify themselves and say: “You were here last year and I’d like to book again.” GREAT! You look up their previous invoice and book the job! (Cash flow preserved!) However, sometimes even returning customers will open with…

Caller asks: “How much do you charge?” (Or some other question.) Whatever your caller asks you reply…

You: I can help you with that. May I ask you a few questions? With this one-size-fits-all response you both 1) take ownership and 2) get permission to proceed. BOTH steps are essential!👌

Caller response: Almost always “OK.” Your first question should always be…

You: Have we worked for you before? If the response is “yes”, immediately reply: “Welcome back!” 💖 Then look up your customer’s information and schedule the work at their previous price. Done! But on the other hand…

Caller relies: “No, you haven’t.” Even better! You now have A) a NEW prospective client and B) a chance to test your NEW ‘Profit Building Prices’! GO FOR IT! (Without fear!)

NOTE: Dramatically improve your ‘Lead Conversion ratio’ in my 3-hour Winning over your caller! seminar. Click HERE for more information and/or to easily register online…

I know. You’re thinking: “So Steve, what happens after my ‘temporary Two-Tier Pricing’ trial period? If I decide to raise prices on everyone how can I smooth over the price increase with my previous clients?” Great questions! Let’s focus on them very soon!

RESOURCE #1: You’ll get 100’s of new hiring ideas and systems in our 3-hour, online Hiring the Very Best! seminar.💲💲💲 To learn more and/or easily register online click HERE.

RESOURCE #2: Once you’ve hired you need simple, ‘self-paced’ employee customer service training. And yep, I’ve gotcha covered with my 12 session ‘Winning on the Home Front!’ MP3 digital training course.💲💲💲

Summary – Understand The True “More Profit” Source

At the end of the day, more trucks and more jobs don’t automatically mean more profit. Profitable growth comes from disciplined pricing, knowing your numbers, and charging what your service is truly worth. When you stop guessing and start pricing strategically, you build a stronger business, healthier cash flow, and long-term stability. More profit isn’t chance — it’s leadership.