WARNING: If you actually "do" what I am about to lay out for you be prepared for your business to DOUBLE over the next 12 months. Grab a piece of paper and some crayons so you can take notes, this is good stuff. First of all, the neighbors of your current clients have some unique benefits that need to be pointed out. 1: They have similar income levels to your current clients. 2: They have similar needs to your current clients. 3: They are located in the BEST possible location because you are already there working. 4: They talk to their neighbors. 5: They are often trying to "keep up" with their neighbors. These people are literally your perfect avatar! (an avatar is a metaphorical person that represents the perfect client for your business) So, whats the plan Josh? Step 1: BLOW the minds of your current clients by being a rock star at every aspect of their experience with you. -This starts on the phone then moves to an estimate or pricing of some kind. Next you actually schedule the work and then perform the services. Lastly, you should be following up and every single one of those touch points is your opportunity to be epic so...be epic. Step 2: ASK your current customers in a direct way (look them in the eyes) for the referral of their neighbors. -Do it exactly like this at the end of the service.... "Did we meet or exceed your expectations today?" The moment they say "Yes!" (and they will because you were so epic) you say this next exact script. "Great!, can you do me a big favor? We are a small family business and we rely on referrals from people like you. Could you mention to your neighbors how happy you are with our company?" They will say "Sure, of course" because you're so epic. Step 3: LAUNCH a simple "5-Around" strategy targeting the neighbors of your current customers. -Leave them a piece of literature saying you just did epic stuff for their neighbors. -Put a real price on it specific for their home -Put a killer special offer -Put an expiration date on it That's it! The fun part about doing this is that it ALWAYS works 100% of the time IF: -You are epic. -You actually do it everyday for ever and ever and ever and ever... ok... I think you get it :) Let's RECAP This Legendary Article Don't overcomplicate business growth. Keep everything you do simple, organized and consistent. Stick to one or two growth methods and become a ninja expert warrior at them. Be epic.
|This edition of AWC magazine we sat down with Jason York Co-Owner of EZ Window Cleaning based in Wisconsin. In addition, to being the co-owner he also is the 2017 IWCA (International Window Cleaning Association) President. Only 28 people have ascended the ranks to President of the IWCA and it is arguably the highest achievement a person in our industry can achieve. What makes Jason an interesting person is his incredible drive to make the industry better and that he doesn’t come from a high-rise background. Read More...|