In this section I want to go over some additional thoughts and advice that I didn’t have a chance to add into the course, that came to mind at a later time or thing that I just want to reiterate.
- Sometimes a customer wants to only have you come out to do the cleaning when they are on-site. This is fine unless their schedule doesn’t match up with yours. I can many times change their minds with my approach. What I tell them is that many of my customers are at work when I come by so what I usually do is take before and after photos of the gutters so they can see the work that was done, and that they don’t have to pay until the job is completed and they have had a chance to review it. I tell them that I guarantee my work or they don’t pay. With this method, sometimes it takes a couple extra days to get paid, but at least you can get the job done on the days that make sense for you. This will be especially important if you can or only want to work a certain day(s) every week.
- A successful gutter cleaning business is built on recurring customers and referrals. You don’t want to constantly be fighting for new customers or paying for new customers. It will get exhausting and will always leave you with less profit. The key to a successful business is to create an environment where it grows organically. This comes down to doing an amazing job and giving your customers an amazing experience. I am writing this very sentence on October 22, 2016 at 8:34 PM. Three days ago I started calling previous customers from the past two years to see if they would like to schedule a gutter cleaning with me for this fall. In the past 3 days, I have scheduled 22 gutter cleaning jobs for after the leaves fall through phone calls and email. I expect to close around 10-15k of repeat business for the month of November, this is not counting any new business. I don’t have to pay a single penny to close these jobs and I don’t have to sell. It’s a simple Yes. To get 15k worth of new business, it could cost me 2-5k of advertising, but I don’t have to spend a penny because I did a good job for a couple years. This is not counting people that are already calling me from the past couple years to schedule again and people that are calling from past client referrals. In one month, I can make almost as much as someone makes in a full year without spending a single dollar on advertising. Here’s a few things you can do to create an environment where your business can organically grow every year without having to continue to pour money into advertising.
- Clean their gutters like they are your own gutters. Do an amazing job.
- Be likable. Smile. Talk to the customer. Explain to them what you are going to do. Tell them how the job went. Be honest. Thank them for their business.
- Ask for reviews and give them an incentive to do it as explained before.
- Always leave a few business cards and ask them if they would be willing to recommend you to their friends, family and neighbors.
- Do something extra for a customer once in awhile that doesn’t take much time like a simple repair that you could have charged for, and let them know.
- Wear branded apparel.
- Brand your vehicle with a magnet.
- Drop off a few door hangers around the job you just completed. You might even close a job that you can do at that very moment.
- Put some lawn signs around some busy intersections around your service area.
- Give one out of 10-20 customers a branded gift like a t-shirt, mug, or hat. People love free stuff and they are advertising for you.
- Incentivise referrals. Tell your customers that for every referral they send you that schedules, you will send them a gift card, or you will knock a certain amount off of their gutter cleaning for the next time.
- If you aren’t being asked by your customers to be put on your annual gutter cleaning list, then you are doing something wrong. When someone asks you to be put on your annual list, actually do it. Ask them if this same day next year would be fine with them and that you can followup with them a week before the job to confirm. If they say yes, put them down on the schedule for next year and create a follow up task reminder to give them a call a week before. This way you will find yourself having a booked schedule year after year without ever having to spend tons of advertising dollars.
- Learn to upsell. Once a customer has a great experience with you, they would rather hire you for other types of cleanings than look for a new company. If you decide to get into snow removal, power/pressure washing, window cleaning, fall cleanup, or anything else related, let them know and give them a quote on-site after your gutter cleaning is done. You will be amazed at how much additional jobs you can sell with little effort.
This is the first release of this course so I look forward to dramatically improving and adding to it consistently based on your feedback. If you have any questions about anything that you have read or haven’t read about in this course, please direct it to me at email@example.com. I look forward to your feedback and questions. Any changes/additions I make to this court will be sent out as email notifications which you should already be part of. I will also have them posted on the updates blog in the members section.
I hope this course provided you with the knowledge to get going with your own business. You can do it. You just need to start and everything else will come together and will figure itself out. It will never be the right time, the right moment, the right anything. Just do it. Start. You won’t regret it. Everything won’t go perfectly, you will learn from successes and from failures throughout the process, but the important thing is that you will constantly be moving forward and before you know it, you will have the lifestyle that you are after. Nothing good happens overnight.
If you have questions feel free to shoot me an email from the email that you used to purchase this course. You can email me at firstname.lastname@example.org.
Get started. You got this.
- David M.