One of the most overlooked opportunities to create more business
by Mike J. Agugliaro
I call it the “7 S’s of Opportunity”—7 steps you need to take as you leave the customer’s home.
A lot of contracting “gurus” will tell you about how you need to do more marketing or sell more effectively to people when they call your office. They aren’t wrong; those are great opportunities to generate business.
However, if you want to quickly and easily generate more business, then you’ll love this: there’s a massively overlooked opportunity to create far more business. That overlooked opportunity is: the last few minutes as you’re leaving a customer’s home and getting ready to head out to the next job.
Here’s the scenario: You’ve finished working with a customer. The project is wrapped up. The customer pays you and you are getting ready to leave. The things you do in the next 15 minutes could turn into far more business if you do it right.
I call it the “7 S’s of Opportunity”—7 steps you need to take as you leave the customer’s home…
7 S’s of opportunity
1. Scan your paperwork
Make sure you’ve checked every box on the checklist of things you need to do with the customer. This ensures you get more business by positioning yourself as a competent expert (instead of someone who has to come back to the customer because you forgot to make sure they put the right date on the check, or you forgot to get an important signature on a piece of paper).
2. Say goodbye and ask for a referral
Let the customer know that if they are happy with your work, you welcome referrals. If you have a referral incentive program, share it with the customer and let them know that they receive a reward for any referral who becomes a customer. Then smile and shake the customer’s hand and leave.
7. Sign a card
Sign a Thank You card and thank the customer for the privilege of working on their home. (Although it might seem faster to do it later, it’s a nice way to wrap up the paperwork and include it with the invoice so you can drop it at the office for the office team to mail to the customer with a package of cookies.
If you want more business, of course you should be marketing more and selling when you interact with the customer. But there are hidden moments of opportunity, like when you leave the customer’s home and are getting ready to hit the road to the next customer, when you can take it to the next level. These are “golden moments” that transform unprofitable time into significantly profitable time with these 7 quick, small actions that will help you get more business in the future.
See the full article on ContractorMag HERE
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