Post on 20-Jan-2017
transcript
Why Residential Maintenance Contracts
are Hurting Your Business
Some lawn care firms have their
residential clients sign a contract for a set period of
time (usually a year).
If you insist on using contracts, 6 things you need to know about them.
In reality contracts can actually hurt your business rather than help it grow!
More information about how contracts can hurt you.
It all comes
down to speed.
If you look at what the prospect wants, they want to know:
? • Do you answer your phone?• How much will it cost?• What services can you offer?• How do you handle problems?• What are your guarantees?• Can they get testimonials?
If you try to get them to sign a contract, you have to:
• Answer your phone
• Set up an appointment to meet with them
• Find out what services they are going to want over the course of a year
• Figure out the cost of those services
• Create the estimate
• Send it or meet with the customer to deliver
• Wait for customer to review and possibly find competitive bids
• Wait for final approval and signing
• What if their job situation changes and they can no longer afford the service?
• What if they have to move?• What if they wish to now take care of their
lawn maintenance themselves?
Many prospects don’t want to be locked into set-length contracts
• Answer your phone• Find out the size of their
yard • Quote them a price for
basic yard care• Wait for them to say
“Yes!”
If you don’t use contracts, then you
only have to:
Generally your bid can be handled in the initial phone call and you’ll know instantly
whether they will become your customer or not.
If they are calling to get your pricing, they are clearly open to changing
their lawn care service.
The more involved and longer you make the
process, the less likely you are to make the
sale.
Being forced to sign a contract may be reason enough for the prospect to look
elsewhere.
The company that can answer the customer’s questions and provide them with the info they want quicklyis much more likely to get the sale.
Your job is to take the
prospect off the market
as fast as you can.
Make SURE you answer your phone!
How to set yourself apart from your competitors and win the sale.
Once you have them as a
customer, then you just have to make sure you deliver more
than they expect.
For more Lawn Care Millionaire tips to grow your business, check out this website.
The affiliated Service Autopilot software is also built specifically to help service businesses grow.