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mike Callahan here with callahan’s corner
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where you ask questions and we answer
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them live right here on facebook so
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one of the questions that was submitted
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this week was how do i go out
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and raise my client value or my annual
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revenue
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uh with a very low if budget or very
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almost no budget
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left in my marketing spend so one of the
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ways that we’ve seen this in my company
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as well as a lot of people we work with
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the simple growth is
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uh to create an upsell process so
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it’s not uncommon when people actually
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use a systematic upsell process whether
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manual or
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automated um that they traditionally
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will either double or even
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triple um their actual client
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value each year and then obviously the
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client lifetime value so i’m going to
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give some examples for
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home lawn care and home cleaning um the
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home cleaning example
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is pretty ridiculous how to 10x you’re
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actually upsell
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value as well but the basic example i
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want to look at here is
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let’s say in the spring or throughout
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the beginning of the season on lawn care
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we have a clean up
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so a springtime landscape cleanup it’s
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worth about 500
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so at that point before the lawn mowing
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season starts we should have a
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systematic upsell for all your leads and
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clients
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and past clients in there and what we’re
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going to do is go out about a month to a
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month and a half before the season
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starts and go out and systematically go
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through about three to five
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communications via automated email
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automated text and potentially phone
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calls or ringless voicemail bombs where
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it hits their cell phone on file looks
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like a missed call and leaves a
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pre-recorded message that’s personal
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it doesn’t sound like a robocall so hey
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it’s mike from simp growth
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uh so sorry i missed you wanted to leave
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you this voicemail regarding our
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opportunity to get your free estimate
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regarding lawn mowing um if you have any
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questions you’d like that estimate
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please give us a call back at this
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number
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and then that starts the communication
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process but if you had a one-time spring
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service and you went out and had a
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systematic upsell
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for your lawn mowing services say in a
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very basic 30-week season
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average across the united states and
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it’s a 45 cut
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what you’ve done is you picked up an
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extra 13 to 1400 dollars in revenue off
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that 500
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cut so you basically more than double
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that client lifetime revenue now
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what i’m going to recommend is you go in
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and create four to five upsells
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throughout the season
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so it’s across the whole entire season
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and it addresses the pain point
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in that business like i said about a
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month a month and a half before the
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season ramps up so now that we’ve got
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the cleanup
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we’ve got a 30-week lawn mowing contract
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and now the automation or
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manual process would sweep through and
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say hey who in our system
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has a service with us but doesn’t have
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fertilization and weed control so what
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we would go in then
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is go out the same thing over four to
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five different touches and try to
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get them to request an estimate so let’s
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say it’s a very very
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uh conservative fertilization we control
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package 75
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an application five rounds what you’ve
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done in essence there
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is gone out and up sold another 375
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dollars
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now built upon that fertilization i
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would recommend a secondary upsell
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depending where you’re at
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uh in the united states of canada so
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whether it’s grub control or flea ant
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and tick
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army worms whatever that is now that
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you’re already at the property start
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looking at additional services you can
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do while you’re already there
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so a big one in our company in the
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upstate new york area was
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we could actually do a grub application
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along with
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the third or fourth round of the
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fertilization it was the same exact step
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um and it was just a separate product
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that literally had both of the products
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in there for the grub control and the
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fert weed
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and it was all done in one pass it was
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almost like a double billing uh
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only doing it once at that point we’re
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contributing compounding and compounding
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that revenue so
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what we really want to do is go in and
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look at the services we have
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and pick up the five core services and
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go out systematically throughout the
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season and upsell them
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i highly recommend automating them when
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we do this we traditionally will see
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60 to 80 phone calls usually in the
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first day offer estimate requests so it
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is something that
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does drive an immediate return for
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investment and if you have the ability
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of the manpower
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bandwidth to actually get those
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estimates out quickly that can really
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drive a huge profit and revenue for you
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um so you may have a company that’s
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doing about a half million to maybe six
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hundred thousand
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and you’re really wanting to break that
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million dollar mark this is probably the
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easiest
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and cheapest way of going out and
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compounding that revenue and doubling
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that revenue
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for straight bottom line profits so i
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highly recommend an upsell process
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now anybody that’s watching in the home
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cleaning industry very similar to lawn
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care what we see a lot of times is we’ll
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do a first time deep cleaner top to
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bottom deluxe clean
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that’s the initial clean um and then
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what we would do is if they haven’t
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signed up for a reoccurring cleaning the
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weekly or bi-weekly cleaning or every
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three or four weeks
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the automation or manual process would
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kick in over three to five
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communications to get them to request an
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estimate and sign
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up for the reoccurring cleaning
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so obviously that’s a pretty uh pretty
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interesting play so let’s say we have
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our top to bottom deluxe or
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our deep clean 385 to maybe 400 that
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initial cleaning
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then what we would do is go in and
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upsell let’s say a bi-weekly cleaning
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at uh probably
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about 170 to 180 a clean bi-weekly
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so what you’ve done is gone in and now
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that bi-weekly clean
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from the 385 to 400 one time has
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systematically driven
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the annual reoccurring revenue to that
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bi-weekly cleaning to four thousand
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dollars a year
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so it’s something that we highly
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recommend and even if you have a
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reoccurring cleaning
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um or in lawn care reoccurring landscape
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maintenance we want to go out in the
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fall time or right before the holidays
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and try to upsell an additional cleaning
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in the home cleaning is a deep clean and
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in lawn care be the fall cleanup so the
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idea here is take a look at your core
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four to five services
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and create a process where you can do
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estimates literally over the phone
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via satellite on google earth and go out
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systematically about a month to a month
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and a half before that pain point hits
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and systematically upsell um and that’s
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one way to quickly elevate your business
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almost double its size within the first
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12 to 18 months so
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if you’re kind of sitting at that half a
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million to three quarters of a million
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mark and you’re having a really
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hard time breaking that million dollar
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um threshold this is one
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easy and quick way to go out and break
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that threshold
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uh without adding a lot of extra expense
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to your marketing machine so
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comments questions drop below the
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question i want to know is how can i go
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out
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and scale this business if i don’t have
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a whole lot of marketing
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um money to drive it at this point in
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the season
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and there’s still a lot of time in the
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season so if you’re watching this video
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live
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uh you’re gonna be hanging out right now
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in the middle of july you still have the
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mid-seas the mid-summer upsells
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as well as your fall and winter upsell
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so a lot of time to
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drive and double that value and revenue
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that people are
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looking to get their businesses and the
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way i recommended doing is
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four to five seasonal upsells and if you
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can find a couple upsells that
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will also be done the same time you’re
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already there servicing the property
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such as adding on top of fertilization
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we control for perimeter pest
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uh grub control flea and tick
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mosquito control those are huge huge
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profit margins and you can do them while
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you’re already there with the same
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equipment pretty much
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um and the same people that are probably
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licensed to those jobs so hopefully it
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was helpful
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callahan’s corner you ask questions we
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answer live here on facebook drop your
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questions or comments and questions
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below and i’m happy to answer them i
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will see you again
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tomorrow