02:29
Hey, so welcome to the
02:31
Hey, so welcome to the Upselling Strategies 2020 gonna
02:33
Upselling Strategies 2020 gonna be start here in a minute or
02:34
be start here in a minute or two got some people joining
02:35
two got some people joining late um but I wanted to just
02:37
late um but I wanted to just get it going here and uh if
02:39
get it going here and uh if you’re watching live, can you
02:40
you’re watching live, can you just type in the messages that
02:42
just type in the messages that you can indeed uh hear the
02:44
you can indeed uh hear the audio you never know what can
02:45
audio you never know what can go wrong or right on a Facebook
02:48
go wrong or right on a Facebook Live, but this is gonna be part
02:49
Live, but this is gonna be part of our monthly business
02:52
of our monthly business builders session with simple
02:54
builders session with simple grow so once a month right
02:55
grow so once a month right around the middle of the month,
02:56
around the middle of the month, fifteen to twenty uh we are
02:57
fifteen to twenty uh we are going. Coming in and going in
03:00
going. Coming in and going in and dissecting a part of your
03:02
and dissecting a part of your service business and show you
03:03
service business and show you how to do it. so once again, if
03:06
how to do it. so once again, if anybody’s watching live just
03:06
anybody’s watching live just throw something in the
03:07
throw something in the comments, hey, I can hear the
03:08
comments, hey, I can hear the audio is good um and feel free
03:11
audio is good um and feel free as you’re watching the content
03:12
as you’re watching the content tonight to put any of yours
03:15
tonight to put any of yours your. specific questions that
03:16
your. specific questions that you may have throughout the
03:19
you may have throughout the program and if you’re watching
03:20
program and if you’re watching this recorded um happy to break
03:22
this recorded um happy to break that down. I wanna say what’s
03:23
that down. I wanna say what’s up to Chad Gary hearing is fine
03:24
up to Chad Gary hearing is fine here. It’s so beautiful. so
03:26
here. It’s so beautiful. so we’re gonna jump into this. A
03:29
we’re gonna jump into this. A second here but um if anybody
03:31
second here but um if anybody has not um basically heard of
03:35
has not um basically heard of my background, a story, I’ll
03:36
my background, a story, I’ll give you a quick thirty-second
03:39
give you a quick thirty-second rendition of kinda how I got
03:39
rendition of kinda how I got into the service business cut
03:41
into the service business cut my teeth in the service
03:42
my teeth in the service industry and now how um you
03:44
industry and now how um you know we’re helping probably
03:46
know we’re helping probably well plus 400 plus uh service
03:48
well plus 400 plus uh service business Lawn Care Home,
03:49
business Lawn Care Home, Cleaning pest control and a few
03:51
Cleaning pest control and a few other industries to automate
03:52
other industries to automate and create processes in their
03:55
and create processes in their business. so uh without any
03:56
business. so uh without any further delay we are going to
03:58
further delay we are going to get into this here so. Let’s
04:03
get into this here so. Let’s see what happens Alright here
04:04
see what happens Alright here we go like I said. if you have
04:05
we go like I said. if you have any comments questions drop
04:06
any comments questions drop them in here and we will be
04:07
them in here and we will be happy to talk about uh all the
04:09
happy to talk about uh all the things here and I’ve got some
04:10
things here and I’ve got some time afterwards as well. but
04:11
time afterwards as well. but once again, this is the second
04:13
once again, this is the second of our monthly business
04:14
of our monthly business building series here um for
04:16
building series here um for Simple Growth clients, as well
04:17
Simple Growth clients, as well as just anybody who wants to
04:18
as just anybody who wants to learn how to do these things in
04:19
learn how to do these things in their service business. so
04:21
their service business. so welcome to the webinar. And
04:26
welcome to the webinar. And let’s bump that out so we can
04:27
let’s bump that out so we can see it first thing. I want you
04:28
see it first thing. I want you to do is get in there and turn
04:31
to do is get in there and turn your speakers up. make sure you
04:32
your speakers up. make sure you can hear me and get ready and I
04:34
can hear me and get ready and I think we’re gonna be talking
04:35
think we’re gonna be talking about today is um how should we
04:39
about today is um how should we set up our sales system so
04:41
set up our sales system so foundationally from the
04:42
foundationally from the beginning of Callahan’s lawn
04:44
beginning of Callahan’s lawn care um 25 years in the service
04:46
care um 25 years in the service industry started out literally
04:48
industry started out literally freshman year in high school
04:49
freshman year in high school working my way through college
04:50
working my way through college and then making that faithful
04:52
and then making that faithful leap into full-time
04:53
leap into full-time entrepreneurship. Three or four
04:55
entrepreneurship. Three or four trucks actually full time while
04:57
trucks actually full time while I was in college um and there
04:59
I was in college um and there was a lot of things that we
05:00
was a lot of things that we needed to figure out and
05:02
needed to figure out and obviously some of the things we
05:02
obviously some of the things we got right, We were lucky enough
05:04
got right, We were lucky enough to figure out other things We
05:05
to figure out other things We quite honestly failed at and uh
05:07
quite honestly failed at and uh one of the most pivotal points
05:10
one of the most pivotal points in my career uh was the ability
05:12
in my career uh was the ability to go out to meet with Jonathan
05:14
to go out to meet with Jonathan PK of the lawn care Millionaire
05:17
PK of the lawn care Millionaire and um basically went to a
05:19
and um basically went to a two-day round table with him
05:21
two-day round table with him And the thing that is we’re
05:22
And the thing that is we’re about to break a million and
05:24
about to break a million and well beyond that we needed to
05:25
well beyond that we needed to figure out is how do we set up
05:27
figure out is how do we set up our office to handle an influx
05:29
our office to handle an influx of 35? A $1000 of advertising
05:33
of 35? A $1000 of advertising spend um in about a month and a
05:36
spend um in about a month and a month and a half in upstate New
05:37
month and a half in upstate New York so uh my business was
05:39
York so uh my business was doing lawn care and snow
05:40
doing lawn care and snow removal, but if you’re not in
05:41
removal, but if you’re not in lawn care snow removal don’t
05:42
lawn care snow removal don’t worry this is going to be
05:43
worry this is going to be applicable for lawn care and
05:45
applicable for lawn care and home cleaning or any service
05:46
home cleaning or any service business for that matter. But
05:47
business for that matter. But one of the things that I went
05:48
one of the things that I went and learn with when I hang out
05:49
and learn with when I hang out with Jonathan was that um I
05:51
with Jonathan was that um I wanted to see how do we set up
05:53
wanted to see how do we set up a sales machine in the process
05:54
a sales machine in the process inside the office to handle the
05:56
inside the office to handle the influx of 1100 to 1200
05:58
influx of 1100 to 1200 estimates a month is what
05:59
estimates a month is what we’re. Very condensed sales
06:01
we’re. Very condensed sales season in upstate New York, so
06:04
season in upstate New York, so my question was well after I
06:06
my question was well after I set up this office in a
06:08
set up this office in a workflow to standardize and be
06:09
workflow to standardize and be able to be delegated. um should
06:11
able to be delegated. um should I go out and try to sell all
06:13
I go out and try to sell all our services at once only sells
06:16
our services at once only sells certain services or should I
06:17
certain services or should I just do what everybody else in
06:18
just do what everybody else in my market is doing um that
06:21
my market is doing um that seems to be on at least on
06:23
seems to be on at least on Facebook successful so as we
06:25
Facebook successful so as we dive through this today um
06:27
dive through this today um we’re kinda gonna dissect this.
06:30
we’re kinda gonna dissect this. And what best practice is now
06:32
And what best practice is now in 2020 and beyond and how even
06:34
in 2020 and beyond and how even some of the things with coping
06:36
some of the things with coping right now are affecting uh the
06:38
right now are affecting uh the way we sell in the way people
06:40
way we sell in the way people buy um so this is Uh I’m gonna
06:42
buy um so this is Uh I’m gonna I’m gonna foundation to start
06:45
I’m gonna foundation to start from lead acquisition and how
06:46
from lead acquisition and how to go in and set up a sales
06:47
to go in and set up a sales machine that can be delegated
06:49
machine that can be delegated for through volume and then the
06:51
for through volume and then the second half of the talk is
06:53
second half of the talk is really an upsell strategy and
06:56
really an upsell strategy and how we’ve seen in my business
06:57
how we’ve seen in my business as well as a lot of the
06:58
as well as a lot of the businesses were. Where they
07:00
businesses were. Where they actually have gone out and
07:02
actually have gone out and gotten to 100 over 200
07:05
gotten to 100 over 200 estimates literally in a matter
07:06
estimates literally in a matter of a day or two from up sells
07:08
of a day or two from up sells um from their existing client
07:10
um from their existing client base in their leads inside
07:11
base in their leads inside their CRM customer relationship
07:12
their CRM customer relationship management software. so whether
07:14
management software. so whether it’s Service Autopilot or
07:16
it’s Service Autopilot or another platform, this is going
07:16
another platform, this is going to be applicable um but I’m
07:19
to be applicable um but I’m gonna basically give you the
07:20
gonna basically give you the step by step secret sauce in
07:22
step by step secret sauce in the second half of the talk.
07:24
the second half of the talk. How to go out and explode your
07:26
How to go out and explode your sales um in the end of 2020 and
07:29
sales um in the end of 2020 and the other thing that I’m going.
07:32
the other thing that I’m going. Um kinda breakdown before we
07:34
Um kinda breakdown before we get into this is that most
07:35
get into this is that most service business, especially
07:37
service business, especially lawn care and home cleaning
07:38
lawn care and home cleaning your overhead is really uh
07:41
your overhead is really uh heavy in the beginning of the
07:42
heavy in the beginning of the year cuz there’s a lot of
07:43
year cuz there’s a lot of upfront cost to get those
07:45
upfront cost to get those service businesses going so
07:46
service businesses going so when you get to August or
07:48
when you get to August or September of the year, you’ve
07:50
September of the year, you’ve recovered the majority of the
07:51
recovered the majority of the overhead that expenses and now
07:54
overhead that expenses and now every additional sell you put
07:54
every additional sell you put on there is really driving a
07:57
on there is really driving a bottom line profit so most
07:59
bottom line profit so most business-owners, including.
08:00
business-owners, including. Nearly years by August
08:01
Nearly years by August September, let’s face it. we’re
08:03
September, let’s face it. we’re burned out. We’re hoping for
08:05
burned out. We’re hoping for the end of the season fall
08:05
the end of the season fall clean ups. whatever that may be
08:08
clean ups. whatever that may be in in the lawn care industry.
08:09
in in the lawn care industry. We’re just looking for that
08:10
We’re just looking for that light at the end of the tunnel
08:11
light at the end of the tunnel to be done same thing with our
08:13
to be done same thing with our folks in the home cleaning
08:13
folks in the home cleaning they’re looking to get to that
08:15
they’re looking to get to that holiday rush for deep cleans
08:17
holiday rush for deep cleans and additional stuff like that
08:18
and additional stuff like that and just kind of get to that
08:21
and just kind of get to that holiday break, but what I’m
08:21
holiday break, but what I’m gonna propose here is we don’t
08:25
gonna propose here is we don’t let up and we have a systematic
08:26
let up and we have a systematic and focused way to go in
08:29
and focused way to go in throughout the. But especially
08:31
throughout the. But especially right now at the end of the
08:32
right now at the end of the year, and I’m gonna show you
08:33
year, and I’m gonna show you how to increase your client
08:35
how to increase your client lifetime value by 75% or even
08:38
lifetime value by 75% or even 100%. So if you’re average
08:40
100%. So if you’re average client is worth say 2400 to
08:43
client is worth say 2400 to $3500, I’m gonna show you how
08:44
$3500, I’m gonna show you how to take that and at least put
08:46
to take that and at least put 75% if not 100% additional
08:50
75% if not 100% additional revenue in there uh through the
08:51
revenue in there uh through the process, but before we go in
08:52
process, but before we go in and actually look at the upsell
08:55
and actually look at the upsell process, I thought it would be
08:55
process, I thought it would be a complete disservice to
08:57
a complete disservice to everybody watching if we don’t
08:59
everybody watching if we don’t tackle the front end, how do we
09:00
tackle the front end, how do we systemize a sales process that
09:02
systemize a sales process that goes in and answers these
09:04
goes in and answers these questions that we’re gonna be
09:05
questions that we’re gonna be answering the first half.
09:07
answering the first half. Should I try to tell all my
09:09
Should I try to tell all my services at once? should I sell
09:10
services at once? should I sell only certain services or just
09:11
only certain services or just do what everybody else in the
09:13
do what everybody else in the market is doing that seems to
09:14
market is doing that seems to probably face value be
09:18
probably face value be successful. So um here we go Uh
09:19
successful. So um here we go Uh diving into that. but the first
09:20
diving into that. but the first thing I wanna talk about is
09:22
thing I wanna talk about is life cycle. marketing and how
09:24
life cycle. marketing and how there is some holes in your
09:26
there is some holes in your cells pipeline if you’ve seen
09:27
cells pipeline if you’ve seen this um it’s gonna be a quick
09:28
this um it’s gonna be a quick refresher, but it’s something
09:30
refresher, but it’s something that I like to look at least
09:31
that I like to look at least twice a year three times a year
09:33
twice a year three times a year because we seem to forget where
09:35
because we seem to forget where the holes in our sales pipeline
09:38
the holes in our sales pipeline are so literally from lead
09:39
are so literally from lead acquisition to estimating to.
09:42
acquisition to estimating to. And the additional things that
09:43
And the additional things that we’re gonna be talking about.
09:44
we’re gonna be talking about. so if you’re looking at this
09:46
so if you’re looking at this from the left hand side, we are
09:48
from the left hand side, we are paying good money through
09:50
paying good money through Facebook, AdWords and NineRound
09:52
Facebook, AdWords and NineRound banner ads on Facebook
09:54
banner ads on Facebook Messenger ads to drive people
09:56
Messenger ads to drive people to our website. So the first
09:57
to our website. So the first thing is you’re doing an audit
09:59
thing is you’re doing an audit before we get to our ourselves
10:01
before we get to our ourselves is do you have something on
10:01
is do you have something on your website to capture the
10:05
your website to capture the people that aren’t ready to
10:05
people that aren’t ready to actually ask for an estimate or
10:07
actually ask for an estimate or engage with your Facebook
10:08
engage with your Facebook Messenger bot for automated
10:09
Messenger bot for automated estimating we wanna set up a
10:10
estimating we wanna set up a thing called. Magnet We’re
10:12
thing called. Magnet We’re gonna grab the first name last
10:13
gonna grab the first name last name Email so we can start to
10:14
name Email so we can start to nurture them so when they’re
10:16
nurture them so when they’re ready to buy um we are top of
10:19
ready to buy um we are top of the frame of mind we provide
10:20
the frame of mind we provide value to reciprocity um in
10:22
value to reciprocity um in addition, if you haven’t done
10:23
addition, if you haven’t done it yet it sounds crazy in 2020.
10:25
it yet it sounds crazy in 2020. That’s something maybe has not
10:26
That’s something maybe has not done this is we want to get a
10:28
done this is we want to get a Facebook pixel on our Facebook
10:30
Facebook pixel on our Facebook page so we can retarget the
10:32
page so we can retarget the people that have hit our
10:32
people that have hit our website that have not
10:34
website that have not necessarily engaged with us,
10:35
necessarily engaged with us, but we can send them um paid or
10:40
but we can send them um paid or set returning. Increase that
10:44
set returning. Increase that expertise and value that we
10:45
expertise and value that we provide to them, so that’s the
10:47
provide to them, so that’s the first trash can in your sales
10:49
first trash can in your sales funnel or whole the Facebook If
10:50
funnel or whole the Facebook If you don’t have that lead
10:51
you don’t have that lead magnet, you’re throwing money
10:53
magnet, you’re throwing money out the way cuz you’re spending
10:54
out the way cuz you’re spending good money to drive traffic
10:55
good money to drive traffic there. We need a way to capture
10:56
there. We need a way to capture and retarget it now once you
10:58
and retarget it now once you drive them into your sales
10:59
drive them into your sales Funnel, we’ve got a thing
11:00
Funnel, we’ve got a thing called short term education and
11:02
called short term education and if you are following the
11:03
if you are following the methodology that myself and
11:05
methodology that myself and Marcus Sheridan, who wrote the
11:06
Marcus Sheridan, who wrote the book They Ask You Answer are
11:08
book They Ask You Answer are following this is something we
11:09
following this is something we did in my service business
11:10
did in my service business eight 9 years ago I. This
11:12
eight 9 years ago I. This through um some teachings over
11:15
through um some teachings over Infusionsoft Marcus Sheridan
11:15
Infusionsoft Marcus Sheridan was over at HubSpot. We’re
11:16
was over at HubSpot. We’re doing the same thing we are
11:19
doing the same thing we are educating the consumers
11:20
educating the consumers specifically to the service.
11:21
specifically to the service. they’re interested and framing
11:23
they’re interested and framing you as the expert to create
11:24
you as the expert to create that higher perceived value,
11:25
that higher perceived value, You can charge the highest
11:27
You can charge the highest price and we’re overcoming any
11:28
price and we’re overcoming any sales or price adjustments,
11:29
sales or price adjustments, particularly to the service
11:30
particularly to the service that they’re interested whether
11:31
that they’re interested whether it’s weekly mott lawn mowing or
11:33
it’s weekly mott lawn mowing or weekly cleaning. We’re talking
11:35
weekly cleaning. We’re talking about all the things that come
11:37
about all the things that come up as objections. So do I need
11:39
up as objections. So do I need to be home to have the lawn
11:39
to be home to have the lawn mower The house clean.
11:42
mower The house clean. Insurance I should be looking
11:43
Insurance I should be looking for you’re gonna close the gate
11:43
for you’re gonna close the gate behind you and for lawn care,
11:45
behind you and for lawn care, you’re gonna make sure that the
11:46
you’re gonna make sure that the door is locked behind you for
11:47
door is locked behind you for home cleaning so you wanna
11:48
home cleaning so you wanna shorten the sale cycle and then
11:50
shorten the sale cycle and then through education raise that
11:51
through education raise that perceived value. Next thing is
11:53
perceived value. Next thing is an automated follow-up. So we
11:55
an automated follow-up. So we call this 20 days to close it
11:57
call this 20 days to close it simple growth, but basically
11:58
simple growth, but basically what it is. It’s an automated
12:00
what it is. It’s an automated estimate. follow up that
12:01
estimate. follow up that follows up the automated text,
12:03
follows up the automated text, email and phone calls that are
12:04
email and phone calls that are assigned to a specific person
12:06
assigned to a specific person with the call script or tying a
12:07
with the call script or tying a product like send Jim doing a
12:09
product like send Jim doing a ringless voicemail bomb. We
12:10
ringless voicemail bomb. We need to have that part of the
12:13
need to have that part of the funnel to kind of plug, but if
12:14
funnel to kind of plug, but if the estimate is lost, do we
12:16
the estimate is lost, do we have a way to nurture them for
12:18
have a way to nurture them for the next six to 12 months and
12:19
the next six to 12 months and then reactivate them through
12:21
then reactivate them through the upsell process, and I’m
12:22
the upsell process, and I’m going to be showing you later
12:23
going to be showing you later in the talk now if the sale is
12:26
in the talk now if the sale is made and we get a one-time
12:29
made and we get a one-time sale. do we have a automated
12:30
sale. do we have a automated process or even a manual
12:31
process or even a manual process to up sell or
12:32
process to up sell or reoccurring service? The whole
12:34
reoccurring service? The whole idea of upsells is taking the
12:36
idea of upsells is taking the existing client lifetime value
12:38
existing client lifetime value in either raising. 75% or 50%,
12:41
in either raising. 75% or 50%, or 100%, and doubling that
12:44
or 100%, and doubling that client lifetime value through
12:45
client lifetime value through an upsell. So if you have a
12:46
an upsell. So if you have a one-time service such as a deep
12:48
one-time service such as a deep cleaning and home cleaning
12:49
cleaning and home cleaning industry or a maybe spring
12:50
industry or a maybe spring clean up in the lawn care
12:53
clean up in the lawn care industry. do we have a way to
12:54
industry. do we have a way to automatically trigger an upsell
12:56
automatically trigger an upsell to a reoccurring service now,
12:57
to a reoccurring service now, if we’re lucky enough to get
12:58
if we’re lucky enough to get that reoccurring service, I’m
13:00
that reoccurring service, I’m gonna call a gateway service.
13:01
gonna call a gateway service. I’m gonna dive into that a
13:02
I’m gonna dive into that a little bit what that is um and
13:05
little bit what that is um and the answer some of those
13:05
the answer some of those questions we started out with
13:06
questions we started out with the ideas we take that gateway
13:10
the ideas we take that gateway service. service and we. Sell
13:12
service. service and we. Sell another reoccurring service and
13:14
another reoccurring service and then we’re gonna go in and
13:15
then we’re gonna go in and cross sell and if we have a
13:17
cross sell and if we have a lost or cancelled um service
13:19
lost or cancelled um service and in there as well, we’re
13:21
and in there as well, we’re gonna bucket those up into our
13:23
gonna bucket those up into our upsell process, go in and
13:26
upsell process, go in and reactivate them and start a new
13:27
reactivate them and start a new client in and then create a
13:29
client in and then create a systematic way to upsell and
13:30
systematic way to upsell and continue to double or triple
13:31
continue to double or triple that client lifetime value
13:33
that client lifetime value through an automated or even a
13:35
through an automated or even a manual process. if you’re not
13:35
manual process. if you’re not ready to automate so uh a quick
13:40
ready to automate so uh a quick example. Is um building a list
13:44
example. Is um building a list and a lead magnet, so that’s
13:45
and a lead magnet, so that’s what I just talked about in the
13:46
what I just talked about in the beginning of that flow. What is
13:49
beginning of that flow. What is a lead magnet? so it could be a
13:50
a lead magnet? so it could be a video series, a white paper or
13:52
video series, a white paper or a how-to guide with pictures. I
13:53
a how-to guide with pictures. I don’t care what it is, but you
13:55
don’t care what it is, but you should have something on that
13:57
should have something on that website to capture at least
13:58
website to capture at least first name last name and email
14:00
first name last name and email just like we have the six
14:01
just like we have the six reasons to hire professional
14:03
reasons to hire professional video series uh as we went out
14:05
video series uh as we went out to the Service Autopilot Group
14:06
to the Service Autopilot Group um the Elite Academy. This is
14:08
um the Elite Academy. This is something we built for the
14:09
something we built for the elite members. Um but we wrote
14:12
elite members. Um but we wrote your big four lawn care
14:14
your big four lawn care essentials, and that was a lead
14:14
essentials, and that was a lead magnet that these folks are
14:16
magnet that these folks are using now on their website to
14:18
using now on their website to capture folks that aren’t ready
14:18
capture folks that aren’t ready to request. but we’re capturing
14:21
to request. but we’re capturing that traffic we’ve driven
14:22
that traffic we’ve driven organically or paid to that
14:26
organically or paid to that website. So the idea here is we
14:27
website. So the idea here is we really want to go in anchor a
14:30
really want to go in anchor a business with two to three core
14:34
business with two to three core reoccurring services. So this
14:34
reoccurring services. So this is something um that Jonathan
14:37
is something um that Jonathan Potosi of the lawn care
14:38
Potosi of the lawn care Millionaire talked about it as
14:39
Millionaire talked about it as a five their conference in his
14:42
a five their conference in his dominate the market talk and
14:44
dominate the market talk and this is. That we’ve continued
14:46
this is. That we’ve continued to talk about at the Service
14:48
to talk about at the Service Autopilot regional events that
14:50
Autopilot regional events that Jonathan the pots myself, and
14:51
Jonathan the pots myself, and Scott Howard and Chris Volpe uh
14:54
Scott Howard and Chris Volpe uh had been doing around the
14:54
had been doing around the country whether it was in New
14:56
country whether it was in New York, San Diego and some other
14:58
York, San Diego and some other locations. These are things
14:59
locations. These are things that foundation in my business
15:01
that foundation in my business were extremely successful. I’m
15:03
were extremely successful. I’m assuming we’re probably
15:05
assuming we’re probably successful in Jonathan’s uh
15:06
successful in Jonathan’s uh lawn care Business City Church.
15:08
lawn care Business City Church. so what the premises is What do
15:10
so what the premises is What do you use digital marketing to
15:11
you use digital marketing to cast a broad net? So what we’re
15:13
cast a broad net? So what we’re gonna do. Go in and basically
15:17
gonna do. Go in and basically do a geofence in say Facebook
15:21
do a geofence in say Facebook and target all the people that
15:22
and target all the people that are in your service area or
15:26
are in your service area or upload custom audiences of list
15:28
upload custom audiences of list of prospects from Service
15:30
of prospects from Service Autopilot or whatever service
15:32
Autopilot or whatever service uh software you’re using and
15:34
uh software you’re using and we’re also gonna use that
15:35
we’re also gonna use that Facebook pixel that we talked
15:37
Facebook pixel that we talked about in that customer life
15:38
about in that customer life cycle marketing diagram earlier
15:41
cycle marketing diagram earlier to target them, so we’re gonna
15:42
to target them, so we’re gonna use digital marketing through
15:43
use digital marketing through custom audiences, Geo targeting
15:45
custom audiences, Geo targeting and a Facebook pixel to go out.
15:49
and a Facebook pixel to go out. People um geographically
15:51
People um geographically throughout your whole entire
15:53
throughout your whole entire service area Now obviously
15:55
service area Now obviously route density is the key in the
15:58
route density is the key in the success of the game. so what we
15:59
success of the game. so what we wanna do next is going to use
16:01
wanna do next is going to use offline marketing to zero in
16:04
offline marketing to zero in route density in the way we can
16:05
route density in the way we can go in and do this is through
16:07
go in and do this is through smart maps or maps, Pro and
16:09
smart maps or maps, Pro and Service Autopilot Vtwo or
16:11
Service Autopilot Vtwo or Vthree to create a lead list.
16:13
Vthree to create a lead list. Uh we can use something like
16:14
Uh we can use something like send Jim and go in and do. Nine
16:18
send Jim and go in and do. Nine rounds automated or manual
16:21
rounds automated or manual nineRounds, where you go to the
16:22
nineRounds, where you go to the home that you’ve signed up and
16:23
home that you’ve signed up and you physically postcard the
16:25
you physically postcard the nine houses around there, three
16:26
nine houses around there, three to five times to build that
16:28
to five times to build that route density, but the idea
16:30
route density, but the idea here is we wanna go online and
16:31
here is we wanna go online and cast that digital net across
16:33
cast that digital net across our service area and then hone
16:34
our service area and then hone in to offline marketing to make
16:36
in to offline marketing to make that happen and I’m gonna go
16:37
that happen and I’m gonna go through a couple of different
16:38
through a couple of different ways We did this um in addition
16:41
ways We did this um in addition that offline marketing getting
16:42
that offline marketing getting near the end of the year, It’s
16:43
near the end of the year, It’s not too late, but depending on
16:45
not too late, but depending on the region of the United States
16:46
the region of the United States or Canada you’re in when you’re
16:48
or Canada you’re in when you’re driving through your service
16:49
driving through your service area or the neighborhoods and
16:50
area or the neighborhoods and residential that you’re looking
16:52
residential that you’re looking at. You can usually tell by the
16:55
at. You can usually tell by the markings of the mower uh that
16:58
markings of the mower uh that those homes have been
16:59
those homes have been commercially cuts so we did in
17:00
commercially cuts so we did in my business as we literally
17:02
my business as we literally took a notebook, a pen and
17:05
took a notebook, a pen and paper and drove down each
17:06
paper and drove down each street that we service in the
17:08
street that we service in the streets in between and uh wrote
17:11
streets in between and uh wrote down like 123 Main Street on
17:13
down like 123 Main Street on the top and then just the house
17:14
the top and then just the house numbers sequentially down. so
17:15
numbers sequentially down. so we did we took a database Uh
17:17
we did we took a database Uh that we created almost 10000
17:18
that we created almost 10000 actually probably over 10000
17:20
actually probably over 10000 homes in the Rochester New York
17:22
homes in the Rochester New York area with college kids come. In
17:25
area with college kids come. In the off season to measure and
17:28
the off season to measure and create property specific
17:29
create property specific pricing and then a direct
17:31
pricing and then a direct mailing campaign to these homes
17:32
mailing campaign to these homes or properties specific pricing
17:35
or properties specific pricing to go out and real about
17:36
to go out and real about density, but not only were they
17:37
density, but not only were they in our service area in the
17:39
in our service area in the neighborhoods. we’re in the
17:41
neighborhoods. we’re in the neighborhoods in between, but
17:41
neighborhoods in between, but we could tell pretty much
17:43
we could tell pretty much without a doubt that they were
17:45
without a doubt that they were having a commercial service
17:46
having a commercial service them so it was very
17:48
them so it was very interesting. The fact that most
17:49
interesting. The fact that most of our competitors at this
17:51
of our competitors at this point literally thought that
17:52
point literally thought that we. Their trucks and stealing
17:57
we. Their trucks and stealing their clients, but we weren’t
17:57
their clients, but we weren’t what we’re doing is a
17:59
what we’re doing is a combination of digital
18:01
combination of digital marketing for the last several
18:02
marketing for the last several years through Facebook and
18:04
years through Facebook and different online medias and
18:05
different online medias and then we would go in and do
18:07
then we would go in and do offline marketing and create a
18:09
offline marketing and create a list of qualified clients with
18:10
list of qualified clients with property specific pricing. uh
18:13
property specific pricing. uh postcards mailing and I’ll get
18:14
postcards mailing and I’ll get into the details of how we did
18:16
into the details of how we did that um, but I had a gentleman
18:17
that um, but I had a gentleman actually come up to me, believe
18:18
actually come up to me, believe it or not in a local pub um and
18:21
it or not in a local pub um and introduce himself and I said,
18:21
introduce himself and I said, Hey, you know, let me let me
18:22
Hey, you know, let me let me buy you a drink and he goes
18:24
buy you a drink and he goes well before you do that. I’ve
18:25
well before you do that. I’ve got an issue with you. Oh, what
18:26
got an issue with you. Oh, what is that he goes well you’ve
18:27
is that he goes well you’ve been following. Trucks and
18:29
been following. Trucks and knocking on the doors and
18:31
knocking on the doors and stealing all my customers. I
18:32
stealing all my customers. I was like well, you gotta be
18:32
was like well, you gotta be kidding me like no we don’t. We
18:34
kidding me like no we don’t. We don’t operate that way um but
18:36
don’t operate that way um but since he had no idea what was
18:38
since he had no idea what was going on behind the scenes, he
18:40
going on behind the scenes, he thought that was the only way
18:41
thought that was the only way we could literally run them out
18:42
we could literally run them out of four or five neighborhoods
18:43
of four or five neighborhoods that he was in uh but the way
18:44
that he was in uh but the way we did it is we did property
18:46
we did it is we did property specific pricing through going
18:48
specific pricing through going in and driving through those
18:50
in and driving through those neighborhoods and building a
18:51
neighborhoods and building a list we went in and did direct
18:53
list we went in and did direct mailing in those areas and in
18:55
mailing in those areas and in addition, um we did a manual
18:57
addition, um we did a manual version of what Jim does now
18:59
version of what Jim does now automated to drop a pin on the
19:02
automated to drop a pin on the new home in take the nine to
19:03
new home in take the nine to twelve. It and do three to five
19:06
twelve. It and do three to five mailings to build route
19:08
mailings to build route density, so we’re
19:09
density, so we’re systematically reinforcing our
19:12
systematically reinforcing our trucks, our uniformed employees
19:14
trucks, our uniformed employees and then offline marketing to
19:16
and then offline marketing to build out density. so that is
19:18
build out density. so that is the key of or one of the keys
19:20
the key of or one of the keys to success. Obviously later and
19:21
to success. Obviously later and talk, I’m gonna show you how to
19:22
talk, I’m gonna show you how to upsell this without having to
19:23
upsell this without having to do this manual processes, but
19:25
do this manual processes, but um I wanna break down how we’ve
19:27
um I wanna break down how we’ve done this and the idea is we
19:28
done this and the idea is we want two to three core services
19:31
want two to three core services and in lawn care that’s gonna
19:32
and in lawn care that’s gonna be probably your lawn mower
19:33
be probably your lawn mower Your fertilizing, something
19:34
Your fertilizing, something that you can measure your
19:36
that you can measure your satellite imagery and have a
19:36
satellite imagery and have a production based estimating
19:38
production based estimating system through your office or
19:39
system through your office or virtual assistant now. Home
19:40
virtual assistant now. Home cleaning is gonna be a little
19:42
cleaning is gonna be a little bit different. We wanna be able
19:43
bit different. We wanna be able to tie in through a phone
19:45
to tie in through a phone intake form certain things as
19:48
intake form certain things as um how many living areas number
19:49
um how many living areas number of pets peoples different
19:50
of pets peoples different variables that you’re gonna
19:51
variables that you’re gonna you’re gonna go in and figure
19:53
you’re gonna go in and figure out what that’s um is Debi
19:54
out what that’s um is Debi start calls it the dirt code.
19:56
start calls it the dirt code. in addition, maybe tie into a
19:58
in addition, maybe tie into a product like Zillow to actually
19:59
product like Zillow to actually get the livable square footage,
20:00
get the livable square footage, but the idea you wanna tackle
20:03
but the idea you wanna tackle um probably your top to bottom
20:04
um probably your top to bottom of the deluxe a weekly or
20:05
of the deluxe a weekly or biweekly clean. Those are your
20:06
biweekly clean. Those are your two to three core services.
20:08
two to three core services. We’re not gonna be focusing on
20:09
We’re not gonna be focusing on move move out. Way or um post
20:12
move move out. Way or um post construction clean we want a
20:14
construction clean we want a core group of reoccurring
20:15
core group of reoccurring services that we can then
20:16
services that we can then upsell off of that. so
20:18
upsell off of that. so hopefully that make sense
20:19
hopefully that make sense depending on the industry
20:20
depending on the industry you’re in So online marketing.
20:23
you’re in So online marketing. uh the Facebook Pixel here. Uh
20:26
uh the Facebook Pixel here. Uh we wanna use the knowledge we
20:27
we wanna use the knowledge we gathered to about them to build
20:29
gathered to about them to build that strong relationship. We
20:30
that strong relationship. We wanna target certain users um
20:32
wanna target certain users um that have gone into your
20:34
that have gone into your websites or maybe your whole
20:35
websites or maybe your whole particular website or maybe
20:37
particular website or maybe particular pages. So. If you’re
20:41
particular pages. So. If you’re in your house versus Lawn Care,
20:43
in your house versus Lawn Care, we’re gonna target them with
20:45
we’re gonna target them with different ads and then we wanna
20:46
different ads and then we wanna know how many visitors
20:48
know how many visitors converted seeing a particular
20:50
converted seeing a particular Facebook ads. So this is why
20:51
Facebook ads. So this is why this Pixel is very important.
20:52
this Pixel is very important. so some of the stats that I did
20:54
so some of the stats that I did most sales take over 43 days to
20:56
most sales take over 43 days to convert uh in my business, It
20:58
convert uh in my business, It took around 64 days. They
20:59
took around 64 days. They didn’t convert in the first day
21:01
didn’t convert in the first day or two, and on average, they
21:03
or two, and on average, they will click five CTA’s or calls
21:05
will click five CTA’s or calls to action before buying so it’s
21:07
to action before buying so it’s important to have that lead.
21:09
important to have that lead. magnet videos white papers a
21:11
magnet videos white papers a different barrage of media to
21:13
different barrage of media to engage the future consumer
21:14
engage the future consumer before they actually. And
21:16
before they actually. And request that we wanna be
21:19
request that we wanna be providing free valuable content
21:22
providing free valuable content to let cold leads know like
21:23
to let cold leads know like entrust us before they buy so
21:25
entrust us before they buy so we gotta build through
21:27
we gotta build through educational um that value and
21:29
educational um that value and then through that reciprocity,
21:30
then through that reciprocity, hopefully they come back and
21:31
hopefully they come back and ask us when they’re ready so
21:34
ask us when they’re ready so really quickly some of these uh
21:37
really quickly some of these uh screenshots may need to be a
21:38
screenshots may need to be a little update a little bit um
21:41
little update a little bit um but the idea is I wanna show
21:42
but the idea is I wanna show you basically what’s going on
21:43
you basically what’s going on when you go into ads, Manager
21:45
when you go into ads, Manager your business manager. We’re
21:46
your business manager. We’re gonna go in the pixels. uh
21:48
gonna go in the pixels. uh we’re. Go in and most people
21:49
we’re. Go in and most people are using a brand awareness ad.
21:52
are using a brand awareness ad. That’s probably the most
21:52
That’s probably the most traditional way of doing this
21:53
traditional way of doing this in Facebook advertising. So
21:55
in Facebook advertising. So once you’re in this is the shot
21:57
once you’re in this is the shot of it and we’re gonna create a
22:01
of it and we’re gonna create a campaign name and once you’re
22:02
campaign name and once you’re in there uh you can go in and
22:05
in there uh you can go in and create a custom audience based
22:07
create a custom audience based on a URL or the URL contains.
22:10
on a URL or the URL contains. so this gives you the ability
22:12
so this gives you the ability to retarget probably with a
22:13
to retarget probably with a small budget folks that have
22:15
small budget folks that have been to a certain page on your
22:17
been to a certain page on your website or any. On your
22:19
website or any. On your website, so that is the
22:19
website, so that is the retargeting with that Facebook
22:22
retargeting with that Facebook Pixel on a very high level,
22:23
Pixel on a very high level, obviously, but I thought it was
22:25
obviously, but I thought it was helpful just to kinda bring
22:26
helpful just to kinda bring that up and expose what that
22:28
that up and expose what that looks like even if you’re not
22:29
looks like even if you’re not doing this. Facebook ads
22:31
doing this. Facebook ads yourself you want to go out to
22:33
yourself you want to go out to a product like uh or a company
22:34
a product like uh or a company like digital marketer and do
22:36
like digital marketer and do some research at least be
22:37
some research at least be educated. so when you’re hiring
22:39
educated. so when you’re hiring a professional, you know what
22:40
a professional, you know what they’re doing and what they’re
22:43
they’re doing and what they’re not doing and you can talk the
22:46
not doing and you can talk the talk. The next thing is once we
22:51
talk. The next thing is once we sell those core services over
22:52
sell those core services over the phone. We’re really gonna
22:53
the phone. We’re really gonna downsize to Gateway services so
22:56
downsize to Gateway services so um it’s kinda almost like a
22:57
um it’s kinda almost like a drug dealer or you’re gonna get
22:58
drug dealer or you’re gonna get them hooked on something quick
23:01
them hooked on something quick and then we’re gonna upsell
23:03
and then we’re gonna upsell them later and that’s what the
23:04
them later and that’s what the main core part of this talk is
23:05
main core part of this talk is going to be, but we’re gonna
23:06
going to be, but we’re gonna sell this core services over
23:07
sell this core services over the phone so whether it’s lawn
23:09
the phone so whether it’s lawn care or home cleaning, We’re
23:11
care or home cleaning, We’re gonna use maps, pro or
23:12
gonna use maps, pro or satellite imagery um such as
23:13
satellite imagery um such as like a product like Service
23:15
like a product like Service Autopilot. If you’re in home
23:15
Autopilot. If you’re in home cleaning, we wanna go into. And
23:18
cleaning, we wanna go into. And grab the livable square footage
23:20
grab the livable square footage or potentially in Zillow for
23:21
or potentially in Zillow for the gross square footage if
23:23
the gross square footage if that’s applicable in your
23:24
that’s applicable in your service business next thing
23:25
service business next thing we’re gonna utilize the thing
23:26
we’re gonna utilize the thing called custom fields. These are
23:28
called custom fields. These are the job variable so it could be
23:29
the job variable so it could be the turf square footage and
23:32
the turf square footage and lawn care or the home square
23:33
lawn care or the home square footage in home cleaning and
23:37
footage in home cleaning and the idea is once we have those
23:38
the idea is once we have those custom fields being tracked a
23:41
custom fields being tracked a price mater Season’ can
23:42
price mater Season’ can automatically calculate a price
23:44
automatically calculate a price of budget time and a cost for
23:45
of budget time and a cost for profit so this price majors.
23:48
profit so this price majors. Lend themselves to fast
23:49
Lend themselves to fast accurate pricing that can be
23:50
accurate pricing that can be delegated to your office or a
23:52
delegated to your office or a virtual assistant literally
23:53
virtual assistant literally halfway around the world. We
23:55
halfway around the world. We also wanna have pre-built
23:57
also wanna have pre-built templates to ensure their speed
23:59
templates to ensure their speed and accuracy and consistency in
24:00
and accuracy and consistency in the estimating process So
24:03
the estimating process So offline marketing to build
24:05
offline marketing to build route. I talked about nine
24:07
route. I talked about nine rounds so if you’re looking at
24:07
rounds so if you’re looking at the screenshot here, we’re
24:09
the screenshot here, we’re we’re left clicking in a
24:11
we’re left clicking in a product that we use Service
24:12
product that we use Service Autopilot and each one of these
24:13
Autopilot and each one of these houses. here is getting a
24:14
houses. here is getting a number next to them um and. On
24:17
number next to them um and. On the left, so it’s under the CRM
24:22
the left, so it’s under the CRM leads or clients screen and you
24:23
leads or clients screen and you can go in and add this in here
24:25
can go in and add this in here but we can create a lead list.
24:26
but we can create a lead list. So this is what we did uh
24:29
So this is what we did uh digitally or when we drove
24:30
digitally or when we drove through, we wrote down the
24:30
through, we wrote down the numbers. We’re creating a list
24:32
numbers. We’re creating a list that can then be updated and we
24:34
that can then be updated and we can go in and measuring the
24:36
can go in and measuring the property specific prices to
24:38
property specific prices to build route density but
24:39
build route density but literally by clicking on each
24:40
literally by clicking on each house, it drops the address on
24:42
house, it drops the address on the left so whether you’re
24:43
the left so whether you’re gonna automate it to send gym
24:45
gonna automate it to send gym or manually do this and
24:46
or manually do this and Autopilot um it is well worth
24:49
Autopilot um it is well worth the while cuz that’s how you
24:50
the while cuz that’s how you can go in and dominate those um
24:53
can go in and dominate those um those areas and that’s pretty
24:54
those areas and that’s pretty much why the gentleman that bar
24:55
much why the gentleman that bar punched me in the face because
24:56
punched me in the face because he thought we were stealing his
24:57
he thought we were stealing his accounts, but we were just
24:58
accounts, but we were just systematically going in and
24:59
systematically going in and creating a list and it’s
25:02
creating a list and it’s selling to them. But the idea
25:02
selling to them. But the idea is we wanna have two maybe
25:05
is we wanna have two maybe three core Gateway services
25:07
three core Gateway services sell them off. um you know,
25:10
sell them off. um you know, sell them on the phone and then
25:11
sell them on the phone and then we go to build those route
25:13
we go to build those route density with the offline
25:14
density with the offline marketing of nine rounds. In
25:17
marketing of nine rounds. In addition, we wanna go in now
25:19
addition, we wanna go in now and measure online and quote
25:21
and measure online and quote and close the sale in minutes
25:22
and close the sale in minutes so in the lawn care example,
25:24
so in the lawn care example, we’re measuring it here and
25:25
we’re measuring it here and we’ve got the turf square
25:26
we’ve got the turf square footage and that’s gonna
25:27
footage and that’s gonna calculate the price home
25:29
calculate the price home cleaning We grab Zillow and say
25:29
cleaning We grab Zillow and say it’s 2800 square feet. That’s
25:32
it’s 2800 square feet. That’s our custom field. they’re
25:33
our custom field. they’re variable to create a quick and
25:34
variable to create a quick and easy estimate um pretty cool
25:36
easy estimate um pretty cool with Zillow as well for home
25:37
with Zillow as well for home cleaning you can go in and
25:40
cleaning you can go in and obviously um if it’s a new
25:41
obviously um if it’s a new owner, things may have changed,
25:43
owner, things may have changed, but at least the scope and
25:44
but at least the scope and layout of the house, you’re
25:45
layout of the house, you’re gonna get a pretty good idea
25:46
gonna get a pretty good idea through that Zillow really
25:47
through that Zillow really quickly. so you have that
25:48
quickly. so you have that bookmark and the office staff
25:49
bookmark and the office staff is.
25:53
Through there now streamline
25:54
Through there now streamline your pricing with the matrix
25:55
your pricing with the matrix and provide specifics online.
25:57
and provide specifics online. so this is a commercial
25:58
so this is a commercial property where we’d go in and
26:00
property where we’d go in and measure the gross square
26:02
measure the gross square footage and then subtract out
26:05
footage and then subtract out the building and the E pavement
26:06
the building and the E pavement areas, but we wanna streamline
26:08
areas, but we wanna streamline it. so we measure it. and then
26:10
it. so we measure it. and then we tie that into a pricing
26:12
we tie that into a pricing matrices. So next thing is now
26:15
matrices. So next thing is now that we’ve kinda cast that
26:17
that we’ve kinda cast that digital net and then gone
26:20
digital net and then gone somewhat offline to our driving
26:22
somewhat offline to our driving around and get the address.
26:23
around and get the address. there’s a property specific
26:24
there’s a property specific pricing um and doing those.
26:27
pricing um and doing those. Offline marketing with that
26:30
Offline marketing with that specific pricing can be set out
26:31
specific pricing can be set out to a house, so this is a
26:33
to a house, so this is a picture of me a few years ago
26:34
picture of me a few years ago actually and then each one of
26:36
actually and then each one of those bags is filled with
26:39
those bags is filled with direct mail pricing. so it was
26:40
direct mail pricing. so it was a combination of the property
26:42
a combination of the property specific price that we drove
26:44
specific price that we drove around uh a property specific
26:46
around uh a property specific from the automated online nine
26:49
from the automated online nine rounds and um full page inserts
26:53
rounds and um full page inserts in the local newspaper, not
26:55
in the local newspaper, not included in. But we have a full
26:57
included in. But we have a full page ad and those ads will go
27:00
page ad and those ads will go out over 9 weeks, so it was
27:01
out over 9 weeks, so it was three different ad copies that
27:03
three different ad copies that were alternate so 123123123 and
27:06
were alternate so 123123123 and uh the biggest thing is if
27:08
uh the biggest thing is if you’re looking to spend 35 or
27:09
you’re looking to spend 35 or $40000 and advertising or even
27:11
$40000 and advertising or even a $1000, I would much rather
27:13
a $1000, I would much rather see you hit each home three to
27:17
see you hit each home three to five times than 40000 homes
27:21
five times than 40000 homes once so, it’s the repetition of
27:22
once so, it’s the repetition of three to five times is what is
27:24
three to five times is what is going to drive that success. So
27:25
going to drive that success. So we had a little in this picture
27:27
we had a little in this picture here. Over 300000 plus direct
27:29
here. Over 300000 plus direct mail pieces um and those bags
27:31
mail pieces um and those bags are packed and that was what we
27:33
are packed and that was what we did um and being in upstate New
27:35
did um and being in upstate New York. the season is very small,
27:37
York. the season is very small, so we had to hit it hard and we
27:39
so we had to hit it hard and we had to hit it accurately so we
27:40
had to hit it accurately so we were able to quickly figure out
27:42
were able to quickly figure out what worked and didn’t work and
27:43
what worked and didn’t work and the things that I’m talking
27:44
the things that I’m talking about where the keys to success
27:47
about where the keys to success for scaling that company and
27:48
for scaling that company and dominating those local
27:49
dominating those local neighborhoods and once those
27:51
neighborhoods and once those phones started ringing, we have
27:52
phones started ringing, we have a way to get those estimates up
27:54
a way to get those estimates up and running so in lawn care, we
27:56
and running so in lawn care, we created the uh a very template.
27:59
created the uh a very template. We’re on site estimate time a
28:01
We’re on site estimate time a price a budget time and cost
28:02
price a budget time and cost for profit, and we’re able to
28:05
for profit, and we’re able to track the different postal
28:06
track the different postal codes or zones for drive time,
28:08
codes or zones for drive time, But all the consumers saw was
28:10
But all the consumers saw was one line but behind we had a on
28:11
one line but behind we had a on site and a mobilization charge,
28:13
site and a mobilization charge, so we could separate that um
28:15
so we could separate that um and that’s how we did this. We
28:17
and that’s how we did this. We measured everything online. it
28:18
measured everything online. it calculated the price budget
28:19
calculated the price budget time it costs before net profit
28:21
time it costs before net profit now in a home, cleaning example
28:22
now in a home, cleaning example or disinfecting now with Kobe,
28:24
or disinfecting now with Kobe, there’s several different ways
28:25
there’s several different ways you can do this and other
28:26
you can do this and other industry, but the idea is. This
28:29
industry, but the idea is. This example, we had home cleaning
28:29
example, we had home cleaning for a top to bottom deluxe uh
28:32
for a top to bottom deluxe uh based on a 1200 square foot
28:34
based on a 1200 square foot home from a high low range was
28:36
home from a high low range was budget between eight and 10
28:37
budget between eight and 10 hours between 360 and 450 for
28:40
hours between 360 and 450 for the price. So this is something
28:41
the price. So this is something in the lawn care industry that
28:43
in the lawn care industry that we’ve adopted as well to do a
28:45
we’ve adopted as well to do a high low price range for spring
28:46
high low price range for spring and fall clean ups. People
28:47
and fall clean ups. People don’t wanna say it’s a minimum
28:48
don’t wanna say it’s a minimum of 250 and an extra fifty bucks
28:50
of 250 and an extra fifty bucks per hour. We can give them a
28:52
per hour. We can give them a high low price range, so they
28:53
high low price range, so they know kind of what they’re
28:54
know kind of what they’re getting into. so the idea of
28:56
getting into. so the idea of this is no matter the. Industry
29:00
this is no matter the. Industry we are able to really dial this
29:03
we are able to really dial this down and be able to do hourly
29:05
down and be able to do hourly pricing exact pricing or high
29:06
pricing exact pricing or high low price range and we want a
29:08
low price range and we want a template so we add a template
29:10
template so we add a template and based on the square footage
29:12
and based on the square footage minutes or hours um or some
29:14
minutes or hours um or some variables for high low price
29:15
variables for high low price ranging that estimating process
29:17
ranging that estimating process standardized and be delegated
29:19
standardized and be delegated and we can sell those gateways
29:21
and we can sell those gateways services over the phone in
29:22
services over the phone in minutes not waiting days for
29:23
minutes not waiting days for those estimates cuz speed wins
29:25
those estimates cuz speed wins the game today and most people
29:26
the game today and most people don’t want to. Especially in
29:29
don’t want to. Especially in the middle of uh situation that
29:31
the middle of uh situation that we’re in right now, so the next
29:33
we’re in right now, so the next thing you really wanna look at
29:34
thing you really wanna look at here in my opinion is the um
29:37
here in my opinion is the um using video in your sales
29:39
using video in your sales process. So once again, we’re
29:40
process. So once again, we’re not really doing a lot of these
29:41
not really doing a lot of these estimates in person and we’re
29:43
estimates in person and we’re getting them out as quick as
29:44
getting them out as quick as possible. So if we cannot close
29:47
possible. So if we cannot close the sale of the phone email out
29:48
the sale of the phone email out this estimate we have videos
29:49
this estimate we have videos that play live inside the
29:52
that play live inside the estimates um description and as
29:56
estimates um description and as live videos that play live
29:56
live videos that play live inside the video uh inside the
29:59
inside the video uh inside the estimate and the bottom of the.
30:01
estimate and the bottom of the. And the whole idea is we’re
30:02
And the whole idea is we’re talking about what’s included
30:04
talking about what’s included not included in overcoming the
30:06
not included in overcoming the sales price objections. so once
30:07
sales price objections. so once again, this is your 24 hours 7
30:09
again, this is your 24 hours 7 days a week automated
30:11
days a week automated estimators we’re removing
30:12
estimators we’re removing what’s in the business-owners
30:14
what’s in the business-owners head and kind of electronically
30:16
head and kind of electronically or digitally um putting this in
30:18
or digitally um putting this in the play that these things are
30:19
the play that these things are going to close sales and create
30:21
going to close sales and create a systematic way to fill up
30:24
a systematic way to fill up that pipeline Now, obviously
30:26
that pipeline Now, obviously what we’re gonna jump to the
30:27
what we’re gonna jump to the next few slides is how do we
30:29
next few slides is how do we create an up? Once we’ve built
30:33
create an up? Once we’ve built a streamlined process of
30:34
a streamlined process of selling Gateway services by
30:36
selling Gateway services by first casting that digital net
30:37
first casting that digital net and then going to offline
30:38
and then going to offline marketing to build so as you
30:42
marketing to build so as you look at it, we wanna make sure
30:44
look at it, we wanna make sure look at the Nurture the
30:46
look at the Nurture the conversion of the upsell so the
30:47
conversion of the upsell so the customer request from the
30:50
customer request from the office is gonna get a lead
30:50
office is gonna get a lead letter. Those are five or six
30:51
letter. Those are five or six main reasons why we’re
30:52
main reasons why we’re different and why our business
30:54
different and why our business is different. So once again,
30:55
is different. So once again, we’re we’re nurturing in
30:57
we’re we’re nurturing in differentiating yourself before
30:58
differentiating yourself before the estimate uh we’re doing
30:59
the estimate uh we’re doing short term. And then our 20
31:02
short term. And then our 20 days to close process that’s
31:04
days to close process that’s automated automated Email text
31:06
automated automated Email text and phone calls um with call
31:09
and phone calls um with call scripts, but now that once we
31:10
scripts, but now that once we get them into the one process,
31:12
get them into the one process, I like to call this welcoming.
31:14
I like to call this welcoming. wow, We’re acclimating them
31:16
wow, We’re acclimating them based on a welcoming Email.
31:17
based on a welcoming Email. We’re doing a 3060 and 90 day
31:19
We’re doing a 3060 and 90 day follow-up on all reoccurring
31:20
follow-up on all reoccurring services if it’s a one-time
31:21
services if it’s a one-time service, they sign up and
31:22
service, they sign up and really follow it once but we’re
31:24
really follow it once but we’re going to nurture and then up
31:25
going to nurture and then up sell so in the middle of the
31:28
sell so in the middle of the month uh actually the beginning
31:29
month uh actually the beginning of the month. We’ve got a
31:30
of the month. We’ve got a newsletter that’s gonna go.
31:31
newsletter that’s gonna go. It’s going out to everybody in
31:32
It’s going out to everybody in our database. We’re educating
31:33
our database. We’re educating what they should be doing in
31:34
what they should be doing in your yard at home uh a month in
31:35
your yard at home uh a month in advance. so maybe. About the
31:38
advance. so maybe. About the benefits of aeration over in
31:39
benefits of aeration over in the lawn care industry right
31:41
the lawn care industry right now in a soft one liner, and
31:42
now in a soft one liner, and we’re telling them how to do it
31:43
we’re telling them how to do it as a professional, but a soft
31:44
as a professional, but a soft and learn at the bottom by the
31:45
and learn at the bottom by the way we’re here to help if you
31:46
way we’re here to help if you need some help with that or at
31:47
need some help with that or at home cleaning as we closer to
31:49
home cleaning as we closer to the holiday season’s coming up,
31:50
the holiday season’s coming up, We’re talking about the proper
31:52
We’re talking about the proper way to do a frigid stove clean
31:53
way to do a frigid stove clean up with a soft upsell
31:56
up with a soft upsell opportunity here in the middle
31:57
opportunity here in the middle of the month. I’m gonna
31:58
of the month. I’m gonna recommend you segment your lead
32:00
recommend you segment your lead and customer database, so you
32:01
and customer database, so you can especially monthly
32:02
can especially monthly promotions or education based
32:04
promotions or education based on them being a lead or
32:05
on them being a lead or customers. so we’re not
32:06
customers. so we’re not alienating either group and
32:07
alienating either group and then the final part. I’m
32:09
then the final part. I’m excited about is what we’re
32:10
excited about is what we’re talking about today. How do we
32:13
talking about today. How do we go out and upsell additional
32:16
go out and upsell additional services here of five to six
32:18
services here of five to six times a year to go in and raise
32:21
times a year to go in and raise that client lifetime value by
32:22
that client lifetime value by seventy-five to 100% and that
32:24
seventy-five to 100% and that and that’s gonna be what we’re
32:26
and that’s gonna be what we’re gonna dive into right here over
32:27
gonna dive into right here over the next couple of slides.
32:30
the next couple of slides. We’re going to nurture um
32:33
We’re going to nurture um through organic social media
32:34
through organic social media content. We’re gonna provide
32:35
content. We’re gonna provide that free valuable information
32:37
that free valuable information that people want and need and
32:38
that people want and need and we’re gonna create that higher
32:39
we’re gonna create that higher perceived value and create you
32:41
perceived value and create you as a local service experts. So
32:42
as a local service experts. So just like we’re doing here at
32:43
just like we’re doing here at Simple Growth um I’m going out
32:46
Simple Growth um I’m going out on a daily process and just
32:48
on a daily process and just telling people how to do what
32:49
telling people how to do what they need to do in their
32:50
they need to do in their software or their business that
32:52
software or their business that we’ve learned from and we’re
32:54
we’ve learned from and we’re creating a higher perceived
32:54
creating a higher perceived value and then when people are
32:56
value and then when people are ready to get some help with
32:58
ready to get some help with their automations or pricing
32:59
their automations or pricing matrices or. We tackle uh we’ve
33:02
matrices or. We tackle uh we’ve established ourselves as the
33:04
established ourselves as the actual expert and they are
33:06
actual expert and they are they’re hopefully gonna be
33:07
they’re hopefully gonna be looking to us. First. We do the
33:09
looking to us. First. We do the same thing in our service
33:10
same thing in our service business and that’s exactly
33:11
business and that’s exactly what we did in my lawn care
33:13
what we did in my lawn care company. then once we do that
33:13
company. then once we do that we wanna create a short-term
33:15
we wanna create a short-term nurture so we educate on the
33:17
nurture so we educate on the specific service once they’ve
33:18
specific service once they’ve hit a website that they’re
33:19
hit a website that they’re interested in or if they’ve
33:22
interested in or if they’ve called and address those cells
33:24
called and address those cells and price objections upfront.
33:25
and price objections upfront. So we’re in a shorten that
33:26
So we’re in a shorten that sales cycle now conversion
33:29
sales cycle now conversion twenty. Close There’s a couple
33:31
twenty. Close There’s a couple key things in here if you’re
33:32
key things in here if you’re gonna automate this yourself
33:33
gonna automate this yourself what to create some scarcity
33:35
what to create some scarcity spots are filling up fast and
33:36
spots are filling up fast and we do not overbook so you
33:37
we do not overbook so you better act quick. There’s a
33:39
better act quick. There’s a deadline within 20 days so the
33:41
deadline within 20 days so the 20 day contact in the
33:43
20 day contact in the automation literally uh if you
33:44
automation literally uh if you take it out of the box, the way
33:45
take it out of the box, the way we build it literally says Hey.
33:46
we build it literally says Hey. do we have permission to close
33:48
do we have permission to close out your estimates? So you’ve
33:49
out your estimates? So you’ve set the expectation for that
33:51
set the expectation for that client that if they don’t
33:53
client that if they don’t accept the Austin it, you know
33:54
accept the Austin it, you know the next day or two, they may
33:55
the next day or two, they may have to get a whole new
33:56
have to get a whole new estimate because it’s no
33:58
estimate because it’s no longer. Available it’s it’s not
34:01
longer. Available it’s it’s not accurate in a call to action so
34:02
accurate in a call to action so call or text us back to save
34:04
call or text us back to save your spot. so we’ve created
34:06
your spot. so we’ve created scarcity a deadline and a CTA
34:08
scarcity a deadline and a CTA that call to action like I said
34:09
that call to action like I said they’re gonna click about five
34:11
they’re gonna click about five CTAs before they even get to
34:12
CTAs before they even get to the process. So hopefully
34:14
the process. So hopefully you’ve dialed that repetition
34:15
you’ve dialed that repetition and they’re gonna click that
34:16
and they’re gonna click that and sign that electronic
34:19
and sign that electronic estimate so follow up to up
34:22
estimate so follow up to up sell more profitable work. So
34:24
sell more profitable work. So this is what we’re talking
34:26
this is what we’re talking about and unfortunately a lot
34:28
about and unfortunately a lot of service businesses. the
34:29
of service businesses. the owner is still in the field.
34:30
owner is still in the field. They’re just doesn’t have the
34:31
They’re just doesn’t have the team to do this. I’m gonna talk
34:33
team to do this. I’m gonna talk about how to put a. In place,
34:35
about how to put a. In place, somewhat manually and then I’m
34:37
somewhat manually and then I’m gonna show you how to automate
34:38
gonna show you how to automate it and show some real life
34:40
it and show some real life examples of what actually
34:41
examples of what actually happened. but this is this is
34:42
happened. but this is this is this is the heart of it. So
34:44
this is the heart of it. So we’re following the process of
34:46
we’re following the process of online marketing for the
34:48
online marketing for the digital net. We’re going
34:49
digital net. We’re going offline to build around
34:50
offline to build around density. We’re down selling for
34:53
density. We’re down selling for our core services so lawn
34:55
our core services so lawn mowing or fertilizing, or maybe
34:57
mowing or fertilizing, or maybe top to bottom Deluxe with the
34:58
top to bottom Deluxe with the weekly or biweekly clean things
34:59
weekly or biweekly clean things that we can estimate over the
35:02
that we can estimate over the phone. Let’s not complicate it.
35:03
phone. Let’s not complicate it. so in the beginning to talk, we
35:04
so in the beginning to talk, we said. Should I sell all my?
35:07
said. Should I sell all my? Only certain services or
35:08
Only certain services or whatever my competition selling
35:09
whatever my competition selling the answer in my opinion is we
35:11
the answer in my opinion is we sell our gateway services to
35:14
sell our gateway services to get them in and within about 30
35:15
get them in and within about 30 days? we do an on site
35:18
days? we do an on site inspection, an example for lawn
35:19
inspection, an example for lawn cares. we’re going in. We’re
35:20
cares. we’re going in. We’re collecting all the custom
35:22
collecting all the custom fields or job variables and
35:24
fields or job variables and then based on the timing of the
35:26
then based on the timing of the year we can trigger an
35:27
year we can trigger an automation and Service
35:28
automation and Service Autopilot or whatever the
35:29
Autopilot or whatever the software is to do an upsell
35:31
software is to do an upsell based on your inspection. so
35:32
based on your inspection. so the customer seeing you as an
35:34
the customer seeing you as an inspection for QC. Really, what
35:36
inspection for QC. Really, what we’re doing Secondhand is
35:38
we’re doing Secondhand is grabbing all the data on there
35:39
grabbing all the data on there so turf square footage linear
35:42
so turf square footage linear bed edge uh big small, medium
35:43
bed edge uh big small, medium and large shrubs, whatever
35:44
and large shrubs, whatever those things that we can’t
35:45
those things that we can’t measure online, We’re
35:47
measure online, We’re collecting it through an
35:47
collecting it through an on-site estimate form on our
35:50
on-site estimate form on our mobile and we’re collecting
35:51
mobile and we’re collecting that data and then and only
35:53
that data and then and only then when they’re saving custom
35:55
then when they’re saving custom fields. they’re gonna be
35:56
fields. they’re gonna be referenced in uh potentially in
35:59
referenced in uh potentially in our automations or if somebody
36:01
our automations or if somebody calls we can use those custom
36:03
calls we can use those custom fields to create extremely
36:04
fields to create extremely fast.
36:08
So we really need to look at
36:09
So we really need to look at this cuz it’s the non sleazy
36:11
this cuz it’s the non sleazy strategies for upselling your
36:12
strategies for upselling your customers. We don’t wanna be
36:13
customers. We don’t wanna be sleazy. We don’t wanna go out
36:15
sleazy. We don’t wanna go out and make the mistake of a lot
36:16
and make the mistake of a lot of the big companies going out
36:17
of the big companies going out and doing huge email broadcast
36:20
and doing huge email broadcast and literally saying hey it’s
36:22
and literally saying hey it’s time for fall, cleanup or
36:24
time for fall, cleanup or aeration and overseeding or uh
36:27
aeration and overseeding or uh stove fridge clean up the home
36:28
stove fridge clean up the home cleaning industry. Those are
36:29
cleaning industry. Those are the things that uh start to
36:32
the things that uh start to destroy your email
36:32
destroy your email deliverability engagement. So
36:35
deliverability engagement. So uh my favorite is one of my
36:36
uh my favorite is one of my mailing list. I always get
36:37
mailing list. I always get these Emails uh you know once a
36:38
these Emails uh you know once a month or twice. A month um and
36:41
month or twice. A month um and it says hey, it’s time to do
36:43
it says hey, it’s time to do this service. This is why you
36:44
this service. This is why you should do it and it’s all
36:45
should do it and it’s all really good content. so you get
36:47
really good content. so you get the last sentence if you’ve
36:49
the last sentence if you’ve already signed up for this
36:52
already signed up for this service disregard this. so now
36:53
service disregard this. so now it’s an instant credibility
36:55
it’s an instant credibility law. so what I’m gonna talk
36:57
law. so what I’m gonna talk about is the way we build our
37:01
about is the way we build our automations or the way you
37:01
automations or the way you should build your automations
37:03
should build your automations or even if a manual process, we
37:05
or even if a manual process, we gotta have some triggers in
37:07
gotta have some triggers in place, So is it do they have an
37:09
place, So is it do they have an estimate already in the
37:09
estimate already in the pipeline for the service? have
37:11
pipeline for the service? have they scheduled the service? um?
37:13
they scheduled the service? um? Is it scheduled as a one time
37:15
Is it scheduled as a one time job or recurring job? or is it
37:17
job or recurring job? or is it a waiting list job? So if
37:19
a waiting list job? So if you’re using Service Autopilot,
37:20
you’re using Service Autopilot, it may not be obvious that
37:21
it may not be obvious that maybe they’ve already signed up
37:23
maybe they’ve already signed up for that fall clean up in the
37:25
for that fall clean up in the spring to get it off there
37:26
spring to get it off there To-do list um but there’s
37:27
To-do list um but there’s certain logic based in the
37:29
certain logic based in the automation that you really need
37:30
automation that you really need to go out and check to make
37:31
to go out and check to make sure if these conditions exist
37:33
sure if these conditions exist don’t upsell the service like
37:35
don’t upsell the service like like the emails, I’ve been
37:36
like the emails, I’ve been getting because it’s a
37:37
getting because it’s a credibility law so in life
37:38
credibility law so in life cycle marketing, we wanna talk
37:40
cycle marketing, we wanna talk specifically to where they’re
37:41
specifically to where they’re at in the customer. And make it
37:44
at in the customer. And make it meaningful and not automated
37:45
meaningful and not automated and if you do email broadcast
37:48
and if you do email broadcast and you don’t have any of that
37:49
and you don’t have any of that logic. That’s where you can
37:51
logic. That’s where you can look really stupid and actually
37:52
look really stupid and actually upsets some people. so the idea
37:55
upsets some people. so the idea is we want to be able to
37:58
is we want to be able to standardize everything with
37:59
standardize everything with logic and in order to
38:00
logic and in order to standardize that um there’s
38:03
standardize that um there’s things you wanna do is we’re
38:04
things you wanna do is we’re gonna focus primarily on your
38:04
gonna focus primarily on your customer’s experience and
38:06
customer’s experience and goals. So obviously if I was a
38:07
goals. So obviously if I was a consumer of that business that
38:08
consumer of that business that I got an email list that
38:09
I got an email list that wouldn’t be a good experience
38:11
wouldn’t be a good experience so for accurate. Sells you need
38:13
so for accurate. Sells you need to standardize the following
38:16
to standardize the following and we need to standardize the
38:17
and we need to standardize the scheduling service names for
38:19
scheduling service names for tracking so when we have a
38:20
tracking so when we have a weekly or biweekly service, no
38:22
weekly or biweekly service, no matter the industry, we should
38:23
matter the industry, we should have a standardized naming
38:24
have a standardized naming convention so we can simply go
38:26
convention so we can simply go in through an automated manual
38:28
in through an automated manual process to filter out all the
38:29
process to filter out all the people that already have it
38:31
people that already have it estimate. service name should
38:32
estimate. service name should also be standardized for
38:33
also be standardized for tracking because if they’re
38:34
tracking because if they’re already getting an estimate for
38:36
already getting an estimate for it, we don’t wanna go out and
38:38
it, we don’t wanna go out and double the upsell processes
38:40
double the upsell processes there it look like. Now we’re
38:43
there it look like. Now we’re talking about and then a
38:43
talking about and then a renewal process, so if you’re
38:45
renewal process, so if you’re in a northern market or a
38:47
in a northern market or a market that requires renewal
38:47
market that requires renewal for those services, they don’t
38:49
for those services, they don’t run forever. so they cancel we
38:51
run forever. so they cancel we need to know about the
38:52
need to know about the standardized service and how we
38:55
standardized service and how we standardize the renewal
38:55
standardize the renewal process. So we’re not preparing
38:56
process. So we’re not preparing people that are in a possibly a
38:59
people that are in a possibly a renewal process with an upsell
39:00
renewal process with an upsell and then last estimates need to
39:02
and then last estimates need to be up-to-date and close out a
39:03
be up-to-date and close out a timely manner for tracking so
39:05
timely manner for tracking so not only are we talking about
39:06
not only are we talking about our current client base, but if
39:07
our current client base, but if the upsells are done right in
39:08
the upsells are done right in the way, I’m gonna show you we
39:10
the way, I’m gonna show you we can go out to people who. Your
39:13
can go out to people who. Your service and estimates for that
39:14
service and estimates for that particular service and also
39:16
particular service and also include or exclude them in the
39:17
include or exclude them in the upsell process based on your
39:20
upsell process based on your desired outcome so accurate up
39:23
desired outcome so accurate up sells really requires
39:25
sells really requires standardized service names,
39:26
standardized service names, standardized estimate service
39:27
standardized estimate service names renewal processes and
39:29
names renewal processes and lost cancelled documentation in
39:32
lost cancelled documentation in your software.
39:38
So think we wanna do now is
39:39
So think we wanna do now is identify customers with a real
39:41
identify customers with a real need for additional service. So
39:42
need for additional service. So once again, I’m gonna get some
39:43
once again, I’m gonna get some of these crazy Emails that if
39:46
of these crazy Emails that if they were if I was in the
39:47
they were if I was in the system, they could see that I
39:48
system, they could see that I obviously I’m not a customer. I
39:50
obviously I’m not a customer. I haven’t interacted um for an
39:53
haven’t interacted um for an estimate maybe I had a lead
39:54
estimate maybe I had a lead magnet, but I’m gonna focus my
39:57
magnet, but I’m gonna focus my primary efforts on upselling
39:58
primary efforts on upselling efforts to the customers with
39:59
efforts to the customers with an evident gap in their current
40:02
an evident gap in their current plan. So maybe some of that has
40:04
plan. So maybe some of that has a lawn mowing but doesn’t have
40:06
a lawn mowing but doesn’t have fertilizing or maybe somebody
40:06
fertilizing or maybe somebody that has weaker biweekly
40:08
that has weaker biweekly cleaning but hasn’t had a deep
40:10
cleaning but hasn’t had a deep clean and say the last twelve
40:11
clean and say the last twelve to. Months we wanna identify
40:13
to. Months we wanna identify that gap and where I’m gonna
40:16
that gap and where I’m gonna suggest as we start with five
40:17
suggest as we start with five to six seasonal upsells based
40:19
to six seasonal upsells based on what your current client or
40:21
on what your current client or lead is missing in their
40:24
lead is missing in their program currently, so it is
40:25
program currently, so it is automated but personalized
40:28
automated but personalized based on their needs and where
40:29
based on their needs and where they’re at we really wanna not
40:30
they’re at we really wanna not only drive that client lifetime
40:32
only drive that client lifetime value, but we want to go in and
40:35
value, but we want to go in and actually provide value so
40:37
actually provide value so seasonal upsell examples here
40:40
seasonal upsell examples here in timing. Lawn care
40:48
Markets so when we build these
40:50
Markets so when we build these clients um we build them out to
40:53
clients um we build them out to your specific city and the
40:53
your specific city and the service timing so that it’s
40:55
service timing so that it’s built. It’s not a generic um
40:57
built. It’s not a generic um set up. It’s customized right
40:58
set up. It’s customized right to the actual service in your
41:01
to the actual service in your market cuz even markets that
41:01
market cuz even markets that are pretty close to each other.
41:03
are pretty close to each other. They vary by several weeks so
41:05
They vary by several weeks so spring clean up the time we’re
41:06
spring clean up the time we’re looking at three to 4 weeks
41:07
looking at three to 4 weeks before the clean-up season
41:09
before the clean-up season fertilization, if it’s an up
41:10
fertilization, if it’s an up sell when the first weed pops
41:12
sell when the first weed pops up, so is that urgency, they
41:13
up, so is that urgency, they see the pain shrub around the
41:16
see the pain shrub around the start of the first pruning
41:17
start of the first pruning season, and we can upsell the
41:18
season, and we can upsell the first and second possible the
41:20
first and second possible the third depending on your market
41:22
third depending on your market Grub controls. Fertilizing uh
41:25
Grub controls. Fertilizing uh clients that don’t have Grub
41:26
clients that don’t have Grub controller and uh maybe fire
41:28
controller and uh maybe fire control depending on the part
41:29
control depending on the part of the season right when the
41:30
of the season right when the Grub damage starts to show
41:32
Grub damage starts to show that’s the urgency and that’s
41:32
that’s the urgency and that’s the pain when that hits we want
41:35
the pain when that hits we want time it right to that week of
41:36
time it right to that week of the week before so it’s top of
41:37
the week before so it’s top of frame of mind aeration and over
41:39
frame of mind aeration and over city coming in late August is
41:40
city coming in late August is the perfect time to go out and
41:42
the perfect time to go out and drive those bottom-line profits
41:44
drive those bottom-line profits fall clean ups early October
41:47
fall clean ups early October holiday lights maybe um late
41:49
holiday lights maybe um late October, But the idea we want
41:50
October, But the idea we want to have five to six of these.
41:54
to have five to six of these. Back it up and ready to go
41:56
Back it up and ready to go based on the pain points and
41:57
based on the pain points and the urgency around that
41:59
the urgency around that seasonality. so some examples
42:03
seasonality. so some examples and uh timing of this, we’ve
42:04
and uh timing of this, we’ve already kinda dialed in here um
42:08
already kinda dialed in here um for the five or six core
42:08
for the five or six core services examples. But let’s
42:09
services examples. But let’s say our current service here is
42:12
say our current service here is Lawn Mowing. So let’s say we’re
42:13
Lawn Mowing. So let’s say we’re charging 45 bucks to cut and
42:14
charging 45 bucks to cut and there’s thirty cuts in this
42:16
there’s thirty cuts in this market that’s $1300 and change
42:19
market that’s $1300 and change here of reoccurring lawn mowing
42:21
here of reoccurring lawn mowing revenue, but if they’re just a
42:23
revenue, but if they’re just a lawn mowing client, let’s use
42:24
lawn mowing client, let’s use that example of. Clean up
42:26
that example of. Clean up fertilization shrub control
42:28
fertilization shrub control grub control areas overseeing
42:29
grub control areas overseeing and fall clean ups so through
42:31
and fall clean ups so through our systematic process, we’re
42:33
our systematic process, we’re gonna go out from the spring
42:33
gonna go out from the spring all the way through the fall
42:35
all the way through the fall and upsell each and every one
42:36
and upsell each and every one of these and I put some pricing
42:38
of these and I put some pricing in here just ballpark what they
42:39
in here just ballpark what they would be so the clean up spring
42:41
would be so the clean up spring cleanups 175 fertilization over
42:43
cleanups 175 fertilization over five apps. It’s 325 shrub
42:45
five apps. It’s 325 shrub pruning over two visits to 600
42:48
pruning over two visits to 600 Uh Grub control, 125 aeration
42:51
Uh Grub control, 125 aeration and Overseed 500 in fall clean
42:53
and Overseed 500 in fall clean ups 300 so. Up-sell total is
42:56
ups 300 so. Up-sell total is around two grand, so let’s say
42:58
around two grand, so let’s say the person only bought 50% of
43:00
the person only bought 50% of the seasonal up-sells. What
43:02
the seasonal up-sells. What we’ve done there is created a
43:04
we’ve done there is created a 75% increase in revenue and
43:08
75% increase in revenue and this is not uncommon. I
43:09
this is not uncommon. I actually would say this is
43:11
actually would say this is conservative based on the
43:12
conservative based on the stats. We’ve pulled from Simple
43:13
stats. We’ve pulled from Simple Growth customers using our
43:15
Growth customers using our upsells. I’m not saying you
43:16
upsells. I’m not saying you need to use service our Simple
43:18
need to use service our Simple Growth upsells but this is the
43:21
Growth upsells but this is the the kind of results we’re
43:22
the kind of results we’re seeing in my company as well as
43:24
seeing in my company as well as other companies are working for
43:25
other companies are working for so on average if you. A 300
43:28
so on average if you. A 300 clients and leads in that
43:30
clients and leads in that database and we could sell 50%
43:33
database and we could sell 50% of them 150 of them and upsells
43:36
of them 150 of them and upsells based on this example, this was
43:37
based on this example, this was the average it will be an extra
43:41
the average it will be an extra $151000 of revenue literally
43:43
$151000 of revenue literally working from your current
43:45
working from your current database in your software. So
43:47
database in your software. So obviously I don’t know about
43:48
obviously I don’t know about you but going into the end of
43:50
you but going into the end of the season, I wouldn’t mind
43:51
the season, I wouldn’t mind picking up an extra 75 to
43:55
picking up an extra 75 to $150000 of revenue that we can
43:58
$150000 of revenue that we can continue to build upon at the
43:59
continue to build upon at the end of the season, and that’s
44:00
end of the season, and that’s what we’re seeing um. In most
44:04
what we’re seeing um. In most businesses that are using these
44:05
businesses that are using these upsell models that we’ve been
44:06
upsell models that we’ve been building out so not only is it
44:10
building out so not only is it enough to have this in place
44:11
enough to have this in place with the timing and market
44:13
with the timing and market specific timing, but uh we
44:14
specific timing, but uh we really need to deliver
44:15
really need to deliver immediate value to the customer
44:16
immediate value to the customer so they’re going to trust us.
44:18
so they’re going to trust us. hopefully if they’re an
44:18
hopefully if they’re an existing client um but we need
44:21
existing client um but we need to really provide value as soon
44:22
to really provide value as soon as possible with quick win. so
44:24
as possible with quick win. so demonstrate your fully
44:25
demonstrate your fully committed to bringing real
44:26
committed to bringing real returns to your customer from
44:28
returns to your customer from day one of the upsell. So if
44:29
day one of the upsell. So if we’re going out and doing
44:30
we’re going out and doing aeration overseeding we. we
44:32
aeration overseeding we. we need to actually. The service
44:34
need to actually. The service properly so they have real-time
44:36
properly so they have real-time results and actual results
44:38
results and actual results they’re seeing and then we’re
44:39
they’re seeing and then we’re gonna continue to engage and
44:41
gonna continue to engage and reinforce that value into the
44:42
reinforce that value into the next upsell cycle and show that
44:46
next upsell cycle and show that your products or services can
44:47
your products or services can help them in their yard or home
44:49
help them in their yard or home So explain that through
44:50
So explain that through education of how they’re
44:51
education of how they’re actually gonna make things
44:52
actually gonna make things better and ease the process of
44:55
better and ease the process of them not having to do it um but
44:57
them not having to do it um but really, it’s not enough to just
44:58
really, it’s not enough to just have enough so but we also need
44:59
have enough so but we also need to have an immediate return on
45:01
to have an immediate return on investment to rein. Additional
45:03
investment to rein. Additional seasonal upsells that we’re
45:04
seasonal upsells that we’re going out through the season
45:06
going out through the season for um and through some of the
45:07
for um and through some of the education we wanna make sure
45:07
education we wanna make sure the products or services um
45:10
the products or services um will help with your home and
45:11
will help with your home and we’re gonna explain that
45:13
we’re gonna explain that through a different education
45:14
through a different education such as aeration overseeding
45:15
such as aeration overseeding with some graphics of how we
45:16
with some graphics of how we pulled the core aeration out
45:18
pulled the core aeration out and we improve um the root
45:22
and we improve um the root thickness in different options
45:22
thickness in different options um that or benefits that may
45:25
um that or benefits that may provide so we need to go in and
45:26
provide so we need to go in and tackle that um so if you’re
45:28
tackle that um so if you’re hanging out here, we’re gonna
45:29
hanging out here, we’re gonna answer some questions here in a
45:30
answer some questions here in a minute live and how we tackle
45:31
minute live and how we tackle this or any questions you may
45:32
this or any questions you may have, but uh the main thing I
45:33
have, but uh the main thing I wanna talk. I dive into yours
45:36
wanna talk. I dive into yours is it’s not enough for me to
45:38
is it’s not enough for me to really talk about this, but I
45:39
really talk about this, but I wanna give you some examples
45:40
wanna give you some examples right off of Facebook where
45:40
right off of Facebook where people have actually used our
45:42
people have actually used our upsell automations and uh some
45:45
upsell automations and uh some of our automation So uh Brian
45:46
of our automation So uh Brian Ring here uh this year uh when
45:50
Ring here uh this year uh when it up, I could not believe
45:52
it up, I could not believe thirty request from current
45:53
thirty request from current clients with a simple, click of
45:54
clients with a simple, click of a mouse and the phone is not so
45:57
a mouse and the phone is not so and a few website hits uh ice
45:59
and a few website hits uh ice cubes said at the best today
46:01
cubes said at the best today was a good day. I wanna say
46:02
was a good day. I wanna say Mike uh say thanks to Mike and
46:03
Mike uh say thanks to Mike and the team at Cyro. so this app
46:06
the team at Cyro. so this app this is direct response that
46:08
this is direct response that was unsolicited from our
46:09
was unsolicited from our clients that have used. Even if
46:11
clients that have used. Even if you’re not using us, a lot of
46:13
you’re not using us, a lot of people don’t believe that this
46:14
people don’t believe that this actually works, I wanna give
46:15
actually works, I wanna give you some social proof uh Steve
46:18
you some social proof uh Steve how uh our number of people in
46:21
how uh our number of people in the pipeline, Our first one
46:22
the pipeline, Our first one closed today while it was just
46:24
closed today while it was just going to be under $3200 in
46:26
going to be under $3200 in sales. so Steve right here
46:28
sales. so Steve right here literally in the first day or
46:29
literally in the first day or two close at $3200 sale through
46:32
two close at $3200 sale through the process uh and now
46:34
the process uh and now basically saying now it’s all
46:35
basically saying now it’s all taking care of I can easily
46:37
taking care of I can easily follow up consistently and know
46:38
follow up consistently and know exactly where people are in the
46:40
exactly where people are in the cycle. So this is. Um how
46:44
cycle. So this is. Um how tackled that Kristin Bloomberg
46:45
tackled that Kristin Bloomberg said. Hey, I wanted to double
46:47
said. Hey, I wanted to double the size of my business uh in 3
46:50
the size of my business uh in 3 years as of today, they’re up
46:52
years as of today, they’re up 45% so far this year and 20% is
46:54
45% so far this year and 20% is a new mowing and maintenance
46:58
a new mowing and maintenance services um and this is just
47:01
services um and this is just another thing here. that’s uh
47:03
another thing here. that’s uh I’ve been making upstate
47:05
I’ve been making upstate following up and early
47:06
following up and early scheduling so much easier um
47:09
scheduling so much easier um with this busy spring and she’s
47:10
with this busy spring and she’s talking about 20 days to close
47:12
talking about 20 days to close had her back to follow up on
47:13
had her back to follow up on those estimates and up sells
47:14
those estimates and up sells when she set them out. uh once
47:15
when she set them out. uh once again, Christa came back again.
47:18
again, Christa came back again. Later that year or the
47:19
Later that year or the following year and said, hey
47:20
following year and said, hey woke up to eight aeration
47:22
woke up to eight aeration service automation request.
47:23
service automation request. that’s part of our upsell
47:25
that’s part of our upsell process. Jimmy Guerra actually
47:26
process. Jimmy Guerra actually listed today uh based on on the
47:29
listed today uh based on on the spring upsell process for mulch
47:30
spring upsell process for mulch that he received nearly 200
47:34
that he received nearly 200 Mott quest and probably about a
47:36
Mott quest and probably about a week and a half so this sound
47:38
week and a half so this sound unbelievable. so I wanted to
47:39
unbelievable. so I wanted to just share some of these public
47:41
just share some of these public success stories that it’s not
47:43
success stories that it’s not unusual to get seventy to
47:44
unusual to get seventy to eighty as a request two to 3
47:45
eighty as a request two to 3 hours with a systematic upsell
47:47
hours with a systematic upsell with the logic um in doing
47:50
with the logic um in doing these things. A couple of other
47:53
these things. A couple of other ones Matt Green uh right here
47:55
ones Matt Green uh right here posted on the Service Autopilot
47:57
posted on the Service Autopilot group um still running pretty
47:59
group um still running pretty strong super growth up sell
48:00
strong super growth up sell emails have been great got the
48:02
emails have been great got the maintenance request for Turf
48:04
maintenance request for Turf Care clients this morning um
48:06
Care clients this morning um Rudy roads shout out to my
48:07
Rudy roads shout out to my account and his team First up
48:09
account and his team First up sells email uh first snow
48:11
sells email uh first snow upsell email went out today and
48:12
upsell email went out today and we are swamped with inquiries
48:15
we are swamped with inquiries and Willie Brett Upsell emails
48:18
and Willie Brett Upsell emails are awesome. We got six S
48:20
are awesome. We got six S request uh from the first one
48:21
request uh from the first one sent out today’s part of a
48:23
sent out today’s part of a holiday light package. That’s
48:24
holiday light package. That’s in the middle of the end of
48:26
in the middle of the end of July he’s already. Estimates
48:28
July he’s already. Estimates for holiday lights in November
48:32
for holiday lights in November um so the timing of this
48:34
um so the timing of this definitely definitely will work
48:36
definitely definitely will work and that is um you know kind of
48:39
and that is um you know kind of some of the success I wanted to
48:42
some of the success I wanted to show you of what’s going on in
48:44
show you of what’s going on in these upsells and what’s going
48:46
these upsells and what’s going on um with the client base
48:49
on um with the client base there that’s using this so one
48:51
there that’s using this so one of the final things I wanted to
48:52
of the final things I wanted to show you is uh whether your
48:54
show you is uh whether your lawn care home cleaning if you
48:56
lawn care home cleaning if you hang out with me today. um I’ve
48:58
hang out with me today. um I’ve got an absolutely. Great killer
49:00
got an absolutely. Great killer special, I call it a brain that
49:02
special, I call it a brain that offer um and basically what
49:03
offer um and basically what it’s gonna include is five
49:05
it’s gonna include is five automated upsells a complete
49:07
automated upsells a complete set up and testing by simple
49:09
set up and testing by simple growth in five easy payments
49:11
growth in five easy payments with no interest So
49:12
with no interest So traditionally uh something like
49:14
traditionally uh something like this is gonna go for $1500 uh
49:18
this is gonna go for $1500 uh but what I’m gonna do is give
49:19
but what I’m gonna do is give to you for 1250 with five
49:21
to you for 1250 with five monthly payments of 240 950 no
49:24
monthly payments of 240 950 no interest for the one-time setup
49:25
interest for the one-time setup fee and it’s $99 a month for
49:28
fee and it’s $99 a month for support and updates and. and if
49:30
support and updates and. and if you. Have Service Autopilot or
49:33
you. Have Service Autopilot or pro Plus no worries If you sign
49:35
pro Plus no worries If you sign up with us, we set this up for
49:36
up with us, we set this up for free, I can get the $247 sign
49:39
free, I can get the $247 sign up fee waived when you work
49:40
up fee waived when you work with Simple Growth. so what I’m
49:43
with Simple Growth. so what I’m gonna suggest doing is I wanna
49:44
gonna suggest doing is I wanna break down some of these um?
49:50
break down some of these um? Hold on so what I wanna do is
49:53
Hold on so what I wanna do is break down some of these
49:54
break down some of these processes here Hop on the
49:57
processes here Hop on the screen here cuz I’ve got
49:57
screen here cuz I’ve got another link. I want to show
49:58
another link. I want to show you about all the services that
50:00
you about all the services that are actually uh automated as
50:03
are actually uh automated as well. So.
50:07
You see the slide is held up
50:09
You see the slide is held up here. Let me see. That may be
50:15
here. Let me see. That may be up alright, so if you go in
50:17
up alright, so if you go in here to a simple growth,
50:20
here to a simple growth, upsells.com, we’ve got the
50:21
upsells.com, we’ve got the information here as well. Um
50:23
information here as well. Um but right now we’ve got about
50:24
but right now we’ve got about fifty services pre-built in an
50:26
fifty services pre-built in an upsell manner and the ups uh so
50:29
upsell manner and the ups uh so basically there’s pre-written
50:32
basically there’s pre-written vanilla content in there for
50:32
vanilla content in there for you and that pre-written
50:36
you and that pre-written vanilla content um is service
50:37
vanilla content um is service specific like I said. We’ve got
50:38
specific like I said. We’ve got about fifty of these built out
50:40
about fifty of these built out uh for the industry
50:42
uh for the industry specifically for lawn care and
50:43
specifically for lawn care and home cleaning pest control.
50:48
Uht pressing the idea is if you
50:50
Uht pressing the idea is if you want to do something like this,
50:51
want to do something like this, It comes up. We customize it to
50:53
It comes up. We customize it to your market the timing and it
50:54
your market the timing and it comes with pre-built content so
50:55
comes with pre-built content so normally like I said, Uh this
50:57
normally like I said, Uh this is a $1500 set up. We’re gonna
50:59
is a $1500 set up. We’re gonna get it to you and save $200
51:02
get it to you and save $200 option number one. Uh five
51:05
option number one. Uh five installments of $249 for the
51:06
installments of $249 for the set up fee and $99 more update
51:10
set up fee and $99 more update fees or if you wanna pay it all
51:12
fees or if you wanna pay it all in one chunk, it is 1297 for
51:14
in one chunk, it is 1297 for the one time set up fee $99 a
51:16
the one time set up fee $99 a month for support and updates
51:18
month for support and updates so um obviously hopefully the
51:20
so um obviously hopefully the content was good but if you go
51:21
content was good but if you go to the website here, SG
51:29
Upsells.com uh that is going to
51:30
Upsells.com uh that is going to be where you can find uh that.
51:34
be where you can find uh that. Time offer for this monthly
51:36
Time offer for this monthly business that we’re doing so
51:37
business that we’re doing so it’s SG
51:41
it’s SG Upsells.com.
51:41
Upsells.com. and when you click
51:42
Upsells.com. and when you click that you’ve got the option to
51:44
that you’ve got the option to spread the payment over 5
51:45
spread the payment over 5 months or I’ll pay it all at
51:47
months or I’ll pay it all at once. but what we’re doing here
51:49
once. but what we’re doing here is a special offer for the
51:50
is a special offer for the Facebook Live Business Builder
51:52
Facebook Live Business Builder training. In addition, if you
51:53
training. In addition, if you are a sales level three
51:54
are a sales level three automation uh please hit us up
51:57
automation uh please hit us up and uh on that checkout page
51:58
and uh on that checkout page and and sign up for a free
52:00
and and sign up for a free audit we want to at no extra
52:02
audit we want to at no extra cost. go through and audit your
52:04
cost. go through and audit your up sells for this fall season
52:05
up sells for this fall season and if you’re using our.
52:07
and if you’re using our. Automations at No extra charge
52:09
Automations at No extra charge will get you up to five up
52:11
will get you up to five up sells in your growth automation
52:13
sells in your growth automation and no extra charge. so uh we
52:15
and no extra charge. so uh we believe in these automations in
52:16
believe in these automations in the upsell automation so much
52:18
the upsell automation so much that we wanna continue to
52:20
that we wanna continue to provide value to our existing
52:20
provide value to our existing client base of sales level
52:22
client base of sales level three um that utilizes the
52:24
three um that utilizes the service automation so uh if you
52:26
service automation so uh if you are Simple Growth client and
52:28
are Simple Growth client and you don’t have upsells yet in
52:29
you don’t have upsells yet in your process um grab a time for
52:32
your process um grab a time for us, We wanna give you a free
52:33
us, We wanna give you a free audit and at no extra charge.
52:34
audit and at no extra charge. we’ll give you those five up
52:35
we’ll give you those five up sells for sales. Clients If you
52:38
sells for sales. Clients If you wanna add additional five, this
52:40
wanna add additional five, this is a great deal um and just get
52:43
is a great deal um and just get this in your pipeline. so uh
52:44
this in your pipeline. so uh idea here is if you are looking
52:48
idea here is if you are looking to do this. I’ll type it in the
52:51
to do this. I’ll type it in the comments WWW dot S up-sells Dot
52:58
comments WWW dot S up-sells Dot com and you can sign up and
53:00
com and you can sign up and some from the simple growth
53:01
some from the simple growth team will be contacting you uh
53:04
team will be contacting you uh tomorrow or Friday to get you
53:06
tomorrow or Friday to get you up and running um, but it’s
53:07
up and running um, but it’s it’s it’s a personal call we go
53:09
it’s it’s a personal call we go in. We talk we take care of the
53:12
in. We talk we take care of the market specific timing and um
53:16
market specific timing and um the customize it right down to
53:17
the customize it right down to your market. so it’s kind of
53:18
your market. so it’s kind of questions drop them below.
53:19
questions drop them below. Happy to answer live here on
53:21
Happy to answer live here on the screen but uh you wanna
53:22
the screen but uh you wanna check it out. SG Upsells.com
53:24
check it out. SG Upsells.com for the special uh Save 200.
53:27
for the special uh Save 200. And five automated up sells
53:28
And five automated up sells complete set up a testing by
53:30
complete set up a testing by simple growth with training and
53:32
simple growth with training and five easy payments with no
53:33
five easy payments with no interest of twenty or $249.50.
53:37
interest of twenty or $249.50. So comments or questions drop
53:39
So comments or questions drop em below. I’m gonna hang out
53:40
em below. I’m gonna hang out here for the next five to 10
53:40
here for the next five to 10 minutes to answer any questions
53:41
minutes to answer any questions they may have on the live
53:44
they may have on the live stream. Um in this special,
53:44
stream. Um in this special, it’s gonna be around here for
53:45
it’s gonna be around here for about 24 hours. we shut down
53:47
about 24 hours. we shut down that special landing page uh
53:48
that special landing page uh before it goes back up to the
53:52
before it goes back up to the normal $1500 price for the set.
53:58
So just hanging out, I wanna
53:59
So just hanging out, I wanna say what’s up. Chad Gary John
54:01
say what’s up. Chad Gary John Domino uh as always appreciate
54:04
Domino uh as always appreciate you watching the videos and
54:06
you watching the videos and everybody else watching so uh
54:07
everybody else watching so uh once again SG Upsells.com for
54:10
once again SG Upsells.com for the special offer of adding an
54:11
the special offer of adding an additional five up sells or
54:13
additional five up sells or your first five up sells for
54:14
your first five up sells for timing and what we’re finding
54:16
timing and what we’re finding is anywhere from sixty to
54:18
is anywhere from sixty to eighty estimate request,
54:19
eighty estimate request, usually in the first
54:21
usually in the first transaction, uh if you’re
54:22
transaction, uh if you’re similar to Guerra, who knows,
54:23
similar to Guerra, who knows, maybe you’ll have 200 estimate
54:25
maybe you’ll have 200 estimate request Uh over about a week
54:27
request Uh over about a week and Week period and that’s
54:29
and Week period and that’s really not uncommon so we’re
54:30
really not uncommon so we’re gonna go in and see if we can’t
54:32
gonna go in and see if we can’t raise that client lifetime
54:34
raise that client lifetime value by 75% or 100% double it
54:37
value by 75% or 100% double it um going into the later parts
54:39
um going into the later parts of the year for success. so um
54:44
of the year for success. so um if not anything else, hopefully
54:46
if not anything else, hopefully uh the content prior to this
54:48
uh the content prior to this was helpful uh but as always if
54:50
was helpful uh but as always if you’re gonna spend some time
54:51
you’re gonna spend some time with me on a Wednesday nights
54:52
with me on a Wednesday nights at mid month and a business
54:53
at mid month and a business builder webinar uh we wanna
54:55
builder webinar uh we wanna make some kind of special offer
54:56
make some kind of special offer because I know your time is
54:58
because I know your time is valuable to be hanging. In the
54:59
valuable to be hanging. In the middle of the night, um
55:00
middle of the night, um watching this Facebook lives
55:02
watching this Facebook lives here so uh I’m gonna leave it
55:03
here so uh I’m gonna leave it open for another minute or two
55:04
open for another minute or two and then uh shut it down Uh
55:07
and then uh shut it down Uh John dominate we do two X per
55:11
John dominate we do two X per week of these and we have great
55:12
week of these and we have great results not to slow down sales.
55:15
results not to slow down sales. so John is a definitely a star
55:17
so John is a definitely a star customer of ours that um it’s
55:20
customer of ours that um it’s definitely uh push the limits
55:22
definitely uh push the limits of doubling and tripling client
55:24
of doubling and tripling client lifetime values so um if you’re
55:27
lifetime values so um if you’re looking to take a car out of
55:27
looking to take a car out of somebody’s uh. Page Just like
55:30
somebody’s uh. Page Just like John um you know, I got pretty
55:32
John um you know, I got pretty much guarantee you will not be
55:34
much guarantee you will not be dissatisfied with the simple
55:35
dissatisfied with the simple growth up sells and the way
55:36
growth up sells and the way they go in um and
55:39
they go in um and systematically go in and the
55:40
systematically go in and the best part is like in the fall
55:41
best part is like in the fall or the spring when you’re too
55:42
or the spring when you’re too busy to remember uh you set the
55:44
busy to remember uh you set the date and time and it just works
55:47
date and time and it just works and it hits it so just like
55:49
and it hits it so just like Chris said in hers, you know I
55:50
Chris said in hers, you know I forgot it was going out and I
55:52
forgot it was going out and I got hit with eight or nine
55:53
got hit with eight or nine estimates when I woke up in the
55:54
estimates when I woke up in the morning uh not a bad surprise.
55:56
morning uh not a bad surprise. so those are the things that um
55:57
so those are the things that um we’re we’re really looking at
55:59
we’re we’re really looking at here. Build success um so SG
56:03
here. Build success um so SG upsells.com it’s gonna take you
56:07
upsells.com it’s gonna take you to this landing page here uh
56:10
to this landing page here uh quick video over viewing it and
56:11
quick video over viewing it and option one and two so no
56:13
option one and two so no payment plan over 5 months, no
56:14
payment plan over 5 months, no interest or pay upfront uh go
56:16
interest or pay upfront uh go in hit sign up and uh easy as
56:19
in hit sign up and uh easy as that you fill this out. Put
56:21
that you fill this out. Put your information in and the
56:22
your information in and the simple growth team will be in
56:23
simple growth team will be in contact within the next 24 to
56:25
contact within the next 24 to 48 hours to get you set up and
56:27
48 hours to get you set up and ready to go so uh look forward
56:29
ready to go so uh look forward to. Hop on the phone with a few
56:31
to. Hop on the phone with a few of you in the next few days
56:34
of you in the next few days with your upsells getting set
56:35
with your upsells getting set up and uh if you’re willing to
56:37
up and uh if you’re willing to share your success stories
56:38
share your success stories hopefully you can share them on
56:39
hopefully you can share them on the next year’s Upsell Business
56:42
the next year’s Upsell Business Builder Strategy webinar on
56:43
Builder Strategy webinar on Facebook Live so uh just about
56:45
Facebook Live so uh just about to wrap it up. I’m gonna go
56:47
to wrap it up. I’m gonna go upstairs and help my wife get
56:48
upstairs and help my wife get the kids to sleep but uh it has
56:51
the kids to sleep but uh it has been uh a good time once a
56:53
been uh a good time once a month so middle of next month
56:55
month so middle of next month here uh we’re gonna be diving
56:57
here uh we’re gonna be diving into conversational marketing
56:59
into conversational marketing once again with bots and
57:01
once again with bots and upsells and. Uh all the new
57:03
upsells and. Uh all the new things that have come up with
57:05
things that have come up with bots if you haven’t checked out
57:06
bots if you haven’t checked out our Facebook estimator bot, I
57:08
our Facebook estimator bot, I highly recommend doing that as
57:10
highly recommend doing that as well cuz it is been a game
57:11
well cuz it is been a game changer, but the main thing
57:12
changer, but the main thing here is it’s time to do up
57:14
here is it’s time to do up sells. Let’s get those up sells
57:16
sells. Let’s get those up sells and play Whether you’re doing
57:17
and play Whether you’re doing it with us for yourself um
57:19
it with us for yourself um hopefully that was helpful um
57:21
hopefully that was helpful um and just as a quick thing if
57:22
and just as a quick thing if you’ve got anybody using our
57:23
you’ve got anybody using our Facebook Messenger bot or even
57:24
Facebook Messenger bot or even thinking about using them um
57:27
thinking about using them um I’m gonna kinda hop in real
57:30
I’m gonna kinda hop in real quick and pull up the uh simple
57:31
quick and pull up the uh simple growth page to give you an idea
57:32
growth page to give you an idea uh don’t show one of our. Pages
57:35
uh don’t show one of our. Pages here but the idea here is uh
57:38
here but the idea here is uh Facebook Messenger bot that we
57:39
Facebook Messenger bot that we built the Ail property specific
57:42
built the Ail property specific pricing for lawn care home
57:43
pricing for lawn care home cleaning um that bought now uh
57:46
cleaning um that bought now uh literally pops up in the corner
57:49
literally pops up in the corner and you see if I can move the
57:51
and you see if I can move the screen. So you can actually see
57:55
screen. So you can actually see it so if you’re looking at the
57:57
it so if you’re looking at the simple growth page here that
57:58
simple growth page here that little messenger bot pops up,
58:01
little messenger bot pops up, you can continue as the logged
58:02
you can continue as the logged in user on Facebook or you can
58:05
in user on Facebook or you can continue as a guest. So this is
58:06
continue as a guest. So this is really cool. Now. This is a
58:08
really cool. Now. This is a standalone bath that doesn’t
58:09
standalone bath that doesn’t have to it doesn’t require you
58:11
have to it doesn’t require you to be a member or a Facebook
58:14
to be a member or a Facebook user um and it’s fully
58:15
user um and it’s fully automated so I can go in to
58:19
automated so I can go in to demoss and it’s fully automated
58:20
demoss and it’s fully automated and we tie in to Zillow and we
58:22
and we tie in to Zillow and we go into multiple platform.
58:23
go into multiple platform. Right now, we are fully
58:25
Right now, we are fully integrated in the context in
58:26
integrated in the context in for service Autopilot service
58:30
for service Autopilot service uh Jobber Zen made on a handful
58:32
uh Jobber Zen made on a handful of others that you can go in
58:34
of others that you can go in and uh Jen and the Team builds
58:35
and uh Jen and the Team builds this out custom um but they’re
58:38
this out custom um but they’re their industry specific with
58:39
their industry specific with pricing and they will uh
58:41
pricing and they will uh completely go through an
58:41
completely go through an automated sales funnel. so
58:43
automated sales funnel. so that’s gonna be uh one of the
58:44
that’s gonna be uh one of the topics for next month’s
58:46
topics for next month’s business builders as well. if
58:47
business builders as well. if you’re wondering what we’re up
58:48
you’re wondering what we’re up to um but right now today,
58:51
to um but right now today, Upsells upsells up sells.
58:52
Upsells upsells up sells. That’s what we need to be doing
58:53
That’s what we need to be doing what we should be doing. let’s
58:54
what we should be doing. let’s raise that client like. Value
58:57
raise that client like. Value uh go. Check it out this
58:59
uh go. Check it out this special here for the next 24
58:59
special here for the next 24 hours or so
59:03
WWW.SG upsells.com and that
59:05
WWW.SG upsells.com and that will take you to the private
59:07
will take you to the private landing page. It’ll be up for
59:07
landing page. It’ll be up for about 24 hours for everything
59:09
about 24 hours for everything we just talked about in the
59:11
we just talked about in the business builder webinar here
59:12
business builder webinar here um on Facebook live so comment
59:15
um on Facebook live so comment questions drop them below. I
59:16
questions drop them below. I will keep an eye on this for
59:17
will keep an eye on this for the next 24 hours and uh look
59:19
the next 24 hours and uh look forward to hopefully talking to
59:21
forward to hopefully talking to you in person uh if you end up
59:23
you in person uh if you end up signing up for the service,
59:25
signing up for the service, Autopilots or I’m sorry the
59:26
Autopilots or I’m sorry the simple growth. Upsell package
59:28
simple growth. Upsell package and then, in addition to that
59:30
and then, in addition to that um, if you’re a sales level
59:32
um, if you’re a sales level three client, you know reach
59:32
three client, you know reach out to us, We definitely wanna
59:33
out to us, We definitely wanna get you on a free audit to make
59:35
get you on a free audit to make sure you’re utilizing getting
59:36
sure you’re utilizing getting the most out of your automation
59:38
the most out of your automation and upsells for this season and
59:40
and upsells for this season and if you’re self level three if
59:41
if you’re self level three if you don’t have five up sells,
59:43
you don’t have five up sells, we would replace those service
59:45
we would replace those service automations with those up sells
59:47
automations with those up sells for an even greater return on
59:48
for an even greater return on of value for you just like
59:50
of value for you just like Jeremy and everybody else uh
59:52
Jeremy and everybody else uh crushing it out with those
59:52
crushing it out with those estimates coming through. so
59:54
estimates coming through. so we’ll see you again tomorrow on
59:55
we’ll see you again tomorrow on Callahan’s corner, You ask
59:57
Callahan’s corner, You ask questions and we answer them