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Welcome back to Callahan’s
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Welcome back to Callahan’s Corner uh took a few day break
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Corner uh took a few day break here uh with the holidays uh
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here uh with the holidays uh but back at it, I wanted to
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but back at it, I wanted to answer um a pre submitted
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answer um a pre submitted question that just came through
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question that just came through uh today and I think it’s a big
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uh today and I think it’s a big question in everybody’s mind
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question in everybody’s mind right now uh going into the
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right now uh going into the fall season and how do we go
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fall season and how do we go out and get our existing
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out and get our existing clients, especially in the the
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clients, especially in the the the Northern markets um even
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the Northern markets um even some of the southern markets uh
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some of the southern markets uh how do we get them to go out
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how do we get them to go out and renew their services early
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and renew their services early for next year in 2020. So it’s
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for next year in 2020. So it’s something we’ve been talking a
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something we’ve been talking a lot about at Callahan’s corner.
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lot about at Callahan’s corner. so I’m gonna read. The question
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so I’m gonna read. The question it kinda dive into how to
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it kinda dive into how to actually go out and do this,
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actually go out and do this, but um what kind of promotions
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but um what kind of promotions and deals are you guys offering
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and deals are you guys offering this winner to get customers to
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this winner to get customers to sign up early, It’s been
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sign up early, It’s been throwing a few ideas around
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throwing a few ideas around like prepaid discount, but we
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like prepaid discount, but we don’t wanna encourage customers
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don’t wanna encourage customers to sign up but we um, but they
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to sign up but we um, but they also wanna encourage customers
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also wanna encourage customers to sign up for packages um
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to sign up for packages um other other than they usually
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other other than they usually we like we want fertilization
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we like we want fertilization to sign up for fertilization
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to sign up for fertilization and mowing uh what is work so
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and mowing uh what is work so uh really good question and the
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uh really good question and the timing is perfect. My opinion
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timing is perfect. My opinion is right now. This is the time
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is right now. This is the time to go out and renew your
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to go out and renew your services. so if you are
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services. so if you are watching live or the quarter
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watching live or the quarter version make a comment on the
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version make a comment on the video here and I’ll I’ll send
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video here and I’ll I’ll send you a link to it. but I did a
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you a link to it. but I did a webinar that broke down how to
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webinar that broke down how to actually uh renew your services
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actually uh renew your services and up sell additional
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and up sell additional services. I’m gonna break down
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services. I’m gonna break down the high level uh but if you
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the high level uh but if you want some tactical information
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want some tactical information make a note here in the
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make a note here in the Facebook live comments and I’ll
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Facebook live comments and I’ll make sure you get a copy of
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make sure you get a copy of that webinar that I. Um and
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that webinar that I. Um and it’s a private webinar, so it’s
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it’s a private webinar, so it’s uh something that’s not in the
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uh something that’s not in the general public, but first part
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general public, but first part of the question. How do we get
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of the question. How do we get them to renew early? Uh I’m
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them to renew early? Uh I’m gonna recommend we don’t do
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gonna recommend we don’t do discounts uh or prepaid
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discounts uh or prepaid discounts um a lot of reasons
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discounts um a lot of reasons for them. If you watch a video
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for them. If you watch a video uh buy pot of the lawn care
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uh buy pot of the lawn care millionaire, he breaks down the
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millionaire, he breaks down the financial implications of a
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financial implications of a prepaid um I’m gonna suggest is
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prepaid um I’m gonna suggest is we’re gonna go through our
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we’re gonna go through our marketing and create um a two
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marketing and create um a two to three step renewal process
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to three step renewal process that we use in my lawn care
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that we use in my lawn care company, as well as with.
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company, as well as with. Growth clients and that’s gonna
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Growth clients and that’s gonna go out and create some um
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go out and create some um urgency and scarcity and an
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urgency and scarcity and an added benefit for your existing
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added benefit for your existing clients. so uh we can go out
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clients. so uh we can go out and basically as a renewing Vip
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and basically as a renewing Vip customer um we wanna make sure
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customer um we wanna make sure that we give you first chance
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that we give you first chance at reserving a spot on our
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at reserving a spot on our schedule. We don’t over book
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schedule. We don’t over book our schedules to make sure that
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our schedules to make sure that uh there’s a quality service
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uh there’s a quality service and we’re not rushing through
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and we’re not rushing through the jobs so this is your first
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the jobs so this is your first chance as a reoccurring Vip
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chance as a reoccurring Vip customer to get on our list for
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customer to get on our list for next year, We save that spot to
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next year, We save that spot to X amount of time. For
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X amount of time. For reoccurring clients that have
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reoccurring clients that have been with us before so we set a
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been with us before so we set a perceived deadline of we’re
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perceived deadline of we’re gonna open the schedule up to
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gonna open the schedule up to everyone else. So if you wanna
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everyone else. So if you wanna save your spot on the season,
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save your spot on the season, there is urgency a deadline and
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there is urgency a deadline and there’s scarcity. there’s only
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there’s scarcity. there’s only a limited number of spots
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a limited number of spots available, so that’s gonna be
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available, so that’s gonna be the process of going out and
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the process of going out and doing that renewal. So we set a
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doing that renewal. So we set a deadline for Vip existing
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deadline for Vip existing clients to um guaranteed spot
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clients to um guaranteed spot back on the on the on the
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back on the on the on the schedule and we’re gonna create
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schedule and we’re gonna create a scarcity because we’re not
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a scarcity because we’re not gonna over book our schedules.
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gonna over book our schedules. We’re looking to add maybe one
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We’re looking to add maybe one extra crew or two extra crew.
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extra crew or two extra crew. whatever that looks like maybe
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whatever that looks like maybe you’re not growing at all. But
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you’re not growing at all. But we’re gonna set the urgency and
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we’re gonna set the urgency and scarcity there uh this is gonna
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scarcity there uh this is gonna be done through um a different
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be done through um a different products of services of like
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products of services of like renewal, so we’re gonna go out
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renewal, so we’re gonna go out through via email text um and
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through via email text um and potentially phone calls to hit
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potentially phone calls to hit them in their journey. so I was
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them in their journey. so I was gonna start out with the low
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gonna start out with the low hanging fruit of an email and
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hanging fruit of an email and then a text message all
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then a text message all automated in then eventually
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automated in then eventually when they hit that threshold of
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when they hit that threshold of the scarcity and urgency so the
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the scarcity and urgency so the deadline uh we’re gonna have a
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deadline uh we’re gonna have a task for a ticket or to do
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task for a ticket or to do assign to someone in your
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assign to someone in your office that physically call out
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office that physically call out or. If you don’t wanna make the
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or. If you don’t wanna make the phone call uh we can do a thing
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phone call uh we can do a thing called a ringless voicemail
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called a ringless voicemail button and it’s a prerecorded
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button and it’s a prerecorded message. It’s not a um a
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message. It’s not a um a robocall. it be like. Hey, it’s
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robocall. it be like. Hey, it’s Mike from Callahan just wanted
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Mike from Callahan just wanted to reach out. um sorry, I
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to reach out. um sorry, I missed you wanted to leave you
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missed you wanted to leave you this voicemail uh we’ve got a
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this voicemail uh we’ve got a very limited availability left
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very limited availability left um in our schedule for
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um in our schedule for twenty-one going in the next
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twenty-one going in the next year um reaching out to you as
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year um reaching out to you as an existing client and Vip is I
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an existing client and Vip is I wanna reserve that spot for you
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wanna reserve that spot for you So if you want to uh ensure
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So if you want to uh ensure that spot, please call our
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that spot, please call our office back at this number or
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office back at this number or um. Set the online renewal that
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um. Set the online renewal that we sent you so we’ve created an
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we sent you so we’ve created an automated systematic process so
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automated systematic process so um best bet is get all the ones
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um best bet is get all the ones you can renewed before
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you can renewed before Twenty-one starts um I’m
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Twenty-one starts um I’m suggesting probably eighty to
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suggesting probably eighty to 85% of your client base in the
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85% of your client base in the North is what we saw um and
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North is what we saw um and then we hit them again uh about
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then we hit them again uh about two to 3 months before the
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two to 3 months before the season ramps up again uh but
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season ramps up again uh but once again, urgency and
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once again, urgency and scarcity um and we wanna set
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scarcity um and we wanna set those deadlines. so we’re
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those deadlines. so we’re creating a process but the idea
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creating a process but the idea is we wanna lock up at least
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is we wanna lock up at least 8595. On our client base um now
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8595. On our client base um now so we can focus on new growth
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so we can focus on new growth and see a real good idea how
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and see a real good idea how many people are actually gonna
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many people are actually gonna cancel before we go into next
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cancel before we go into next year, so we can take our turn
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year, so we can take our turn or cancellation and build that
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or cancellation and build that into our new sales goals. So if
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into our new sales goals. So if we’re looking at 100 new
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we’re looking at 100 new clients this year um and we
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clients this year um and we lose twenty, we really need to
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lose twenty, we really need to add 120 to actually fix the
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add 120 to actually fix the cancellation and the new growth
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cancellation and the new growth goal per service and that’s
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goal per service and that’s gonna give you some insight. So
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gonna give you some insight. So that’s the renewal process. I
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that’s the renewal process. I would highly recommend unless
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would highly recommend unless it’s a cash flow issue. you
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it’s a cash flow issue. you absolutely need that cash to
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absolutely need that cash to buy, say fertilization
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buy, say fertilization materials and things like that.
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materials and things like that. um I would not. But if you’re
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um I would not. But if you’re doing job costing reports and
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doing job costing reports and you’re making your hourly goal
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you’re making your hourly goal and your hourly goal is $60 and
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and your hourly goal is $60 and higher per man hour if you hit
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higher per man hour if you hit that threshold, what you can do
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that threshold, what you can do is literally say um another way
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is literally say um another way of I’ve seen it done with some
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of I’ve seen it done with some successes if you renew before
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successes if you renew before this time um there is the
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this time um there is the ability to avoid a 3% increase
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ability to avoid a 3% increase for the following year. So once
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for the following year. So once again, it’s another scarcity
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again, it’s another scarcity urgency play there um but I
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urgency play there um but I don’t recommend raising the
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don’t recommend raising the prices across the board, but
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prices across the board, but that is a play to create some
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that is a play to create some urgency to avoid that the the
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urgency to avoid that the the late price increase. And then
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late price increase. And then uh the second part of the
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uh the second part of the question was how do we go out
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question was how do we go out and up sell ancillary services
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and up sell ancillary services so uh if you have been in any
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so uh if you have been in any of the Facebook groups that
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of the Facebook groups that we’re in um from the simple
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we’re in um from the simple growth uh up-sell, we’re seeing
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growth uh up-sell, we’re seeing our up sells that we run
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our up sells that we run between five and eight times a
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between five and eight times a year, just like we did in my
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year, just like we did in my company when we send out the up
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company when we send out the up sell notification um just like
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sell notification um just like the generally asked asked and
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the generally asked asked and said, Hey, how could if I’ve
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said, Hey, how could if I’ve got all my fertilizing
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got all my fertilizing customers and I wanna up-sell
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customers and I wanna up-sell mowing or mowing. To
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mowing or mowing. To fertilizing the up goes out to
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fertilizing the up goes out to everybody in the system that
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everybody in the system that doesn’t have the service
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doesn’t have the service doesn’t have an estimate of
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doesn’t have an estimate of progress um or doesn’t have
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progress um or doesn’t have something scheduled like on a
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something scheduled like on a waiting list um and we’re
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waiting list um and we’re seeing anywhere from like sixty
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seeing anywhere from like sixty to eighty uh asset request in
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to eighty uh asset request in four to 6 hours. it’s insane um
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four to 6 hours. it’s insane um but that is the process there.
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but that is the process there. so you wanna go in the webinar.
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so you wanna go in the webinar. I talk about this. so if you
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I talk about this. so if you you’re watching this live or
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you’re watching this live or recorded, put your put a
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recorded, put your put a comment in there and I’ll make
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comment in there and I’ll make sure you get the webinar link
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sure you get the webinar link uh the private webinar I did
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uh the private webinar I did talk about this process and
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talk about this process and we’re. Is um folks are selling
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we’re. Is um folks are selling 100. 150, sometimes 200 mulch
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100. 150, sometimes 200 mulch jobs, or additional maybe 100
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jobs, or additional maybe 100 mowing jobs on this up-sell
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mowing jobs on this up-sell process, but it’s segmenting
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process, but it’s segmenting your database based on who has
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your database based on who has the service who doesn’t who’s
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the service who doesn’t who’s cancelled and who has a lost
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cancelled and who has a lost estimate and then the automated
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estimate and then the automated up sell goes out and works at
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up sell goes out and works at when the time it happens. I’m
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when the time it happens. I’m recommending between five
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recommending between five probably eight up sells
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probably eight up sells stretched out throughout the
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stretched out throughout the year based on the timing of the
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year based on the timing of the season um going in the holiday
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season um going in the holiday lights, it’s a little on the
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lights, it’s a little on the late end uh but most of our
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late end uh but most of our clients the. Use the silver
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clients the. Use the silver growth Automations to upsell
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growth Automations to upsell their holiday lights uh within
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their holiday lights uh within the last month um and now their
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the last month um and now their schedules are already fully
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schedules are already fully booked to capacity. so if
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booked to capacity. so if you’re looking to up sell those
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you’re looking to up sell those services segment your database
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services segment your database and go out and see who has the
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and go out and see who has the service who doesn’t if there’s
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service who doesn’t if there’s an estimate in play and if it’s
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an estimate in play and if it’s a cancer or lost uh lead on
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a cancer or lost uh lead on that estimate as well um or if
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that estimate as well um or if you if you want it done for
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you if you want it done for you. Um you know, drop me a
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you. Um you know, drop me a private message. We can show
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private message. We can show you how we do that at simple
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you how we do that at simple growth, but I mean it’s the
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growth, but I mean it’s the results have been uh very
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results have been uh very similar. We had my. Uh when we
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similar. We had my. Uh when we originally called those service
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originally called those service automations, but those sells um
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automations, but those sells um are driving well over 100 new
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are driving well over 100 new estimate um per service for the
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estimate um per service for the clients that we’re working with
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clients that we’re working with uh very similar results we saw
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uh very similar results we saw in my own company so comments
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in my own company so comments or questions drop below.
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or questions drop below. Hopefully that answers your
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Hopefully that answers your question though scarcity
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question though scarcity urgency to force that renewal
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urgency to force that renewal early with an automated
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early with an automated process, we omni-channel
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process, we omni-channel marketing. Uh it’s a new term
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marketing. Uh it’s a new term that we’re gonna be using a lot
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that we’re gonna be using a lot omni-channel marketing that’s
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omni-channel marketing that’s gonna be going over, email text
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gonna be going over, email text and phone calls and Facebook
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and phone calls and Facebook messenger so we’re going
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messenger so we’re going different channels to. Get them
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different channels to. Get them to renew um and and then hit a
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to renew um and and then hit a certain threshold before that
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certain threshold before that deadline of opening the
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deadline of opening the schedule up to the general
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schedule up to the general public, we’re gonna be making a
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public, we’re gonna be making a phone call or ringless
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phone call or ringless voicemail and then we’re gonna
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voicemail and then we’re gonna systematically create five to
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systematically create five to eight up sells throughout the
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eight up sells throughout the year. hopefully automated so
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year. hopefully automated so when it should happen, it
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when it should happen, it happens without you having to
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happens without you having to do it. traditionally, it’s the
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do it. traditionally, it’s the busy time of year and we forget
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busy time of year and we forget to forget to do the up sells
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to forget to do the up sells are too busy to do the up sell
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are too busy to do the up sell now it’s set on a pilot it hits
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now it’s set on a pilot it hits June 15th or whatever that is
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June 15th or whatever that is and that automatic. Process
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and that automatic. Process happened um ends up in your
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happened um ends up in your email inbox and you just work
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email inbox and you just work that with so comment questions
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that with so comment questions drop below Callahan’s corner
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drop below Callahan’s corner Ask the questions we answered
09:01
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English (United States) – Callahan’s Corner: How to get clients to renew services for next year early & up sell more services