John Jantsch
speaker
116 appearances
1 recordings
1 series
first heard Mar 2025
last heard Mar 2025
John Jantsch’s voice in public audio — every appearance, attributed to the second.
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Appearances
to to focus intentionally on all the ways that you can upsell and and retain customers and get them to be kind of your your new lead generation sales force.
Well, it depends in a lot of environments. I don't think there is one best way. One thing that we do a lot of training on folks is to present it up front. Hey, we know you're going to be so pleased with what we did here today that we're going to call you up, make sure that everything worked out, and then we're going to ask you if you have any friends that would need this kind of result.
So setting the table, the expectation early on is one simple thing you can do. Staying top of mind. All your past customers, sending them a gift certificate says, hey, here's a $100 gift certificate. One for you, one for your friend. If you pass this out, you're not only referring us, but you're helping them. You're giving them something.
And by doing so, you're going to get something in return as well. So that's something you could do quarterly. Every past customer, just quarterly get in the habit of mailing them. Because the thing about referrals is... They happen when people need them, you know, not when we need them.
And so, you know, just staying top of mind and staying, you know, asking for referrals, making people know that, you know, there's a reason for them to refer you is part of what happens, you know, with then when somebody, you know, when their garage door breaks, you know, it's like, oh, yeah, I was just talking to my neighbor about that.
Yeah, I mean, there's no question that's tough because we talked about they can flood the airways and that kind of thing. But one of the things I think the smaller business probably has to compete on experience. I'm guessing that those folks also don't always hire the best technicians, don't always do the best training. It's all about getting the phone to ring as opposed to the experience.
So that's really going to be your competitive advantage is that you go into the home and you've got a trustworthy, trained gentleman or woman that is able to represent the brand effectively. And a lot of people really underestimate that. You look at a lot of Google reviews and a lot of times they don't even mention the company name. They mention Rusty, who came in and fixed my boiler.
Because to them, that's the face of the company.
Yeah.
And we had I had a garage door a couple openers put in recently and and the guy um as he was wrapping up he did a great job really personal guy and he uh as he was wrapping up he said you know my company does this kind of goofy contest and if i get reviews you know they're gonna buy my wife and i dinner at this fancy place and you know so if you you know wouldn't mind giving us a review i mean
he made it so personal. I was like, what kind of schmucks not going to give this guy a review? Um, you know, again, like I said, he did good work. He was a nice guy. Um, but, but just that little twist of, I can help this guy get dinner rather than I could care less about the, you know, the big company. Um, but I can help this guy get dinner.
I, you know, I just think that kind of making it real personal, um, you know, was really effective approach. So I gave him a review for sure.
you are bleeding where is the biggest stakes that you see probably the one i see the most is because a lot of small mid-sized businesses they're really strapped for people for time for resources and yet they're trying to spread themselves you know i got to be on tick tock and i got to be on this and i got to be on that so they're just kind of spraying stuff everywhere and there's really no focus on you know a couple areas that are going to make a big difference so i always i i quite often try to get people to say look
You need to be on Instagram and you need to be on LinkedIn and you need to be, you know, going out there and really working for reviews, for example, and just put a whole bunch of effort into those three things. I'm just throwing out as an example, you know, as opposed to, you know, trying to do everything and not really doing a very good job with any of it.
Oh, I think they do in a different way. I mean, just like everything, there are people that don't go to Facebook ever. And there are people that are on it every day who don't watch television or don't listen to radio. I mean, so it's tough to just say this is better than that. You're going to reach a different market. And I think the real key is, are you tracking the results? Do you have a plan?
Are you tracking the results that you're getting from one channel or another and continue to double down on what's working and at least experiment on something or cut something that's not working. I mean, that's the tough thing. You get a lot of folks that are doing eight things. They have no idea what's actually working. Business might be good. But they're not sure why necessarily.
And that's the real crime, right? You're wasting a bunch of money on stuff that's not working that you could be doubling down or tripling down, you know, on a channel that really is working if you just had the metrics.
Yeah, so one of the things that we try to do, and after the pandemic, a lot of home service businesses just really were struggling to get people. And so there's a couple of things there. You need to think about... demand generation or pipeline of people the same way you do of customers. So it needs to be something that you don't just go, oh crap, somebody left, we need to hire somebody.
And then, like you said, you run the ad. You need to constantly be talking about what a great place it is for you to work at. You need to get your team involved in talking about the fact that your brand is a great place for them to work. And so that kind of messaging all the time about,
top company to work at in this city, you know, the, all the employees, you know, sharing, you know, awesome time they had at the company picnic, you know, that kind of stuff just sends subtle messages to, you know, folks that are out there, you know, there's a lot of people out there. They're not really happy where they are right now.
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