John Jantsch

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.

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.

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.

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 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.

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.

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.

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.

Because to them, that's the face of the company.

Yeah.

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

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