Transcription
From owner operators that are solar preneurs all the way to guys with multiple trucks on the road, if these systems are not running in all of your businesses, you are missing out on a ton of organic work.
Why should you listen to me? I'm not the biggest guy in the world. I'm also not the smallest. I have two home service businesses. One is a Christmas light business that did $888,000 in revenue in two months this year. And the second one is a junk removal business that I'm in the process of selling off right now because we're going all in on the lighting business. I also own the Home Service Accelerator, which in the last 6 months has helped 161 home service and blue-collar business owners scale up their organic marketing, their paid marketing, all of their ops, and a lot of them get a second, third, and fourth truck on the road.
Number one, every single time you get out of your vehicle, this A-frame must go in the street. Notice this photo right here, a little bit away from the nose of the truck. If you park on the curb, you put it a little bit into the street, not to stop traffic, but to slow it down. The way this A-frame works is it invites passerbys and cars driving by to actually take action to get an estimate. A lot of people don't just call a truck decal or call a van wrap. A lot of people want to be invited to either A) have a conversation with you or your technician, or B) get a QR code super easy while they're driving by and scan it. And so what this does is it kills two birds with one stone. Think about the soccer mom taking the kids to practice or whatever driving by. She goes, boom, eyeballs go straight down to the A-frame. Oh, the Smiths are getting window cleaning done. Let me scan that. Boom. And then she looks over and sees you doing something at their house. Walking in, it's like two or three touch points of your brand without any more effort. I probably have somebody in the program once every week message me and say, "I just had a neighbor come over for the A-frame." Best return on ad spend I've ever spent. The impact the A-frame has for what it costs, I don't think there's a better marketing avenue out there in terms of return on ad spend. It will literally be infinite.
This A-frame in the middle is my company's, and this is a money printer. Notice a few things about it. Our logo's on the top. We have a funny little catchphrase in the middle, "Elves at Work," "Custom Holiday Lights," and then "Book Your Free Estimate Today." Now, we're a seasonal business. It's bang, bang, bang. People come up to us pretty naturally because of the seasonality. But in your business, what a good rule of thumb is, is you want to have logo on the top or the very bottom, and then go service, QR code, invite them to talk to you, ask, ask me for a free quote, call me for a free quote, then phone number at the bottom. That structure is perfect.
Number two, branded company yard signs in completed jobs or jobs in progress yards. Now, for the completed jobs, what a lot of guys do is they get some form of carrot and offer that to the customer that's already happy with you after you complete the job to let you put a yard sign up in their yard for a week or two. That can be something like a gift card to Chick-fil-A, $25 off their invoice, $25 off their next clean if you have a recurring service. It doesn't matter what it is, but you would be shocked at how many people will let you do this. I do this in my own business. This is my business's sign that we put in every single one of our customers' yards. There are few things as effective as the neighbor walking the dog seeing your sign. Because if a yard sign's getting driven by, typically you have a 0.5-second chance of grabbing their attention. The neighbors walking in the neighborhood seeing the branded yard sign that way is a lot more impactful. They can stop, they can text it to their husband or wife, they can scan the QR code, whatever. So think about it. If you do 30 jobs a month, if you do 60 jobs a month, if you do 120 jobs a month, it does not matter how many jobs you do. If you're getting a 25 to 50% yes rate on putting these signs out, and you grab one job out of every 10 signs you put out, that will print money for you. It's not complicated. Most of your customers want to help you. Most good people in this country want to support the small business owner. Asking them to do this and then giving them a carrot for doing so is a no-brainer.
And number three, gift card campaigns are the ultimate cheat code for getting neighbor referrals. This is how it works. You print out gift cards to your business. You make them look, feel, and touch like a Best Buy gift card. The method to the madness for gift card campaigns is really simple. If I hand you a Best Buy gift card for $150 tomorrow, and you're in the market for a new TV, you're not going to shop for that TV at Target. You're going to go redeem that gift card at Best Buy, where I gave you the gift card. The same thing goes for you. And so what we like to do is we like to give gift cards like this. And on the back of it, we like to write the customer's name that just got the job done. So let's say we just did a job for Jim Smith. We write on the back, "Gifted by Jim Smith." We give Jim Smith two of these gift cards. And then we tell Jim, "Give these to your friends, neighbors, or family members. Every time they get redeemed, your name is on the back. We're going to send you a gift card to Chick-fil-A. We're going to send you a gift card to blah, blah, blah." The key is you don't want to give them a discount to your service because it looks schemy. The key here is you want to make the carrot for him giving out your gift cards something other than your business. What a lot of guys do is they say, "Hey, refer your friends, and then we'll give you 10% off your next blah, blah, blah." And it's like, guys, he just ate the steak you gave him. He just got your service done. Him getting your service done again is not going to get him out of bed to give the gift cards out. Him giving your gift cards out in return for $25 to Starbucks, or insert local coffee shop, or insert your referral partner of somebody in your market that does a separate trade, that could incentivize him to go share it with people. And bonus points, you can also make these virtual. This will kill it for you.
I want you to notice the trend with all three of these things. These do not light the world on fire when you do them once. You build these into your day-to-day systems. Because over time, if you have 30 jobs a month, 60 jobs a month, 100 jobs a month, whatever your number is, if you do all three of these things every single time and build it into your systems, you will get exponentially better results. You don't want to decide to do this when you're in a good mood. You want to do this every single time.
Now, if you guys want to DIY this and order these A-frames and yard signs yourself, I'll put a link to the company I use for signage in the description. They're Use Marketing. They're pretty good. But then if you want a little bit more help, you want help with setting up Facebook ads yourself and not paying an agency, all the templates I use in my business and other people in the accelerator's business, all of the step-by-step instruction, plus a lot more on how to scale from a marketing and sales perspective, you can just reach out. There's going to be a link to book a call with Home Service Accelerator down here. We've helped, like I said in the beginning of the video, 160-something home service business owners in the last 6 to 7 months. So if you want more hands-on help, we're happy to help you there. Otherwise, watch these videos, get a bunch of the free game, and then tune back in for more.