A lot of businesses – some very profitable – spend untold sums of money trying to get into a customer’s home. The cost is often in the hundreds of dollars and the failure rate is very high, too. The solution to lowering this cost and increasing the success rate is to show up more often in your own customer’s homes. If you become more of a presence in your customer’s home you maintain your own ‘top-of-mind awareness.’ Well, how do you do that? Good question…
One way of seeing your customers more often is to increase the number of times you visit your customer’s home. How do you do that? You should be selling maintenance agreements. The National Roofing Contractor of America clearly states that homeowners should have their roofs evaluated once a year for wear or tear to prevent major problems from occurring. But how many people actually know to do that? Few to none… unless you educate them on the benefits, and you sell them a maintenance agreement.
First things first, developing a maintenance agreement isn’t difficult. For a certain fixed fee per month, your customers will receive a XX% discount (keep it around 10% or so) on any future repairs. They’ll get front-of-the-line service. They’ll get their yearly inspection. And they’ll enjoy an annual FREE gutter cleaning!
Trust me—the free annual gutter cleaning can be enough to sell a maintenance agreement alone. Then, when you schedule the inspection, go out to their home. Do a thorough analysis of the roof. Get in the attic and truly look for any potential issues. Write every little issue or concern you have. Then, at the end, present them to the homeowner and ask how he/she would like to handle them. Just like that… You have work without spending a single cent on advertising.