Mike Andes explains how irrigation contractors can turn a $100,000 installation into recurring revenue by selling a maintenance plan upfront. Present it during the estimate, and if they say no, pitch again during the walkthrough when they're excited about the new system. Maintenance covers turn-ons, seasonal blowouts, and broken heads.
I believe he can actually connect all the dots of Create A Sales System to upsell a one-time project into recurring revenue. I think he can connect the dots, but ultimately I need him to, on the initial estimate, convert the customer from, hey, let's get this big $100,000 job done, to after this $100,000 job, you need us for maintenance. I want them the initial upfront estimate, but I also want it, if they don't accept then, on the walkthrough of the project when they're super thrilled, and you're like, you need all this other maintenance done in the future, and we can do that for you. Because you're installing irrigation, which is a huge pain point as a business, or as a customer, is, okay, great, I got the irrigation, clap, clap, clap. I need someone to turn this thing on, turn it off, blow it out, fix the broken heads when my kid drives over the sprinkler head.
