Mike Andes breaks down why ads fail: weak offers. Four fixes: deliver estimates within 24 hours, limit availability (three spots, ten properties), spell out the next step clearly, and guarantee quality. These create urgency and stop prospects from dropping off.
The reason your advertising doesn't work is simple. Your offer is weak. Here's how you can fix it in 60 seconds. First off, make sure you're saving customers time by getting the estimate to them within 24 hours, ideally immediately. Second, I'm going to add scarcity, meaning it's a scarce resource. There's not in abundance. I only have three spots available. I only have 10 more available properties on their route. Make sure you have scarcity, otherwise it's hard to close the deal. And then the next step is making sure you actually show them what the next step of the sales process is. And that is okay, you get an estimate and then we show up in your property one week later. I'm gonna make sure very clear what the next step, the next link in the sales process is. Cause we just assume people know when reality. We do it every single day and it becomes common to us. The customer doesn't know what the next step of the process is. So constantly guiding them and walking them through each step of the sales process means they won't turn or fall out of that sales system. And last but not least, guarantee the work you do. Because at the end of the day, our goal is to solve the problem for the customer. And if you can't guarantee the work's gonna be done to their satisfaction, why are we in business? We'll never be able to grow a book of business and be able to raise prices without customers leaving. If our product or service is not good enough to be able to retain customers when we do raise prices,
