Short YouTube monologue by Mike Andes offering a practical sales tactic for owner-operators in home services: during follow-up calls on quotes, personalize urgency by citing a customer-specific reason (birthday, moving, hospital, etc.) and offer to fit the job in soon despite being booked out, leveraging trust from prior direct contact to increase bookings. The advice contrasts owner-operated personalization with larger firms’ handoffs.
Chapters
If you're an owner operator in the home services and you're trying to sell more jobs, here's a trick that'll make you a lot of money. When you're doing follow up phone calls on all the quotes that you sent out to customers, simply tell the customer that you're booking out pretty far but you'd really like to get their job done and on the schedule as soon as possible because you know it's important to them for X, Y and Z reasons. Maybe they're having a birthday, maybe they're moving out of town, maybe they just got to the hospital. Something a reason as to why you know getting them on the schedule is important to them and say because it's important to you, you're going to actually come do the project. Your even though you're booking out on the schedule and you're going to fit it in within the next couple days, a lot of times customers because they know like and trust you from already meeting you because you were the one that answered the phone did the estimate for you to come now do the project yourself is a huge selling factor compared to larger businesses where they're going to be handed off from the office to the estimator or project manager.
