Phil Risher's HVAC company tracks 1.5 million contractors and found their top referrer's deals had dropped sharply because they ran out of promotional flyers. He built a monthly spreadsheet to monitor year-over-year performance and discovered the fix was simple: restock the flyers and keep the system running.
1.5 million HVAC contractors. I said, well, how do we know who's sending us referrals year over year and who's going up and down? And if they're going way down, we need to be on top of that to figure it out. So I went into our QuickBooks, I pulled all of our HVAC contractors that sent us over 100 deals, and then I looked at year over year, and I had a spreadsheet every month to track it. And then there's a glaring hole. One of our top people was way back. So I told the owner, I said, you need to go talk to these people and figure out what's going on. Well, what was going on was that they didn't have any more of the flyers to give out. Come on, dude, let's get them more flyers. You just about building a process and then tracking your stuff and then making sure have a system in place to actually get referrals coming in.
