Home service owners blame marketing for stalled growth, but the real problem is they're still doing all the selling themselves. A San Diego electrician doubled his estimates from 70 to 140 but closed the same 30 jobs because his personal sales capacity didn't change. You need a sales team, not more leads.
One of the biggest bottlenecks that we find for companies to go from 1 to 3 million is that the founder has to stop being the number one salesperson in their business. And it usually gets them stuck for at least six months because they have to build a sales system. We had a electrical contractor we work with in San Diego. We generated double the number of estimates, and we told him, we're going to come in and crush it. You need to find another salesperson and hire them and build them up because you're not going to be able to keep up with the volume. So he went from 70 estimates to 140 estimates. The problem is the 70 estimates he did last year, he closed 30. The 140 estimates he did this year, he only closed 30 because the capacity is to only close 30. So if you don't have the ability to build a sales system in your business or willing to build out a sales team, it's going to bottleneck your growth and you're going to think it's a marketing problem when it's really a sales problem.
