Phil Risher says service businesses that grow past $3M charge more because they sell the buying experience, not just the work. Embed personalized video in your sales process and meet customers on their preferred channels instead of forcing email.
Customers don't just buy the job, they buy how easy you make the whole process. There are two parts that you're selling. The first one is them contacting you and deciding to actually schedule an appointment or have you come out and do something. The second thing is the actual sale of the actual service that you're providing, and you need to make that whole process seamless. You need to stand out. Here's a couple ways to do that. First, incorporate video in your sales process. When someone fills out a form, send them a video. When you send over an estimate, send them a video. When they accept the estimate, send them a video. Video allows you to personalize and humanize the brand. The second thing is do not hide behind, "Oh, just text us here or email us here." Show up wherever your customer wants to communicate. Make your sales experience so good that they say, "Of course, this company charges more because they do X, Y, and Z." You have to fill in the blank for your customer.
The companies that win the next five years won't be the ones gaming the system.
