Phil Risher explains how home-service companies use continuity offers—recurring service plans with tangible bonuses—to turn one-time sales into ongoing revenue. HVAC and plumbing are ideal for membership models. A free smart thermostat bundled with annual maintenance locks in customers and scales the business.
This is probably the best thing that I've read for home service businesses, that if you get this, there's no way that you can't grow. Continuity offers— everyone wants this in their business, especially home service. But unless you're HVAC, plumbing, or electrical— and I would say HVAC is like the gold standard for memberships and continuity offers— the first thing is giving a bonus. When you sign up for an annual maintenance plan today, you get a free smart thermostat. When you sign up for our biannual cleaning, you get a free downspout cleaning. Something that takes the relationship from a one-time transaction and builds on top of it. If you just lock in on this and figure this out for your business and how you're going to articulate to the customer, there's no way that you can't grow your business.
