Phil Risher grew a client's revenue from $3M to $4M by adding an online calculator and scheduling system that generated 200 extra leads, training reps with call scripts to follow up, and coaching technicians to bundle services like duct cleaning with dryer-vent cleaning to raise ticket size.
His business went from $3 million to $4 million. Some of the big things that we did in 2018 with his business was I added the estimate calculator and online scheduling because I knew from my blog that I needed to get the right call to actions on there to convert these leads. It's still to this day, you need these call to actions on your website. That generated an additional 200 leads for us and 100 booked jobs just right from the online scheduling. I knew that the customer service representatives need to call these estimate calculators, these contact forms, these chat widgets, these 7-second forms, all these new call to actions that we're adding to the website. So what I did was I went through like my enterprise experience and I built a call script for them. I helped them track their booking rate and I set up numbers to look at year over year. So I said, last year we did 500 jobs, this year we need 600 jobs. Let me set this as a goal and put it on the whiteboard. This is exactly what we did at Enterprise. It's basically drive traffic to the website, get more leads, coach my CSR team on booking jobs, and then I coached our technicians on how to upsell on the jobs. So don't just do a duct cleaning, do a duct cleaning plus a dryer vent cleaning. And I coached them on how to get Google reviews, and I incentivized them on Google reviews. And I started tracking these numbers year over year— leads, jobs, estimate count, estimate close, new customers, total revenue— because I knew that if I knew those numbers, I can go and fix the problem.
