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$13,000 From One Email, The Spring Upsell Strategy That Actually Works Ep. #487
00:20:37
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What if I told you that you could add 10,000, 12,000, even $13,000 to your business this season without a single new client? No new marketing spend, no door knocking, no Facebook ads, just one email. Because that's exactly what happened to me.
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Today's episode is brought to you by Yardbook, the All in one CRM for your lawn care business. And as an exclusive partner of this podcast, you can get started today and begin simplifying your business and maximizing your profit. Sign up now@yardbook.com the link is in the show notes. Time now for Profits with Paycheck, an essential podcast for you in the green industry who are looking to unlock the full potential of your business. Hosted by John Pajak, your certified financial coach, the show features in depth discussions with successful entrepreneurs, thought leaders and industry experts providing practical advice and proven strategies on financial planning, operations, marketing, sales. Profits with Paycheck has valuable insights and action steps that you can implement today for creating long term success. Now here's John Pajak.
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Welcome to profits with PayJack, the podcast where we talk about business strategies and financial insights for the green industry. I'm your host, John Pajak, and today we're talking about one of the most overlooked opportunities sitting right in front of you. It's your existing clients. Now here's the problem. Every spring, what do most of us do? We go hunting. We're chasing new leads. We're running ads, we're printing flyers, door hangers, postcards. We're trying to stack the schedule. Meanwhile, we're completely ignoring the gold mines sitting in our CRM. And all of you are very aware that I use Yardbook. Love them. Fantastic. And you know what? It is chock full of 10 years plus of people who already know us. They know you. Look at your CRM. I'm sure whatever you're using, it doesn't really matter. But you have people that know you in there. They trust you, they've paid you, and they're already scheduled for services. And here's the mistake. We assume they already have everything they need. And I'm going to tell you this, my friend, that assumption is costing you serious money. So let me tell you exactly what I did. Now, I sent out one email. That's it. One. It was a simple 2026 season update. I told them what was new, what to expect, and I included one upsell offer. I didn't blast them with options. I didn't overwhelm them. Just one clear, valuable upgrade. And I'm telling you, within hours I had 44 clients reply these aren't leads. These are not prospects, okay? These are clients. They're already on the schedule for the year. And here's the crazy part. Most of them didn't even ask for the price. They just said, sign me up. The others that responded, they just said, hey, how much would it cost me? Can I get an estimate on that? And I am. Today, I am literally just seeing approval after approval after approval. They still bought it, even though they were, you know, I got them curious. They just signed up immediately. Why? Because we made the offer a no brainer. And the result is that one email has already added over $13,000 in revenue. And that's just from the first batch that I sent it to. And here's where it gets even better. I don't know how much more it's going to bring in. I mean, you know, I haven't checked the inbox yet, but that was earlier this morning. That was before 9 o' clock in the morning when I had the replies from the 44 customers. But here's, here's the thing that is, is amazing. Okay? This is where things get even better. There's still potential for a lot more of my clients to sign up for this. But we had some cancellations this year. You know, some people surprised me. They were people that have been with us for years, but they canceled due to, you know, not working or, you know, they had to make cutbacks and things. You know, the economy's kind of weird and people might blame that on why they're not making money. Oh, everybody's cutting back, cutting back. That's not true. I could prove it right now because people are actually spending more money with me right now. All I did was ask them once. But the crazy thing is this one campaign I just did, it has already replaced all of the lost revenue, like all of it. And then some fully recovered. And the reason why this works, it works for three big reasons. One, I am sending out this email to people that already trust us. The trust is already built. We're not selling to strangers. You're offering more value to people who already believe in you. I had one conversation this morning. It was like 15 minutes. And really most of it was my client called me and told me that she tried reaching out. My website's messed up. And then she proceeded to tell me about her whole winter to get me caught up. She had things happen to her and her husband and now she's a proud grandmother and it's fantastic. But then it was more like, oh, yeah, we're interested in the offer that you gave us. So we get signed up for that? Like, yeah, no problem. I spent 40 seconds talking about that and then the rest of it was talking about her new, you know, grandbaby. It's, it's just an amazing thing, you know. So the thing is, it's, we have connections with these people. Okay? You're not, you're, again, like I said, you're offering more value to people who already believe in you. So it makes it easy. Right now the timing is perfect because, you know, spring is when clients are thinking, I want my lawn to look amazing this year and they're already in buying mode. I know a lot of you are like, dude, you know, we're, we're, we're, we've been in full effect. You know, maybe you're down, down south or in a transition zone and you've got a head start on the rest of the northern boys, the cool season grass guys that, you know, we're, we're working now, but at the same time, it's been kind of slow with the weather. You know, we're kicking into high gear right now, but this is still the perfect time to do it. And I'll tell you what the other thing is. Here's the secret sauce, okay? It's convenience. These services that we're offering, this service that we're offering as an upgrade is an add on. It's only available to existing clients. This is not a standalone service. This is only an upgrade and they are done at the same time as the normal visits. There's no extra scheduling headaches for you. All you got to do is just, you know, like I just go to Yardbook and I just click a button, add the program to the existing jobs that are scheduled and it's easy. And then there's no extra trips. And this is one of the key things. It's like this not only adds revenue, they're more profitable. Because I can afford to saying that this is not just a standalone, this is only an add on. I'm already on the property and I could get offer them something that I cannot do. If it is a, a new client, a one off client, if this is the only thing that they were getting, it would cost way more. So it's just, it's just a, you know, basically the thing is we gotta make it a no brainer for our clients, you know, And I need to talk about what really made this work. We didn't just offer a service, right? We packaged it, we bundled it. We made it so obvious that the client thought, why wouldn't I do this? And that's the difference between selling and being chosen. Because I'll tell you when you do it the right way, when you figure out how to bundle your services together and get those average tickets up, dude, it really is a no brainer. You're not trying to sell this other thing. It's like, while we're here, why don't we do this for you as well? And that's why this has been so easy. So we're gonna take a quick break, but I would just wanna say this is important. If you're serious about growing your business this year, you need to be at Equip Expo. This is the largest trade show in our industry and is one of the best investments you can make in yourself and your business. You know, you get to see the latest sexy little shiny machines, the big machines too. They got all the fun toys that you could go play with in the outdoor area as well as see the same thing all nice and pretty and clean on the inside. This is also a place where you can network with other operators and you get to learn from people who are actually doing it at a high level. And here's the best part. Equip Expo tickets are only $12.50 when you use promo code. Paycheck. Yeah, I mean that's like a lunch. You know, I can't even get a beef sandwich and some fries and a Coke for that. You know, I. Pepsi, I like Pepsi, but anyway, Pepsi better send me a royalty check. Anyway, the thing is 1250, that's it. You just got to use my link. I, I'll put that in the show notes below. So this makes it easy for you, but it's just, it's just an amazing value. Those are $120 tickets and you can get them for $12.50 right now. This is a limited time thing. Prices will start going up. So get your tickets now before the price increases and like I said, grab your ticket, the links in the show notes and I will see you in October in Louisville, Kentucky. Back when I was getting my lawn care business off the ground, I was juggling routes, invoices and customer notes with paper and prayers. It was chaos. Until I found Yardbook. Yardbook gave me the structure. It helped me track chemicals, route efficiently, invoice faster, and most importantly, it helped me grow a profitable business. If you're tired of duct taping your systems Together, go to yardbook.com and sign up for free. And if you're ready to go premium use Promo code, paycheck to get your first 30 days on me. And real quick, before we jump in, I know that I got a lot of things to talk about today, but during the week of April 20th, that's going to be this upcoming week, I'm doing something special. I'm going to be dropping five episodes in five days. So there's going to be a Monday, Wednesday, Monday, Tuesday, Wednesday, Thursday, Friday episode next week. Uh, and this is gonna be a limited series designed to help you grow your business in 2026. And each episode is gonna be focused, it's gonna be tactical and built to help make more money in your business this season. Now, I know that's what the goal is normally, but at the same time, I'm putting this together. This might be one of the most important series of episodes that you listen to. They're not gonna be crazy long or anything like that, but it is basically the tactics that I have used over the past decade to grow and facilitate my business. And I just really want to make sure that you're subscribed because you really don't want to miss this. So jot that down, make sure you're listening. It'll be a bit of a surprise because you're going to see a feed popping up every single day. So I just wanted to make you aware of that. And let's get back to topic of the day. So here are some solutions, like basically how to. How to apply what I've been talking about, you know, especially with this one email. And this is something that you could do right now. You could do this today. And it is send a spring update email. I don't care if you started months ago. You know, I know a lot of my good friends that are down south. Maybe, you know, if they're in California and Florida, they never stopped. Right? But let's just say, you know, you've. You've already been going. It doesn't matter how if your season has started or not, but just send a spring update email and keep it simple. You know, talk about what's new this season, what clients should expect, and then one offer, don't offer them five things, don't offer them 10 things. Just pick one thing and then pick something that truly adds value to that client. Hey, this is like step two. It's something that needs to add real value. It has to be easy to explain, and it could be done alongside your existing services. So, for example, let's. You know, I know that the green industry, we have a bajillion things we could offer, but you know, like, it depends and depending on what you normally do. But you know, if you're, say, your irrigation right up north now we're finally able to get our irrigation systems going because the hard freezes are pretty much over with. You know, maybe do a special, you know, talk about backflow testing and your package that would include the backflow testing, the initial startup, and then maybe checkups throughout the season before you have to blow out. You know, that's one whole big thing, right? It could be mosquito or tick or flea or soil amendments. You know, disease programs. Okay, that's fertilization, weed control guys, landscapers. Maybe you know something where you're doing a landscape bed inspection to where you can check everything out, make sure that there's a plant health program that you can install. Not just install, but come and check on if you're gonna plant some color, all these things. Okay? You know, you. What you do best. Okay, Maybe you're doing mowing and you don't offer anything else, but you're like, hey, I could clean gutters. Well, then put that in. You know, I mean, almost every house has gutters. Just a little caveat here, okay? Maybe the gutters isn't the greatest thing because that could add to your insurance and put you at a different rate. Just never mind what I said, okay? I'm a nerd and I go down rabbit holes way too quick. Okay? But here's the thing. It's like whatever it is that you do, find something that complements exactly what you do, and it's something that you could do while you're there on the original. The visit. Okay? Don't make it into an extra visit. This is because when you do this, you need to basically be able to bundle it. Don't just price it, package it. Make the. Make the client feel like I'd be stupid not to take this. I mean, I know that it's. You might go, oh, man, maybe that. I feel like I'm chucking the truck now and I'm discounting things too deeply. It's like you. You could do that when you understand your numbers and you have a plan on execution. Okay, make it the, the next step. Step. I'm just gonna. Let's see, where are we at here? I'll. I'll. I'll number them at the end. I don't know where I'm at. But anyway, the thing is, make it. Whatever you're doing, make it easy to say yes either, you know, stated in, in the email. Make it a quick Reply or send a clickable link. That is a simple approval. Whatever it is, make it no friction. Because if they have to think too hard or they have to jump through hoops, you're going to lose a sale. So I will tell you this. Let me recap these that way. Write this down. Okay? Step one is send a spring update email. Step two, offer one, upsell. Step three, bundle it. And then step four is make it easy to say yes. Those are four things. Okay? I just want you big takeaways here. Okay? Now, if you remember nothing else, just remember this. Your fastest money is in your current client list. That's where the gold is. You know, one, when you have one clear offer, that often beats like 10 really confusing ones. You know Donald Miller, he storybrand, right? That's his book. I would highly recommend reading that. But, you know, his main. One of his main tags is when you confuse, you lose. And that's 100% true. When you make it too complicated or you're trying to sound really cool. Right? I find myself doing that all the damn time and I got to just break it down to where it's simple. Just yes or no. Hey, we are offering this. It's really cool and I think it's going to benefit you. It's really going to protect your family. Oh, okay. Well, that's pretty simple to understand. How much is it? Oh, wow. That's pretty reasonable. I love that package. Okay, let's go with it. You know, but that's the thing. It's like if you have one clear offer, it's going to beat a multitude of really confusing ones. And convenience plus value, that's an easy yes. So again, if you could combine all those things, it's going to really benefit you and your business. So the thing is, I just want to recap and just say you don't need more leads. You need to better serve the people you already have. So again, send one email, do it this week. Send one email, make one offer and just see what happens. Because if you do this right, you might just replace any lost revenue that you had from cancellations this season, all by not even adding a single client. So I want to thank you for listening today. It's been wonderful spending time with you. I always want to say God bless, keep pushing through and we'll catch you on the next one. Thank you once again for listening. If you've enjoyed the show, please leave a review and share it with fellow business owners. Your support means the world to me and helps keep the show going strong. I want to give a special shout out to our friends at Yardbook. Their continued support has been instrumental in bringing this podcast to you week after week. If you haven't checked them out yet, visit yardbook.com and see how they can give you the tools to streamline and manage your lawn care business. Also, don't forget to explore the resources and upcoming events that I've collected just for you in the Show Notes. These are curated to help you stay ahead in your business with the latest tips, tools and networking opportunities. Whether it's a new tool, an insightful article, or an event you don't want to miss, I've got you covered. Until next time, keep pushing through and God bless.
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Sam.