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Welcome. This is part two of a five part special series designed to help you have your best season ever. Yesterday we were talking about pricing and how working more at the wrong price can actually make your situation worse. Today I want to show you something that you might have completely might completely change how you look at your business. What if you didn't need more customers to make more money? What if the opportunity you're looking for is already sitting in your customer list right now?
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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 profits. 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 Pajac, 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 and 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 back to Profits with Paycheck, the podcast we talk about business strategies and financial insights for the green industry. I'm so happy to have you here today. My name is John Pajak and if you haven't listened to part one yet, just go back one episode and check it out because this entire series is building step by step. Okay, yesterday we fixed pricing. Today we're going to build on that. Because even if your your pricing is dialed in, if you're not maximizing each stop, you're still leaving money on the table. Here's what I see all the time. Business owners get stuck in this mindset. I need more leads, I need more customers, I need more work. And that leads to more marketing. Spend more time chasing jobs, more stress trying to fill the schedule. But what if I told you you might already have everything you need? The problem isn't always getting more customers. Sometimes the problem is you're not doing enough with the customers you already have. Yesterday was all about charging correctly. Today is about making each customer more valuable. Now let me give you a real world example for my own business. You know, recently I sent out a simple offer to a small segment of my existing clients. It was nothing complicated, no massive campaign, no crazy discounts or anything like that. But it was just a well positioned add on service and at the time I talked about this previously, you know, just recently did this episode and we had already had, at that time, 44 clients had said yes and they signed up. That alone added about 13,000 in revenue to the season. Now here's the update. We're, you know, not even a week later and that number has grown. We're now at 63 clients and we're looking at over $18,600 in additional top line revenue this season. Let me say that again. Over 18,600 without adding a single new client. Okay. There was no new marketing campaign. There was no door knocking, there was no extra trucks, no hiring. We're doing this work alongside services. We're already scheduled to perform. I know you're like pay Jack. You just had this, you just talked about this episode or, you know, on a previous episode. Why were you talking about it again? Because. Because I can. And it's very important. It's part of the system that I'm trying to teach you here. It's, you know, when I left you, I had immediate results and I wanted to share them with you. Now that a little bit of time has passed, it hasn't been much, it's just a few days, and that number has already shot up quite a bit. And like I said, it wasn't a super huge special campaign. It was basically just one email that we sent out. Now here's a breakdown of why this works, because I'm telling you, this is very powerful. Okay. Number one, the reason this is such a powerful thing is instead of having to go out and get a new client, we're just supporting and serving our existing clients. So that means there's no acquisition costs. You didn't pay for ads, you didn't spend time chasing leads. And number two, there's very little additional time. Okay? So this isn't meaning, like we're, we're making a service that we're going to have to make another trip for. We're already on the property. This was a very calculated, very specific thing that I, that I wanted to implement. This is something small that's only going to add minutes, you know, to our existing scheduled service. And it's priced very nicely. The price covers the extra time we're gonna be there. It's gonna cover the product that we're putting down. So the thing I want you to do, I want you to understand is when you can get that average ticket up, okay, you're stacking revenue onto time that's already been accounted for. And again, these margins are strong. This is not low margin work. This is high value. It's high efficient work, too. And that's a key thing is, you know, just don't add on a service just to add it on. And it's going to take you all afternoon to do it. You know, you're not going to go mow somebody's lawn and then, you know, do roof repair or concrete work. You know, we're not talking about something crazy to like, take up all your time and make it even more stressful for yourself. You're gonna find a service that people want, it's in demand, it's of high value to your clients. But it may, it's. It's really not gonna take you that much longer to do it. Okay. And this, when you find that. Okay, when you figure it out, it's. The green industry is huge. It has, it entails, so many different things in it, but this is some of the most profitable money you can make in your business. And most people completely overlook it. So here's the shift I want you to make. Stop thinking only in terms of how do I get more customers? Start thinking how do I make each customer worth more? Because when you do that, everything becomes easier. You don't need as many customers, you don't need as many jobs, and you don't need as much stress. 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. Yesterday we talked about fixing pricing that determines how much you make per job. Today, we're increasing how much each customer is worth. And now you're starting to see this build. So this doesn't have to be complicated. You know, add on services, seasonal upgrades, bundles, things your customer already, you know, your customers already need, but you're not offering consistently. And here's the key. Positioning it the right way and making it easy to say yes. And that's exactly what I did. I positioned the service in the right way. I didn't make it like a. I'm just forcing things down your throat. It was really a simple email just talking about some updates and that we were offering this one, you know, this add on and basically just made it easy to say yes. You know, a lot of times you could just have like if you're using a service, you know, we use mailchimp, that's integrated with Yardbook. We could connect our, our clients to our, our Yardbook clients, go into the mailchimp and we could categorize them, find, you know, we got all these cool filter things and everything to, to play around, but we look at the things that people want and we, in that way, the nice thing about using that service as well is like they, they click a button and then just basically get taken to the web page. Yes, I want this. Boom. Okay, click the button. Perfect. Didn't need to send out an estimate or anything, just. Yep. We'll just add that to your, your services so you make that easy, super easy for your clients. Make it a really cool offer. Make it something that's easy to say yes to and make it easier for them to do it. Don't have them have to jump through hoops. Okay, that's another thing. So here's what I want you to do. I want you to look at your current customer list and I want you to ask yourself, what else can I be doing for these customers that actually helps them and makes sense for my business? If you can answer that question, you're sitting on an opportunity. So now look, now look at where we are at right now. You know, we're, we've fixed pricing, we've increased the value per client and we're only. We're already on day two. We're only on day two here. Okay, so tomorrow we're going to take this one step further. I'm going to show you how your current customers can actually go out and bring you new ones. And when you combine that with what we've already talked about today, then you're going to start seeing things really move. So I'll see you in part three. As always, 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 me 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.