Lieblingsangebot für Handwerks- und Dienstleistungsbetriebe

0:00Any kind of home service, the big issue is commoditization, right? Like there's huge demand for it, there's a lot of supply, and so people are going to make money without really a lot of skill. Um and so then you have bad players who underprice because and then basically it's a race to the bottom, which sucks, right? And so with on time on budget, the big concern that every every consumer or every homeowner has is is this going to be is this going to be on time is it going to be on budget, right? Um and so with an on on time on budget guarantee, what we do is we say So you already raised your prices, but I would say like you could probably get away with raising them even more. But this is my process of doing this is like we're going to bump price by 20%.

0:43And then this gives you all the leverage you need in the conversation. So if I'm talking to a homeowner, I say, "Listen." They're like, "Well, I've got, you know, two other quotes for less." It's like, "Oh yeah, um did they guarantee time and budget?" No one will. Uh and so I'm like, "Oh yeah, well then I can do it for a dollar." As long as I don't have to guarantee time and budget. And then they're like, "Oh." And you're like, "Right, it's complete make-believe. With me, when you pay this, you know that it will be done by this time and it will be done under this number, period. And if it's not, I'll give you my profit, which I run 20% margins, I'll give you 20% back."

1:18Right. And we just bumped by 20% and you captured on everyone else and you're probably not going to do it. Now what makes this Now here's what makes it a little even sexier is that this guarantee is contingent on one very important thing, which is that they don't change their mind. Which of course they're going to [ __ ] change their mind. That's okay. Of course. And so >> [laughter] >> And so So you this allows you to win every bid, but then you say, "Hey, to be clear, I can guarantee this as long as you're good that this is what we're doing." But then they're like, "Actually, I kind of want the other turf or I want to do that edge. Can you cover that area over there?" You're like, "Absolutely can. I can't stick with this anymore, but like I'm still going to try and hit that goal, but I just want to make sure that you're clear like I can't like you just changed the terms." Yeah. And everyone's like, "Yeah, I want that." That'd be great. So, that's the kind of like no change contingency, which protects you.

2:05And then in the in the rare circumstance where you some they don't change their mind and you somehow go over, you just give back the price raise that we just did. Right? And so, you keep what you were going to make anyways. And so, this covers you on both sides. Whenever you're in a commoditized business, um you're not obviously the goal is not to be in one, but it's like you either have to win on risk as in you are less risky, which is what a brand premium does. Is that like people believe that you're they're more likely to get the good result because of your reputation.

2:33That's the inverse of that. You Now, you can put covenants and guarantees if you don't have a brand, but long-term it's reputation. The next one is speed. Like if they if you can I mean, if you could get the horses healed faster than somebody else, that's valuable, right? Or if you could see the horse faster than somebody else, that's valuable. Um and then uh ease, right? Like how do I make it less friction for you so that you can just drop the keys off, fun of you know, functionally, um and not have to worry about anything else.

3:00>> Love it. >> Yeah. But that's like and we just like whenever we're trying to work with a business that's like relatively commoditized, happens a lot in home services, um is we just try and figure out which of those three vectors of value we can we feel like that that business can win on. Sometimes it's speed, sometimes it's risk, like they never have defects. Like it depends on the business and we just we that's part of the discovery. I knew yours was speed cuz you're faster than your competitors, so that's like that makes sense. Real quick, if you're a business owner and you're not growing as fast as you'd like, I'd like to give you a free gift.

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