Nur Empfehlungen reichen nicht: Gewerbekunden gezielt gewinnen

0:00Unternehmer/Gast I do power washing, solar panel cleaning, window cleaning. Um we we do >> washing? >> Solar panel cleaning. >> Solar panel cleaning? >> Solar panel. >> Solar panel cleaning. Okay, got it. I was like, "Wait, are you selling solar? Are you doing what?" I was like, "Hold on." >> Yeah, window [laughter] cleaning. And um we do like $500,000 in revenue. Um I want to be at a million. >> Supreme, right? >> Yeah, Supreme Power Washing. And uh what I think is stopping me is uh strategies to attract or reach out to business-to-business uh reoccurring clients and if I should just focus on doing that primarily.

0:34>> Okay, so right now you're residential? >> Yeah, door-to-door knocking, yeah. >> So, what are margins now? >> Um >> Profit? >> Oh, uh yeah, we're making $500,000 a year. >> Profit? >> Yeah. >> So, what's revenue? >> Uh >> Top line. Sales. The dollars you collect. >> Uh 500,000. >> What do you take home? >> Oh, uh 250. >> Okay, so half. >> Yeah.

1:00>> Okay. So, and that's all residential right now? >> Yeah, there's a little bit of like some like apartment complexes or >> Okay, so what stops you from doing more of that? >> Um there's just people just call us on the phone by my by luck and we get, you know, >> So, it's referrals is the primary way of growing the business right now. Okay, so you don't have an acquisition channel. And so, the thought process that you have is I'm going to start an acquisition channel and go after commercial cleaning rather than residential.

1:29Alex >> What what's an acquisition channel again? >> So, the way you get customers. >> Okay. >> So, the thought process that you had was how do I I don't right now my phone rings and I'm getting referrals from existing customers who are calling me up and saying, "Hey, can you clean my stuff?" You say yes. But, it's very much dependent on that phone ringing, right? >> Right. >> Okay. So, then you're thinking or you're telling me that what you want to do next is build out a way of getting customers in the door and you want to target commercial.

1:58>> Yeah, cuz we have like this one client that just came upon us and I noticed like it's it's a lot more money and it's a lot more stable cuz it's reoccurring on a monthly basis. >> So, [clears throat] basically you hopefully have seen this before before, right? Organic. You've got OB and then I'll just put affiliates from over here.

2:26So, you've got four ways that you can get you can get clients right now besides referrals, which is what you're currently doing. So, do you have experience with any of these things? Running ads, posting organic content, cold outreach, or do you have like people who already have a lot of these types of customers already? >> I have like a third-party help with the ads. >> Okay. >> Um >> Well, how many Well, okay. Hold on. So, how many customers coming from ads?

2:52Alex >> Um I'm not I'm not >> So, this would be like >> Like I'd be like >> Just for everyone. You've got one of these. >> Yeah. >> Right? So, how much do you spend a month on on the ads? >> 2,000. >> Okay. Do you know if you get anything from it? >> Yeah. Um I would say like we get more like off like door knocking and referrals.

3:17>> Okay, so you door knock. Okay. >> [laughter] >> Yeah. >> Okay, so you So, you're spending 2,000 a month here. You're doing door knocking. So, how many how many deals a month you doing off door knocking? >> Um like 20. >> Okay. 20 >> 25. >> What's the average deal size? >> Like 350 to 1,800. >> Okay, so I'll just call it 500. Okay. So, you got 10,000 a month there.

3:43Does that sound right? Okay, the rest is the phone rings or what other percentage is this? >> Uh like the break >> come from the door knocking or this? >> Uh, probably door knocking. >> Probably. >> Yes, door knocking. >> Okay, so you're saying like half comes from this compared to door knocking? Okay. What stops you from spending like five times more money here? >> Um, the fear of not getting my money's back on the third party doing its job right.

4:09Alex >> Yeah, so I think I think the first like you need to get this in place. You need the data. Meaning you need attribution tracking, which if somebody else is helping you run this, they should do it. Um, and if they don't, then you should probably find someone who does know how to give attribution for for the ads that you're doing. I wouldn't say, "Hey, let's go after a new avatar and build a whole new way of getting customers when you currently have two that are working." Or one that's working, one that we're not sure it's working, but if you're spending $2,000, you're getting more than one deal a week from ads, well, then it's probably working.

4:40Uh, cuz you're spending 500 bucks a week. If the average deal is 500 and you're getting more than that, then you're probably doing okay. >> Yeah. >> And so you might actually be sitting right now on something that's getting five to one or 10 to one, but you're only spending $2,000 a month. And so it's like if we can just bump that to 10, then that would be big. Now, you don't have to jump there immediately. Like go from two to four, two to six, whatever you feel comfortable with, but step one is get the attribution in place. Step two, then increase it provided the attribution, meaning that we can track what we spend versus what we make is good, then spend as much as you can there. Once you've tapped that, you'll have a little bit more cash flow, and at that point, we can make the decision of, "Okay, do we want to open up another paid ads channel? Do we want to spin up more door-to-door guys?" Um, local is the only exception I have for being willing to have more than one acquisition channel. I'm not against it as as hardcore as I am for other businesses. Uh, cuz if you're in, you know, bumpfuck, Kentucky, like there's only 50,000 people. Like you got to reach them as many ways as you can. Um, but right now, uh, attribution.

5:39Spend more if you can as long as the attribution's good. I don't think you should change the business model. I think you should just do more of what's already working, and you just don't know if what you're doing is working, but I can tell you got 50% margins, it's not bad. >> Yeah. >> Yes, sir. >> Thank you, Alex. >> Yeah, you bet. Congrats on the business. If you are a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so, we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so, no matter what you're struggling with, someone else has already struggled with it and solved it. And so, I'd like to give you this thing absolutely free. You can go to acquisitions.com/roadmap, plug in your business information, and if you want us to actually help you deconstruct the business and you're trying to scale, we'd love to help you out. On the thank you page, you book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.