Cost-Plus-Preismodell im Dachdeckerbetrieb korrigieren

0:00Unternehmer/Gast How do you scale a small family roofing business? I'm the sole person who handles all the back end paperwork, client acquisition and sales. My family My family handles the installing of the roofs. We don't have much capital. >> We have to solve capital first. Cash flow first. >> Right. >> Honestly, this is this is a money models and sales issue. >> You got a book coming my friend. >> Yeah, it's a money models and sales issue. So, what's really crazy and like by the way, everybody who's listening to this who's in home services, you guys are the most the the most guilty of this. You guys do this more than just about anyone, which is you do this cost plus pricing. And that's why everyone's like, "Oh, the industry average in you know, in in roofing, in plumbing, in HVAC, in whatever home service you want is so low." It's so yes, cuz everybody just says, "Oh, it cost me a hundred, so I'll charge a hundred plus." It's like, "Dude, that's not like the customer doesn't care what it costs you. They don't care."

0:49>> Well, they actually even show people the cost and they do a plus. >> It's it's it ridiculous. You You just said like cuz cuz also be Because then what happens is and here like think about this for a second. You actually have a disincentive to decrease your costs. Why? Because when you increase your costs based on your pricing method, your absolute profit goes up. Net by percentage goes down. I want to be clear. But like then you're quoting things at higher jobs at higher amounts because cost plus is like, "Okay, well if it's a hundred dollars versus a thousand dollars, then a twelve hundred dollar deal versus a hundred twenty dollar deal, there's twenty dollars versus two hundred. So, we have no incentive realistically to decrease our prices, which is ridiculous." So, we should be thinking fundamentally, what is the customer want and what are they most afraid of? In any kind of the home services type stuff, the thing they're most afraid of is that it's over budget uh and that it breaks long term. And that it happens too slow.

1:46Okay? And so, we need to pick one or multiple of those vectors to guarantee against so that a customer says, "Oh, this is different than the other thing because they have guaranteed against my downside and for that reason I'm willing to pay a premium for the insurance that comes with it. >> That's so good. That's so good. By the way, um the the other problem with the cost plus is the easy way out of just sending a quote. So, if you can just if you can just do those two things, don't deliver don't just send a quote on email or text.

2:15Um and when you're actually delivering the quote, use those three vectors as as Alex was talking about and you can actually say, "Oh, all right, this is the fear that they have." And you can insure against that. They automatically go like, "Oh." That that's the value, right? Cuz as soon as you de-risk them, they'll pay for whatever. Which is good. Awesome. >> 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 acquisition.com/roadmap, plug in your business information, and if you want us to actually help you de-constrain the business and you're trying to scale, we'd love to help you out. On the thank you page, you can just 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.