Das perfekte Angebot für Handwerksbetriebe

0:00Unternehmer/Gast Any 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 bud 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 also, 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 the 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 shit." 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, >> Mhm. >> 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. How does that feel? >> I love that. I don't think they're going to love that. Probably. >> Probably. And you don't need to be limited by this. You can You can make it more than that. >> that? >> Yeah. Well, okay. The second thing is that So, maintenance plan. So, kind of like I was saying with vinyl earlier on the horse side, it works the same way. I I try to do this one with every service business I can.

2:38It is Okay. Um there like turf is going to have get damaged. It'll get the edges will fray. You would You know the [ __ ] better idea. You need something, right? That's going to happen. So, I I like having as as little of as like the lowest price possible if I want them to say yes, because what I want them to do is just buy a sales consult. >> Mhm. >> Right? So, I'm going to come back a year from now and we'll cover repairs up to twice this number.

3:05Um and that's what most people do. We're going to just do that. >> What do you mean by twice this number? >> So, let's say it's 200 bucks a year. We'll cover up to $500 a year in repairs. >> Uh-huh. >> We make up the prices on repairs anyway, so whatever. Right? So, it's like I'll give you twice the number uh on the repair cost. Uh anything under 500 bucks we'll just handle. Um and we'll come out and just keep it as like it'll double the life of the I'm sure you have some stats, but it's like, you know, if if you're buying the turf, it'll it'll double the duration of it. And if you plan on selling the house in the future, the last thing you want to do is have to redo the turf for somebody else to enjoy.

3:35Alex >> For sure. >> That's what I would say. That's how I pitch it. And so, we'll [ __ ] It's like, yeah. So, once you do it, what people don't realize is if you're going to sell the house, they can sell it looking like [ __ ] cuz it's just wear and tear. If we do this, it'll add to your home value rather than being something you have to replace later. >> Got you. >> And you get dinged for it. Um so, the maintenance plan And so, here's the here's my favorite way of doing it. Which while I if it makes sense for you, you can try and adopt this, but I like the way you already outlined yours, but the way I would do it is like um You could have it be $500 a year.

4:08Right? >> Mhm. >> And then you say, "Or you can just leave me a five-star review." And I'll throw it in. >> I have to say at the top of my head too. >> So it's like it's 500 bucks a year, it's what most people do. Um, and we're running a deal right now where if you leave us a five-star, um, we'll comp it. >> Per person? >> Yeah. >> I'm not sure.

4:38>> Now, does does the um does the same person who does the work do the kind of like the the walk-through, you know, like the it's all done, let's wrap up? >> Yes. No. >> Okay. >> The person who makes the sale >> Yeah. >> is So, currently how it's set up is the salesperson is the product manager, basically shows facing. Um, so he's there with with through this process and does the final walk-through with the client.

5:02>> Okay. So, that's good. They're not the laborers per se, right? Okay, so here's here's what's magic. So, when you have that conver- when that guy has that conversation, says, "Hey, um you know, we have a maintenance plan for $500 a year." All the stuff I just said. Um, and or, you know, "And right now, ownership is running a special where if you just leave us a review, um, it'll be free. And if you do leave the review, the guys get a little spiff and it, you know, it'd be a lot to them."

5:30>> Mhm. >> If if he says it about the guys and he's not the owner, >> Mhm. >> it crushes. Because it's like as long as you if you can Have you heard Jose did an awesome job? Like they get a little spiff, it means a lot to them and their families and like you'll get 500 bucks for free. >> Okay. >> And everybody does it. >> Got you. That makes sense. >> Real quick, if you were 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 deconstruct 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.