Free spring clean ups?

[jim carpenter]

jfishenter
How many new season lawn jobs do you want? What was the advertising you were using to get the previous customers? And what was the response to your ads? If your nervous about not having enough work give away fall cleanup rather than spring. I would not ever give away an entire service except if it was for charity or a public service which would be something that a paper would pickup and you could get some free name reconition , I don't tell anybody about charity work. This is something I put together but you can switch profit centers around and the discounts you want to give.

Season long fertilization and care program for your lawn (10,250 app. square foot lawn $350.00) 5% discount for all payments made in full, 10% discount with lawn service,
10% discount with spring clean up, call now for 25% discount details
Special Bonus call now and sign up before march 15th and receive a free lime application an $ 87.50 value.

[jfishenter]

OK, I'm convinced. Free clean ups was probably the dumbest idea I've ever had. You guys have A LOT of valid points. I'm just going with the discount for clean ups with a service agreement. Worked pretty good last year.

[Elwood]

Oh Boy, I hate FREE, but......

If you want to use the all powerful FREE word, here is a good way to do it.

Offer something "FREE" that you are not trying to sell them. Offer them something free that is an upsell. If you are targeting a potential client for mowing, don't offer free mowing or discounted mowing. Offer a FREE bush trimming job or weed control, something they can see right off the bat. Offer a FREE upsell to expand the possible services that you can get from that client. OF COURSE, you MUST have a maximim $$ amount for that, say "Maximum value of $50".

Why? If you do a good job and they are satisfied with your service, they will pay for that service next year, or later that same year, depending on what service you offer for FREE.

Also, offer a FREE coupon book for other services. Say $100 worth of coupons towards other services. $25 off weed control, $25 off fertilization, $25 off bush trimming, $25 off mulch installation. Most people do not use all the coupons, but they feel they are getting something for FREE when they are signing your contract for service. Whatever services you offer, whatever amounts. Just bill them for the full amount and if they want to use a coupon, they need to send it in with their check. Don't automatically deduct $25 off a service because you know they have a coupon, make them use it. Also, the coupon is NOT transferable and DOES expire after Dec. 31st of THIS year.

The most important part is...... You MUST have a clause in your contract that states...."If the contract is canceled for any reason before Dec, 31st, the full amount of the (service provided for free) will be included in your final bill."

This will keep them from getting the free service, then canceling you right off the bat. Be sure they understand this when they hire you and SIGN ON THE LINE.

I hate FREE, but it is a tool, that if used properly can not cost you a lot, can help land accounts, gain upsells and for a long term client, can be a pretty cheap "cost" to "buy" that account.

Good Luck!

[justmjc]

Or maybe you can charge them a set rate of $30, $35 or whatever for maint. and add on services in the form of payments. Ex.) Package add ons for fall aeration $2 or $3 extra per week. Fall clean $5 extra per week. This breaks the bill down to affordable prices while allowing yourself to sell more business. Spring cleanups should be billed for 1 time deals. If you set up a payment plan for these mentioned above, write in your contract that if they terminate service, they forfeit the money and the service because the payment was not completed, nor the agreement fulfilled.

[Rhodester]

The coupon book is a great idea and simple enough to advertise up front.

"$100. in FREE coupons with FREE consultation and estimate."

Maybe break it down equally for each service you provide.

A $100. coupon book is probably not going to be thrown away.
Chances are, they need at least one of those services or they wouldn't have called you in the first place.

I'd give one to every potential customer I meet with, contract or not.

If they only use one service, your foot is now in the door...

Outstanding Elwood, thank you very much.

Dave

[Elwood]

Dave....Be careful here.

I'd give one to every potential customer I meet with, contract or not.

Bad idea. You are giving your services away, one at a time, for a reduced rate. Basically giving profit away for MANY one time jobs, only to land a few small full time jobs. People are price shoppers and if they can take advantage of you, they will. The amount of full time work you would receive will probly be pretty small compared to the full time work you would get.

Use the coupon book as an INCENTIVE for them to buy (sign a contract for a full season)

The $25 you are giving away will be recovered with the profits of 26+ mowings thru the season. If you just do coupon work, you are working for NO profit with NO way to recover it.

In short, you are not REALLY giving away FREE, you are giving away FREE with the oportunity to earn it back.

Of my coupon books passed out to new clients, (mine are for $150) Each client only uses about $50 worth of coupons each year.

[Rhodester]

I hear what your saying Elwood.
I've certainly done a few one-time jobs, but even a one-timer is yet another mouth to spread the word.
Usually, one service leads to another and another as trust builds, and the quality of my work becomes evident.
I have a number of customers that I don't mow, that are easily as lucrative as some of my straight mowing accounts.

Unlike a doorhanger or business card, the coupons provide a menu of services that the potential customer may "perceive" to be valuable and thus be more likely to retain for the future.
The coupons are only a one time discount for a service that may be repeated many times.
Whether or not the coupons actually have any real value can be up to you and how you bid.
I think the perception of value is the key.

Thanks again,

Dave

[Seascape]

Consider something more along these lines. ,,, Create a coupon book similar to the one you get w/ a car. Make a payment coupon book of sorts. at differant intervals insert a dated coupon that they can send w/ theyre timely payment . Have the promotional coupons seasonally positioned. Like 25% off a broadleaf application in june. This isnt something i do ,just something i thought of being its 7 degrees w/ wind chill and ive had plenty of time to sit around and come up w/ stuff that may or may not make sense. Toss it around ,tinker w/ it and feel free to refine this idea.
mike

[jfishenter]

I figured I would get some responce when I started this thread, but I did'nt think it would produce this many different ideas for customer incentives. After reading them all I've decided not to use any of them( although I appreciate everyones thoughts and input) I'm just going to offer customers quality work for a fair price. After all, that's what they want anyway. Right?

[RRS]

That's the best idea I've heard yet. Do good work, get referals, and don't give away anything.

[Rhodester]

J.,

"I'm just going to offer customers quality work for a fair price."

I'm sure you will do quality work for a fair price once you get the job.

First, you have to get the call....

Dave

[edger]

Originally posted by Rhodester

First, you have to get the call....

Dave

I did call him and we had lunch

Chris