When you hear the word WIN, what pops into your head?
*Having a better team* – *Scoring more points * – *That glorious moment of victory*
Now think of WIN in the context to the Field Service Industry – how do YOU win in the field industry?
Goals to Help Your Service Business get the Upper Hand
Victory in the field service industry can mean two things:
- Growing your client-base
- Increasing your profits
Both of these elements lead to growth in your industry, which is the goal. But how do you work towards this victory?
One team scores two field goals (3 points each!). The other scores a touchdown (6, 7, or 8 points!). Who is winning?
One business has 2000 clients. Another has 200. Who makes more money?
What I’m saying is that not all clients are equal. Some clients will require way more servicing, which means you’ll get paid more. Other clients will complain and ask for callbacks and demand refunds all the time, sucking up your precious time.
In order for you to win, your goal is to always grab more clients, but you also want to make sure you’re getting the RIGHT clients. You only have so much time to play a game, and you only have so much time in your schedule.
So how do you figure out which clients are worth keeping?
- Price your services correctly. If they’ve got two massive rooms that need cleaning, you better think about making them pay by the square foot.
- Think about travel. If they live an hour away from the rest of your clients, is it worth it?
- Don’t deal with the hassle. You know your clients, so you know which ones you like talking to, and which ones make you dread picking up the phone. YOU are the manager. YOU are the coach. Don’t let your clients dictate how the game is played.
Going for Gold
Every athlete wants to win, and every Service Business owner wants to make more money.
The question is, how do you do it?
Just like every sports team needs an audience, you need to keep your clients coming back. You need to grow the best team that you can, so that you do the best job possible. That is the only way to keep impressing your clients, time and again.
A good coach always knows the field and knows how to talk to his players.
- Learn how to gain an edge in your field, and then share this knowledge with other members in your company.
- Market to the right people. Learn to talk to your customers, your leads, other business owners, and your employees.
- Give inspirational speeches like they do in every sports movie ever. Just kidding, that’s not necessary.
A good coach also knows that his team is better because it is UNIQUE. If you start copying your competition, you’re going to lose to them. Focus on making your company much better than everyone else. That means managing better, structuring better, doing the work smarter, and selling better.
You are your company’s coach. You own your business, so it’s your job to set goals for your team.
So, what is your goal?
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Next Week – An in-depth look into recruiting the right players and managing your team.
Patrick Hoffman is Marketing Director at Service Autopilot. He specializes in managing marketing campaigns and giving marketing strategies to the Lawn Care, Landscaping, and Cleaning Industries. When he's not writing, he's reading books on marketing, self-improvement, or science fiction. Contact Patrick: email@example.com