You Can Sell Way More Jobs Than You Think

Structure your price book with categories, subcategories, and specific tasks, but don't stop there. Create bundled options that encourage upselling and address root causes, not just immediate fixes.

Strategically stock your service vehicles with key items like toilets and water heaters to offer immediate replacements and bundled services at competitive prices, increasing your average ticket.

Design a clear, repeatable sales process for your technicians that focuses on diagnosing the root cause of issues, offering options from basic repair to comprehensive solutions (e.g., water quality for flapper issues), and prioritizing the customer currently being served.

Implement innovative marketing strategies like a '$200 water heater buyback' to attract customers and then leverage your tiered price book and sales process to upsell to higher-margin services.

Define clear core values and use them as a filter for hiring and training. People who align with your values and have the 'get it, want it, capacity to do it' mentality will be your most successful technicians.

Regularly measure key performance indicators (KPIs) for technicians, such as revenue, customer satisfaction, close rate, average ticket, and billable efficiency. Use scorecards and monthly one-on-one meetings to hold them accountable and provide targeted coaching.