We wish a lot of things for our lawn care businesses. We wish for happy employees, a steady stream of income (if not an increase on a regular basis) and for our equipment to stand the test of time and not break down on us for a very long time.
A lot of us also wish for more customers. We want to make a name for ourselves within the community and bring in more revenue for our field service business. But sometimes having that wish come true is not the best thing for your company.
The first, and most obvious reason to dread taking on more customers is the fact that your company may not be ready to take on the load. Pulling in a ton of new customers in a short amount of time can be very stressful for your entire company and it’s processes.
Do you have enough people on staff? Do you have enough supplies and parts? Do you have enough equipment? Does your company have enough time to take on more jobs in a day? These are all questions that should be asked before diving head first into gaining new customers.
The next thing you will want to ask yourself is what kind of customers am I taking on? Are you willing to service any Tom, Dick, or Harry? Are you taking on anyone that says yes when you ask if they’d like a service?
How do you know these customers will be a good fit for your company? Just because they are willing to pay you, does not mean they are the best thing for your company. You want customers you can build a relationship with. There should be an understanding of trust and loyalty among both sides. Agreeing to service every person you cross paths with for the sake of building your customer base is not a smart move. You don’t want your guys showing up to a site that has an impossible landscape to work with, nor do you want the customers to come after your techs or office staff with multiple special requests.
Before deciding to offer your services, decide on the type of customer you would like to work for. Jot down a list of basic “requirements” and don’t settle for every yes you can get.
This may be the first thing you ask yourself, or it could be the last thing, but why do you want more customers? Are you looking to raise revenue? Expand your reach? Did someone tell you you needed to build a bigger customer base?
Before going out as a door to door salesman, ask yourself why you are looking for new customers. Perhaps you are looking for more revenue. But could this be solved by pushing or upselling services your current customers have not tried yet? Are you trying to outshine your competition by having more customers than them? More isn’t always better and in certain circumstances can hurt your business.
Gaining new customers can be a very positive experience for a company. However there need to be certain factors that are considered before jumping head first into doubling your customer base. When exploring the option of taking on new customers remember to ask yourself:
- Is my company ready for more?
- What kind of customers am I pulling in?
- Why am I looking for new customers?
Looking for other ways to improve your business? Download our Green Industry Benchmark Report today to find out what your peers are doing and what they plan to do with their field service business.