Are cheap competitors actually your fault?
This is probably going to rub some people the wrong way, but I think it’s worth talking about. A lot of service business owners complain about cheap competitors. I get it. There is always someone willing to do the work for less. In my industry, I’ve seen people charge prices that make no sense once you factor in drive time, labor, supplies, fuel, insurance, taxes, and the actual time it takes to do the job right. But I also think we have to be honest as business owners. If the only thing a customer understands about your service is the task itself, they are going to compare you against the cheapest version of that task. For us, that would be: “They scoop dog poop.” So the customer starts comparing: price frequency who can come sooner who seems cheaper That’s a weak position to be in. The customer has no reason to value the difference because we haven’t explained the difference well enough. That’s where positioning matters. For us, we had to get much better at explaining what the customer is actually paying for: proactive communication reminders before service on-the-way messages gate photos after every visit waste hauled away thorough multi-pass yard checks professional invoicing and scheduling reliable weekly service trained and background checked technicians a company that shows up consistently Those things matter to our best customers. And when we looked through our reviews, customers were already telling us that. They were saying things like: “worth every penny” “like clockwork” “one less thing to worry about” “they text before they come” “they send a picture of the closed gate” “they take the waste with them” “our last company left the gate open” That changed how I thought about cheap competitors. Some customers will always choose the cheapest option. That’s fine. But if too many good-fit customers are comparing you only on price, your message may not be doing enough work. Your marketing should make it clear why your service costs what it costs before the customer ever asks. That means talking about: risk trust reliability communication safety convenience consistency the cost of hiring the wrong company The cheaper competitor may still win some customers. But I don’t want to lose the right customers because I failed to explain why we’re different. Are cheap competitors hurting your business, or is your positioning making it too easy for customers to compare you on price?Are you using your customer reviews to improve your marketing?
I recently had Claude scrape and organize all of our Google and Facebook reviews, then I put the findings into ACQ AI to see what needed to change in our business context, avatar, offer, and marketing. It was honestly one of the more useful marketing exercises I’ve done. Because the reviews showed what customers actually care about. For us, the strongest themes were: communication reliability thoroughness gate safety haul-away professionalism being kind to customers and their dogs Some of that I already knew. But seeing it repeated across hundreds of reviews made it a lot harder to ignore. For example, customers mention our text communication constantly. They like knowing when we’re coming. They like the 30-minute heads up. They like the “all done” message. They like getting a picture of the closed gate. That tells me communication is a major part of the service experience. Customers also bring up gate safety a lot. That matters because many of them have either had a dog get out before or they’re afraid it could happen. So if I’m writing ads, emails, or website copy, I probably need to talk about safety and gate photos more often. Another big one was haul-away. We take the waste with us instead of leaving it in the customer’s trash can. I’ve always seen that as part of our service, but the reviews showed customers notice it and care about it. That becomes a marketing point. The review analysis also confirmed something important about price. We are on the higher end in our market. Customers still say things like: worth every penny more than fair I’d pay twice as much That tells me our marketing should not be built around being cheap. It should explain why the service is worth more: better communication safer access cleaner yards less smell less stress more trust I think more home service businesses should do this. Your reviews can show you: Why people hired you in the first place Were they overwhelmed? Burned by another company? Too busy? Embarrassed? Dealing with a life event? Why they stayed Was it communication? Quality? Reliability? The technician? The process? What they say when price is no longer the main issue Those exact phrases should influence your ads, website, emails, and sales scripts. What your unique selling proposition actually is Sometimes the thing customers love most is different than the thing you keep promoting. Where your systems are creating trust or friction One bad review about repeated follow-up texts told us something important too. Automation has to respect opt-outs and avoid making people feel chased. The biggest takeaway for me: Your best marketing language is probably already sitting inside your reviews. You just have to organize it, look for patterns, and let the customer tell you why they chose you. Have you ever gone through your reviews and changed your marketing based on what customers were already saying?
How do contractors handle charging markups on materials without feeling guilty?
How do you get over the “guilt” of product markups. Of course when you’re offering a service that includes a product or material there’s going to be markups involved, but I always feel like I’m doing something wrong, almost like they’re going to go to the store and come back with “you charged me $17 per unit when the store only charged me $15 per” is there a way to get over this?
Best way to gain more clients?
Hello everyone! I am new to the entrepreneurial world. I recently started a lawn care and landscaping business. I am curious what have other had most success with when trying to gain more clients? Paying for ads on social media, go door to door and hand out flyers/cards? What's the best way to go about things?Price Transparency
None of the locals have any pricing on their websites. As a customer I hate searching for general pricing. I'm considering posting my trip fee and pricing for some of the more common tasks a handyman would do. Tough to do for more custom jobs or problematic installs, but it seems that letting a customer know up front that replacing a basic ceiling fan is $99 labor may save them, and me, some time. Thoughts?
When Competitors Race to the Bottom: How you Can Push Back—Without Slashing Prices
The Pain Backflow work has become a Craigslist price-war: unlicensed techs quote 30 % below cost, plumbers toss in a “” freebies" to win a bigger job, and customers—squeezed by the economy—grab the cheapest line item they see. Result: we’re pitching value while they’re slinging bargain stickers, and it feels like we’re getting chopped at the knees. How do I handle these "Cheap competitors" and Hold the line on value?How Referral Systems Are Changing the Home Improvement Game
Referral programs aren’t new, but they’re becoming a huge part of the home improvement world. Homeowners want trusted pros, and contractors want more jobs—referrals make that happen. Why They Work People trust word-of-mouth over ads. A referral from a friend or neighbor carries weight, and when companies reward that, it’s a win-win for everyone. How People Are Using Them Homeowners save money – Discounts or perks for referring friends. Contractors grow their business – More jobs without spending big on ads. Loyalty programs – Earn rewards for multiple referrals. Community referrals – Nextdoor, Facebook groups, and forums are full of trusted recommendations. Make It Work for You If you're a contractor, a solid referral program can bring in quality leads without the heavy marketing costs. Try something simple—offer $50 off the next project for both the referrer and the new client when they book. It’s an easy way to keep customers coming back while bringing in new ones who already trust your work. Are you currently using a referral program with your business? Drop a comment!What happened after I changed my marketing to use the exact words from customer reviews?
I recently shared on this post about using customer reviews to improve your marketing: Are you using your customer reviews to improve your marketing? | Home Service Community - 12894 Since then, I’ve been paying even closer attention to the exact words customers use when they describe why they hired us, why they trust us, and why they keep paying for the service. That has changed how I write ads, follow-ups, website copy, and even how we talk to prospects. For us, the reviews kept repeating the same things: “worth every penny” “like clockwork” “one less thing to worry about” “they text before they come” “they send a picture of the closed gate” “they take the waste with them” “I was embarrassed by how bad the yard was” “our last company left the gate open” “there aren’t enough hours in the day” Those phrases matter because they came from real customers. So instead of trying to invent clever marketing language, I started using the language customers were already using to explain the value. And I’ve noticed a difference. Prospects seem to trust us faster. They already feel understood before we even get deep into the sales conversation. When someone sees an ad or follow-up that speaks directly to the thing they’re worried about, the conversation changes. For example, if someone is worried about their dog getting out, talking about gate photos immediately matters. If someone is embarrassed about a winter backlog, telling them we handle those all the time and they’re not the worst yard we’ve seen matters. If someone is comparing price, showing that other customers call us “worth every penny” matters. If someone is busy and overwhelmed, “one less thing to worry about” hits harder than a generic service description. This has helped us close a higher percentage of people because the marketing is doing more of the trust-building before the call or quote. The prospect shows up with a higher willingness to buy because they already see themselves in the message. That’s been one of the biggest lessons for me. Your reviews are not just social proof. They are market research. They tell you: who your best customers are what they were dealing with before they hired you what they value most what they were afraid of what language makes the service feel worth it what separates you from cheaper competitors If you’re only using reviews as a 5-star badge on your website, you’re probably missing the best part. Read them for patterns. Pull the exact phrases. Use those phrases in your ads, emails, quotes, sales scripts, and follow-ups. The best marketing language is often already sitting inside your customer reviews. Have you changed your messaging based on the exact words your customers use?$200K in 2 Years: Here's How!
My 5-Step Process for Creating a Recurring Revenue Stream for Any Service 1. Identifying the Right Service Assessing Your Current Services List your current service offerings. Identify frequently requested or needed services by customers. Look for easy opportunities ("low-hanging fruit") where you can add value quickly. Understanding Customer Pain Points Conduct surveys or interviews with current customers to uncover recurring problems or unmet needs. Analyze customer feedback, reviews, and service history for trends. Conducting Competitive Analysis Research competitors' recurring service offerings. Identify market gaps that your business can fill effectively. Brainstorming Potential Services Examples include: Regular maintenance checks Seasonal services Safety inspections Ongoing support 2. Creating Your Recurring Revenue Model Designing Service Packages Develop tiered service packages (e.g., Basic, Premium, Deluxe). Define what each package includes, such as service frequency and additional benefits. Setting a Pricing Strategy Competitive Pricing: Compare with similar market offerings. Cost-Plus Pricing: Calculate costs and add a profit margin. Value-Based Pricing: Base prices on perceived customer value. Offer discounts for long-term commitments (e.g., annual subscriptions). Exclude material costs; instead, offer them as add-ons with a markup. Structuring Membership Programs Take the time to design the membership model and structure. Create exclusive programs offering: Priority scheduling Special discounts Foster community through email campaigns and newsletters. 3. Building and Testing the Service Operational Setup Develop clear processes for service delivery (e.g., scheduling, protocols). Train staff to maintain consistency and quality. Invest in tools and technology, such as CRM systems, scheduling software, and automation tools. Launching a Pilot Program Test the service with a small group of loyal customers. Collect feedback on the experience. Measure metrics like customer satisfaction, cost efficiency, and operational performance. Making Adjustments Refine services based on feedback. Adjust pricing and processes as needed. Streamline operations for efficiency. 4. Bringing the Service to Market Crafting a Marketing Strategy Develop a compelling value proposition. Highlight benefits such as convenience, cost savings, and peace of mind. Utilizing Marketing Channels Leverage email marketing, social media, local ads, and direct mail. Create sales funnels tailored to each channel. Use testimonials, reviews, and case studies to build credibility. Sales Tactics Train your sales team to communicate the value of recurring services. Use upselling techniques to convert one-time customers to recurring clients. Introduce limited-time promotions or discounts to attract new customers. Retention Strategies Create nurturing sequences for customer engagement. Provide excellent customer service to maintain satisfaction. Regularly check in with customers and promptly address issues. Offer loyalty programs and incentives to retain clients. 5. Managing and Scaling Operational Management Use robust systems to manage subscriptions and memberships. Avoid overloading current systems or staff; rely on technology for efficiency. Continuously monitor service delivery and customer satisfaction. Scaling Up Expand offerings based on customer demand and market trends. Consider geographic expansion to reach new markets. Fostering Continuous Improvement Regularly review and refine service packages and pricing. Stay informed on industry trends and innovate services. Act on customer feedback to ensure ongoing improvements. Any questions feel free to reach out!
