Do you have any rebuttals for customers Steve? Any info is much appreciated.
As far as rebuttals for the sale process? Well, I was thinking about the aeration and fertilization service. If you could combine the two together and maybe a third service like the fall cleanup, you could potentially make an offer like this to the customer that is skeptical.
'I will take a picture of your lawn before and after the service and if it does not show improvement, I will refund 100% of your money for the fertilization and aeration service. That's how confident I am that the service works.'
Maybe you only offer it where there is an additional service that wouldn't have to be refunded, just in case. Like yard cleanups and gutter cleanouts.
You make them this offer and then upsell them on the additional services and the customer gets this guarantee their lawn will look healthier. You both potentially win.
I hadn't seen this applied yet, but it could be a great way to really get more upsells. The customer would have to sign on for all the services in order to get that guarantee. It's the kind of thing that would make the average person potentially want to jump on it.
What's your thoughts on that?