Transcript
0:00
Corner were you asking questions
0:01
handsome live right here on Facebook had
0:03
another User submitted question
0:05
um which actually was a good problem and
0:08
a bad problem all at the same time so a
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gentleman was using simple gross upsells
0:13
um traditionally upsells give some
0:15
background go out between five and eight
0:17
times throughout the season based on the
0:19
seasonality pain points
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um the good problem that was created is
0:23
on average these simple growth upsells
0:25
that are sent out through a segmented
0:27
process throughout your CRM where you do
0:29
your scheduling billing these automated
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emails and text messages that go out for
0:33
these upsells on average in a company
0:35
doing uh about a half million Beyond as
0:39
long as they got a decent sized database
0:40
are generating 60 to 80 estimate
0:42
requests in the first 24 to 48 hours
0:45
um they've been so successful in this
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gentleman's case that he actually was
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asking to turn off the third
0:50
notification of three for the upsells
0:52
because he had 60 to 80s requests
0:54
sitting there
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and he said Mike I don't have the
0:58
bandwidth or time to actually get all
1:00
these estimate requests out
1:02
um from these upsells that are being
1:04
generated from the simple growth upsells
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so uh what we're going to be doing today
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is going in and actually giving a little
1:09
high level overview of what it looks
1:11
like
1:12
um previously and what the new options
1:13
are now to actually expedite these
1:15
estimates and I'm going to give you some
1:16
best practice when you're using the
1:18
upsells inside of simple growth estimate
1:21
upsell
1:22
um so without any further delay we're
1:23
going to open this up and actually show
1:25
you what this can look like
1:26
so the first thing we're looking at here
1:28
is the old way people would actually go
1:31
to your website for an estimate request
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I want to put this in perspective
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because a lot of times some people will
1:37
see the estimate requests and request an
1:39
estimate or some other people will see
1:41
the email and actually go to your
1:43
website and actually uh do a little
1:45
research on the service and then request
1:47
an estimate there but really what we've
1:48
got here is basically a five-step
1:50
process in the traditional Manner and
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you can kind of see up to the right here
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we've got the request and estimate so
1:57
really what people are doing is they're
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filling out a form
2:00
um we're getting an email sent to our
2:01
office and hopefully the potential
2:03
consumer or customer letting them know
2:05
we've received the estimate request uh
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people are traditionally doing double
2:09
entry from the form email into their CRM
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or their software like
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um service autopilot hopefully there's a
2:16
two-way sync there then the estimator or
2:19
the company has to qualify to make sure
2:21
that
2:21
that particular person is in their
2:24
service area and qualify them that it
2:26
actually fits a need so if you don't do
2:27
one-time services and they want just one
2:29
time and not ongoing they're not
2:30
qualified then we need to actually go
2:32
out and call them and physically quote
2:34
this so that's a five-step process it
2:36
lends itself for a lot of time that is
2:39
not needed in the quote process so as we
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continue to go through the process here
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um the problem really is that when we go
2:48
through a website-based process uh only
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58 of companies
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um or 50 of companies never follow up
2:55
but visitors that actually fill out the
2:56
forms requests and really the solution
2:58
is putting real-time estimating either
3:00
your website your Facebook posts or in
3:02
this case real time estimating inside
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your upsell emails or text messages
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um the I don't have the exact numbers on
3:11
the upsells but I will tell you with the
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simple growth upsell emails that it is
3:16
not uncommon by the third time that
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upsell reaches out that our customers
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will reach out to us and say hey turn
3:22
off the third communication because we
3:23
just don't have time to keep up with the
3:26
demand of estimates coming through so
3:28
you no longer have to really turn those
3:30
estimates off I've got a solution here
3:32
that I'm going to show you how to
3:32
actually integrate real-time estimating
3:35
inside your upsells and on your website
3:37
as well if that's something you're
3:38
interested in um but you the use of
3:40
artificial intelligence or AI to provide
3:42
24 service so automated estimate is
3:44
going to reduce those tedious
3:45
competitive tasks and assist people in
3:47
the sales process and you avoid the time
3:49
it takes to quote in person speed wins
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in today's economy
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um whereas my buddy Garrett Matthew said
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speed can kill or the lack of so the
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same thing goes here is true when we
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send out those um automated upsell
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emails through the simple growth upsells
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if you're building them yourself but if
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you're not getting 60 and ads and
4:06
requests in the first 24 to 48 hours you
4:08
should probably reach out to us at sge
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call we can give you some framework of
4:12
how we make these personalized but
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automated segmented where the clients in
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the um
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uh perfect area in the life cycle we
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upsell them so what we're doing is we're
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adding automated estimators to add speed
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and predictabilities and estimates in
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the sales process here and you can see
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this mock-up in this demo Lawn Care
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shopping made easy so what we're
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actually doing is taking and I'll show
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you here in a second right out of my
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email inbox we're taking the upsell
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email when they click to get a quote
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we're driving them right to your website
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or a landing page for that particular
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service and they can get an estimate for
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that lawn mowing the fertilizing Pest
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Control live so no longer do you have to
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be on the hook to provide 60 to 80
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estimates for upselling services we can
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literally drive them I'm interested it
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registers in the CRM like service
4:56
autopilot so you're alerted and they can
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go through an automated online process
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24 7. so that's going to be the key of
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getting those automated emails out
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through the simple growth upsells and
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then driving them right to an online
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automated upsell
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um and like we talked about the old way
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here there's five different ways it
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traditionally would happen on the left
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if they were coming through your website
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um and they didn't click the button in
5:20
the upsell and that happens occasionally
5:22
so I wanted to address that because
5:23
they'll look at the upsell then go to
5:24
the website and then instead of going
5:27
back to email and clicking
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um
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request an estimate the upsell they'll
5:32
actually request it off the website and
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the five steps of filling out a form
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getting an email manually entering the
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CRM qualifying the client and calling
5:40
and quoting um it's just taking way too
5:42
long now with the upsell whether it's
5:44
off your website or right inside of the
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upsell email uh we can basically limit
5:50
that to one or one and a half steps and
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we're just going to basically have this
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bot qualify the leads 24 7 and it's
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going to lie go in and convert it live
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so really it's a one-click shop and
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what's going to happen is your sales
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reps now can work on the hottest most
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qualified leads and haven't closed in
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the leads that are ready to buy can buy
6:09
when they're ready we're going to remove
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the roadblocks and enable leads to
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interact with your brand and buy
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Services when they want to not when it's
6:16
convenient for you so if you've got 60
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to 80 upsell estimate requests coming in
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over 24 to 48 hours let's let those
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people buy and get a live quote for that
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service live through the upsell email
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um
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and basically I want to get an overview
6:30
this I'm going to dive into the actual
6:31
email and show you how this works but I
6:33
want to give you some context to this
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because this is really the new game now
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post covid whoever gets closest to the
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customer wins customer communication
6:40
preferences are changing and really the
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question is are you going to adopt to
6:45
the new on-demand buying that today's
6:47
consumers want we've got Netflix Uber
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doordash instacart all the list goes on
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and on so attaching an automated
6:53
estimator to your upsell emails is going
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to eliminate that time gap between them
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clicking and actually wanting it and by
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the time you actually getting back to
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them whether you do it online or in
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person
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if they're going off the upsell email
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and go in your website they're probably
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going into a lead form and that lead
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form is not acknowledging the person's
7:12
presence on your site and some people
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are going to be hesitant to actually go
7:16
in and fill out that form with this
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automated estimator uh you've already
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have their data inside the upsell email
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and they can click and get a live quote
7:24
and check that off their check box so
7:27
um that is really the the issue and then
7:29
when we're doing these upsells a lot of
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times people aren't reading their
7:32
personal emails until 5 to 10 pm at
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night your office isn't open so even if
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they called for the request off the
7:40
upsell email or when they actually click
7:42
the upsell email you should be
7:43
responding immediately or as quick as
7:45
possible by adopting and putting in an
7:48
automated estimator in here you're going
7:50
to be able to get them a live quote on
7:51
their time and what I'm going to do is
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open up uh my screen here this is an
7:56
example of a simple growth
7:58
upsell email that we actually go in so
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when we build these uh upsell emails or
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text messages or call scripts none of
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these documents come empty uh some of
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this stuff is not award-winning uh
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copywriting but it really gets you a
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good start and we have some methodology
8:12
of why we're writing and hitting certain
8:14
pain points here so if you can't see it
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here we've got an image but uh it says
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hey
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um did you know that grass shouldn't be
8:20
mowed at least 48 hours after a chemical
8:22
application has been applied once
8:23
fertilizer applied the majority of the
8:25
application is on the grass blades if
8:27
you cut your blade cut the blade too
8:29
soon you reduce the effectiveness of the
8:30
fertilizing application throwing away
8:32
your money uh the easiest way to
8:34
maintain your schedule throughout the
8:35
year is have one company do it all and
8:37
we can help so this is an upsell for
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lawn mowing to a customer that doesn't
8:42
have who has fertilizer but doesn't have
8:44
lawn mowing so fertilizing they haven't
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upselling lawn mowing so we're hitting a
8:48
pain point in how we can provide more
8:50
value in this upsell email
8:52
um so the easiest way to maintain your
8:54
schedule throughout the year is have one
8:55
company do it all and we can help
8:57
Callahan's Lawn Care offers a variety of
8:59
services including lawn mowing if you're
9:02
looking to bring all your services under
9:03
one Easy Company
9:05
heading click below and request an
9:07
estimate uh we're filling our lawn
9:08
mowing routes up now and want to make
9:10
you help me make your life
9:12
um
9:14
want to help make your life a little
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less hectic in your schedule
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and simply all they need to do here is
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click to get an estimate traditionally
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this would create 60 to 80 estimate
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requests that a cost a consumer or our
9:26
customer your lawn care company would
9:27
actually have to fulfill on what I'm
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suggesting is we open this up to an
9:31
automated estimator right in the email
9:32
link and I'm going to show you how this
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works but best practice here in all our
9:36
upsells is I'm not interested in lawn
9:37
mowing so if they're not interested let
9:39
them opt out so we don't continue to
9:43
um educate them and upsell the service
9:44
but they will come back and we can
9:46
upsell it next year and that's the key
9:47
to success but when I go in as your
9:49
consumer now I click this button and it
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pops up a new tab here
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um and this is what it would look like
9:54
and here's an example so this is our
9:57
demo account but if we go in uh this is
9:59
probably what it would look like on your
10:00
website or landing page so we go from
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an upsell email where your client can go
10:06
in and click I want a lawn mowing
10:08
estimator fertilizing estimate whatever
10:10
that estimate or upsell is and it drives
10:13
them right to this landing page on your
10:15
website for lawn care services best
10:18
practices we're going to have two to
10:19
three videos here top questions asked
10:22
when hiring a lawn care professional
10:23
shrub pruning proper way to do it spring
10:25
cleanup whatever the services are we are
10:27
upselling here we have a video that
10:29
educates them how a professional does it
10:32
and we overcome any sales and price
10:34
objections up front in the video before
10:36
they actually get a price now the cool
10:38
thing is we go in and the consumer is
10:40
going to say hey Mike it's issues if
10:42
they've ever been here it's going to
10:43
automatically grab the information and
10:46
populate it in here otherwise they can
10:49
go in and type in their address name
10:52
first name phone number
10:54
an email and hit continue and we're
10:57
driving this from the estimate email and
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I'll go through this step by step here
11:01
in a minute but what we've got is a
11:02
preview of on the right what you should
11:04
be doing you should be filling in the
11:05
lawn area on the left we don't just
11:08
highlight it so what we're doing is
11:09
enabling the consumer to get a live
11:12
quote by physically coloring the finger
11:14
or their Mouse the service area and what
11:16
this is going to do is actually go in
11:18
and look at your pricing your pricing
11:21
data tables and if you don't have those
11:23
we can help you with those with industry
11:25
standards that we've been doing with
11:27
hundreds of people each year and get you
11:29
property specific pricing based on your
11:31
pricing so when we go in uh this demo
11:34
counts in red but the normal account is
11:36
in green but for screen shares we try to
11:37
make it a little more obvious here but
11:40
basically all the consumer is doing is
11:42
literally coloring in the service within
11:44
seconds you may ask Mike what if there's
11:46
trees in there well that really doesn't
11:48
matter to an extent because the client
11:49
knows their property lines in addition
11:52
when this happens a screenshot of the
11:54
colored areas automatically saved in the
11:57
software and if you're using service
11:59
autopilot automatically syncs into
12:01
service autopilot for you to confirm as
12:03
well as the custom field of the turf
12:06
square footage of 3000 up here and the
12:08
pricing of all the services we've quoted
12:10
and this is all automated so I'm just
12:12
going in here and I'm literally just
12:13
filling this in here
12:15
super super easy very intuitive after
12:18
the video
12:19
and once again about the trees well they
12:22
know that there's some grass here
12:23
potentially right
12:24
so there's no issue there because the
12:26
consumer could fill in the area and you
12:28
can confirm it with a screenshot that's
12:30
provided with a link right in and passed
12:33
in the service autopilot or inside
12:35
simple estimate so this simple estimate
12:37
service here uh is going to be able to
12:40
do this and once this is here we're
12:41
going to go up and hit save and that's
12:43
going to go in
12:45
and actually create a estimate for
12:48
everyone in here and it's going to be
12:50
thinking here for about five ten seconds
12:51
so just a quick review we're sending
12:54
them an upsell email that's segmented by
12:56
their database we're educating them and
12:59
creating
13:00
um some pain points that happen if they
13:02
don't provide get the service through
13:04
you when they click Send Me an estimate
13:07
it pops up the ability to go in and put
13:11
their specific information in
13:14
and click continue and then once they
13:17
color in that area we go in in the lawn
13:20
care services here are already loaded
13:22
based on your prices so now we can go
13:24
from an upsell email within a minute or
13:27
two the customer can get a live quote
13:28
author upsell based on the simple
13:31
estimate or simple growth upsells in our
13:34
new
13:36
um service offering simple estimate so
13:39
they're going to color in that area
13:41
and they're going to get property
13:42
specific prices here and drive that out
13:45
and they can add that to the
13:47
subscription and it can be per trip
13:49
season contract hourly with a minimum
13:53
and all of these guys come in here and
13:55
then they can go in and hit checkout and
13:57
once they hit checkout it automatically
14:00
goes to a previewed shopping cart they
14:03
can click in here you can customize your
14:06
terms and conditions and when they hit
14:07
order they can actually go in if they're
14:10
using service autopilot and clarent in a
14:13
PCI Compliant credit card form a load up
14:15
they can enter their credit card
14:16
information that's automatically synced
14:18
in the service autopilot and it's ready
14:21
to go with their card on file now and
14:24
one seamless Link in addition the
14:26
picture of the property that they
14:27
colored is there the square footage the
14:29
services and the pricing once again
14:31
we're going in we're clicking this
14:34
area here
14:36
we're going to go in and we're going to
14:37
put in
14:39
the
14:42
service address
14:47
and we're going to put it they're going
14:48
to be putting in their first name
14:51
last name
14:54
phone number
14:57
email
15:07
does the property have a gate so we can
15:09
customize this if they have a gate we
15:10
need a variant or different pricing
15:12
based on the size of gate we can ask the
15:13
size of gate as well I'm going to say
15:15
for this one it has no gate and we're
15:17
going to continue and then it's going to
15:19
literally pull this up and this is a
15:21
test one that's not up here but this guy
15:23
right here
15:27
is going to drive through so we're
15:29
actually
15:33
pulling this up here
15:36
and on the one that is live
15:39
it's going to load in it's you continue
15:42
it's going to tell you what to do what
15:43
not to do and then we're going to like
15:45
literally go in and
15:48
color in the service area
15:51
and once that's ready
15:54
we hit save and that goes to a live
15:57
quote so your clients now can create a
16:00
live on-demand estimate
16:02
um using simple growth upsells driving
16:03
into simple estimates so if you have any
16:06
questions how this would work in your
16:07
service business feel free to hit us up
16:09
at
16:11
www.sgecall.com to see how we can add
16:15
this to your existing simple growth
16:17
upsells or your existing upsells
16:19
um in your software Callahan's corner
16:22
you ask questions we had some live right
16:23
here on Facebook