Don’t Hide The Fact That Your Business Is Profitable
Don’t hide the fact that you are making a profit at providing snow management services. While it may seem like everyone is plowing snow, the fact is we are in the minority. We provide a necessary service that requires specialized equipment, special talents and tremendous dedication to our customers. Customers should be glad we are there – ready and willing to provide services under terrible, and often unsafe, conditions. Sell these benefits of dealing with your company, no matter what size fleet you run.
Most importantly, keep in mind that we are in the snow and ice management business year round. While most of our customers only think of snow just before the season, we should be thinking about snow all year long. When we are asking about the landscape maintenance business or tree care business, or sweeping services, we should ask about the snow business too. When we do a landscape installation (or irrigation installation, paver installation, etc.) we should ask who does the snow and ice management. Are they happy with the service they are receiving? If they say yes – then that is good for the customer. We should tell them that they are lucky to have a good contractor, but if they become unsatisfied, or if the incumbent stumbles, could we please have the opportunity to secure the business?
For those contractors that are in the plowing business to make a profit, it is a profit center that gets considerable attention throughout the year. You probably don’t have a problem quoting new landscape business in January. We shouldn’t have a problem quoting snow business in June and July either.