Selling Dryer Vent Leads For Appliance Repair Companies
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Selling Dryer Vent Leads For Appliance Repair Companies
For us this isn't a huge money maker, $500 - $700 a month. Of course we haven't tried very hard either. $500 - $700 a month could also be accomplished by taking an extra service call or two or three. This number could be magnified a lot depending on the size of your company. We mainly did this as a proof of concept which was successful.
Background
Our company generates quite a few dryer vent leads. This SOP addresses the challenges and method of selling dryer vent leads.
Challenges
Solution: Consistent Pipeline
Solution: Consistent Pipeline
This splits into two solutions:
A: Get a dedicated single tracking number is needed to control the lead flow. Use this number on your website, magnets, etc.
This is for simply having a single source phone number which never changes. The number can then be re-directed to needed to new buyers, instantly. One number forever. Here at ASAP Appliance Repair of Albuquerque created a dedicated landing page for this. We even created a dedicated magnet for this which techs handout to every single customer on the way out. We have found this it actually generates dryer vent cleaning even on refrigerator and dishwasher calls etc. because a lot of people just feel they have to proactively do it, even though we don't suggest that.
B: Galvanizing Techs. Dryer calls that conclude with "a clogged" vent will naturally generate a referral to.......some company out there, but which one? Here are the 4 levels in order of weak to fire to ensure every single referral goes to our distribution number:
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Solution: Rapidly Converting Dryer Vent Cleaning Companies Into Buyers
Finding & Converting Buyers
A. Rapid Engagement
In my opinion conversations with any potential lead buyer of any type are futile and time consuming. Worse we know from historical observations with consumer feedback focus groups people that say "YES" might actually be "NO" people, people that say "NO" might actually be "YES" - they just need to be convinced properly. Asking a stranger for money up front is hard. Conversations take time and understandably, most people have skepticism whenever they hear promises from a seller. The solution is forwarding Dryer Vent Leads free of charge to each prospective company without asking - a presumptive trial. To date we have not had any company say "please stop sending me free leads". There is no more powerful technique to eliminate conversations to zero and friction to zero by simply sending dryer vent leads to a prospective customer in your area today without asking them.
Of course this is just one way of doing this.
B. Rapidly Turing Dryer Lead Buyers
A google search shows over 30+ dryer vent cleaning companies in the Denver area. Assuming we feed each vent company free leads for 2 weeks and assuming we don't find the right buyer until the end this could take a year. No thanks. So we combine our tracking number with splitting - the tracking number we use can be distribute it to multiple numbers down the line. This way, you can handle one single tracking number to your customers, and then it simply is split to multiple companies. You can put up to five companies on a trial at once.
There's lots of different ways to do this, but we use a service called Hosted Numbers and it offers a custom schedule. We have it set so that each company gets the leads automatically on a certain day of the week, Vent Company A = Monday, Vent Company B = Tuesday, etc. Our trial goes through 5 companies at once. This speeds up Turing time by 5x. In 2 weeks you'll have 10 weeks worth of date. Here is screenshot showing the scheduling feature, we had 2 companies in trial. Company A got free trial leads M,T,S,S. Company B got the leads the other days.
The longer the free trial the better. I believe 30 days is a good start. The longer the more likely the leads becomes institutional part of their business needs which increases the odds the buyer will convert to a paying customer. Of course, it depends on the volume of leads you produce. If you produce 50 leads a week, it would only take a week of someone to say, "Yes, I definitely need this.
C. Quality Control
The service we used, HostedNumbers records all calls. Call Recording is announced to both the customer and dryer vent company by our service so no legal violations here. Simply login to the HostedNumbers portal and listed to intake calls. You'll quickly determine which companies are motivated. After listing to a few calls you'll quickly hear which companies consistently answer, eagerly answer and are hungry for business.
D. Identification & Transparency
So you have started presumptively sending dryer lead calls to a company or you've inducted them first. Either way, how does the dryer vent cleaning company know which leads are which their own or yours? They probably won't accept "Oh yeah, we sent you 50 leads last month." Easy. The service we use called HostedNumbers automatically supplies a whisper tone, so that when your prospective dryer vent lead company answers the phone, they will hear a brief introduction, such as "Dryer Vent Lead from ASAP Appliance Repair" prior to the customer connecting.
E. Conversion & The Offer
Its time to convert the companies into paying lead buyers. But when? I think after about ten confirmed booked dryers vent cleaning calls its time. The revenue labor from 10 Dryer vent cleaning jobs calls @ $150 each is easily $1,500 or more, solid proof of value.
Suggested call script:
This is Joe from XYZ appliance repair. The word on the street is that you've been doing a great job with servicing our customers who need dryer vent cleaning. I see that you've helped quite a few of them out in the last month. We would like to make you our exclusive dryer vent cleaning partner. For every one lead you receive to us, we're sending two or three to your competitors. Would you like to get them all and start being our exclusive partner? Its just $XYX.XY per confirmed lead. Unlike Google, you only pay for verified quality leads, you'll never get charged for BS, such as "I need to come fix my kid's tricycle.""
This last line assuages a powerful pain point. If you look in the Reddit forums, you'll see that dryer vent cleaning companies are used to being semi-abused from Google Guarantee and other lead generators. We've been there too - being charged for bogus leads about anything under the sun.
With HostedNumbers calls are recorded so can verify that each lead was booked and only charge for relevant ones.
Solution: Accurate Tracking Of Leads and Invoicing
Tracking of Leads & Invoicing
A: Tracking:
HostedNumbers is again a great solution here. At the end of each billing period you can listen to all the calls and bill accordingly. Most people are honest, that isn't the issue. But regardless of what methods you choose you will ideally need a tracking service which records calls and shows a phone number accounting to both prevent slippage ( loosing chargeable leads that were not forced through your pipeline ) and underreporting ( leaving reporting up to the buyer ). Here is a screenshot showing the report generated for a time period. You can export these phone numbers into a spreadsheet and send that with your invoice for the month.
B: Sanitizing and Invoicing
Use HostedNumbers to review all the call records and bill according to the valid booked leads. Then we use Square for invoicing this. Note you may want to ask your credit card processor if this is OK. Some credit card processors do not like you sending out large bills for services which are not part of your core stated offering. This can lead to suspensions and revocation of your account. Getting a separate account just for leads might make sense to paint on the volume. It's really easy setting up a Stripe account and then just sending separate invoices from Stripe for this purpose. It does not require setting up a separate business. You can still use your existing tax ID and everything. We're just saying sometimes it makes sense to set up a separate account for this type of stuff. Its easy: for example with Stripe they just ask that you create a "new account" for non core payment processing, same tax id, same login, just a different shell to separate payment types, eg main repair business vs selling leads, it takes 5 minutes. Ask your processor to be sure.
Solution - Pricing
Step By Step a Creating Vent Cleaning Magnet - Cheap
Creating a Vent Cleaning Magnet
This is an extra step! Not required! This of course ads to the cost and might change the ROI considerably, we did this as a experiment. Each magnet cost $1.00 or more! We did this as a fun experiment to double down on dryer vent leads. Sticker Mule seems to have the most cost effective magnets.
Use ChatpGPT to make a separate Dryer Vent Cleaning Logo inspired by your existing:
Here is my existing logo. I'm making a separate dryer vent cleaning division. I'm asking that you take this logo and use it as inspiration to make a mascot for someone that cleans dryer vents. The phone number's going to be prominent 505-333-1234 so that it is visible. Again, do not copy this picture fidelity perfect. We're asking you to just be inspired based on the look and feel. The words are going to simply be Dryer Vent Cleaning and the phone number. Go ahead and feel free to use your own interpretations as to how you want to outline these words. The Recap is going to have the words "Dryer Vent Cleaning" logically and prominently, and also the phone number. The format is going to be square since we're using square magnets. Does this make sense?
Print: We Use Sticker Mule, cost effective and high quality magnets. If you use my link you will get a discount off your order.
Step By Step Setting Up HostedNumbers Single Number
Step By Step Setting Up HostedNumbers Multiple Distribution
Also Consider
There are far simpler ways to do this. You can also simply decide on an average price and not worry about listening to all the phone calls. For example, you could just say, "Hey, you'll pay $15 every time your phone rings, with the understanding that some of the calls will not be fruitful." No matter what you do, it's critical that you set up a tracking number so you can log in and see all of the calls once a month. You can also use simpler things such as OpenPhone to do the same. OpenPhone is an expensive alternative and the same thing. You can log in once a month and just count all the calls. As a matter of fact, Open Phone integrates with Zapier, so you can even set it to send you updates to a Google Sheet. It automatically compiles a monthly report every time the phone rings.
No matter what, you will need to set up a very simple forwarding mechanism so you can just count all the calls each month for strict accuracy of reporting.
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