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Repeat Business Through Small Projects

⏱️ 41:37 🎤 Michael Pletz
AUDIO EPISODE
Repeat Business Through Small Projects
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Chapters

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  • 0:00
    Small Project Long-Term Gain
    The host introduces the episode's topic: how smaller projects, even initially less profitable ones, can lead to significant long-term business growth and recurring work.
  • 2:01
    Foot in the Door Strategy
    The host recounts taking on an initial 'lift and re-lay' project in a new community at a lower price point to establish a presence, leading to multiple subsequent projects from neighbors.
  • 3:42
    Full vs. Partial Lift & Re-lays
    The discussion shifts to the company's policy of only performing full lift and re-lays, highlighting the problems and headaches associated with partial repairs.
  • 5:08
    Creative Burnout & Diversification
    The host shares how an abundance of repetitive 'lift and re-lay' projects led to creative burnout, prompting the start of the 'How to Hardscape' podcast as a creative outlet and a strategic move.
  • 6:41
    Strategic Pricing Considerations
    The host explains that pricing projects involves more than just profit margins, including factors like desired clientele, portfolio building, and lead source quality.
  • 8:36
    Quantity of Clients & Word-of-Mouth
    The benefits of taking on a higher volume of smaller projects are discussed, including increased client base, more opportunities for word-of-mouth referrals, and greater potential for Google reviews.
  • 11:08
    Brand Building & Longevity
    The host likens brand building to SEO, emphasizing the importance of longevity, quality work (content), and positive referrals (backlinks) for long-term business success.
  • 12:47
    Future-Proofing Your Business
    The host explains how strategic decisions made years ago, like starting a YouTube channel and taking on diverse projects, helped future-proof the business against economic downturns.
  • 16:02
    Upselling & Welcome Packages
    The host details how welcome packages and clear communication about design-build capabilities and project options can lead to upselling opportunities from smaller projects.
  • 18:08
    Profitability of Small Projects
    The financial benefits of 'lift and re-lay' projects are highlighted, specifically their high profitability due to minimal material costs, making them excellent for cash flow and schedule fillers.

Speakers

M
Michael Pletz
Host

Key Takeaways

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Strategically price smaller projects (e.g., 'lift and re-lays') to get a 'foot in the door' in desirable communities or with specific clientele, even if initially less profitable.

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Focus on full 'lift and re-lays' rather than partial repairs to avoid headaches, ensure quality, and offer a more comprehensive, warrantied service.

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Use smaller projects to build your client base and generate word-of-mouth referrals, which can lead to larger, more profitable design-build projects down the line.

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Develop a welcome package that showcases your design-build portfolio and offers clear options (e.g., lift and re-lay vs. full replacement) to upsell clients and expand project scope.

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Embrace 'lift and re-lays' as highly profitable schedule fillers, especially during slower periods, due to their low material costs and high labor component.

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Continuously build your brand by consistently delivering quality work, generating positive client testimonials (like Google reviews), and establishing a strong online presence.

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Prepare for future economic fluctuations by diversifying your services and marketing efforts, ensuring a steady lead flow even during difficult times.

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