Why Repeat Sales Are the Real Home Services Money-Maker
Repeat sales are 5X more profitable than first-time jobs. Boost your route by locking in loyal clients, planting upsell seeds, and forward-scheduling smart.
KickStart: Stable cash flow gives your business new life. Make repeat customer revenue a priority with consistent systems.
Look, there’s always some marketing “guru” out there pushing the latest trick—new ads, new tools, new platforms. But let’s be real:
You don’t need the next shiny thing to grow your business. You just need to keep your current customers coming back… again and again and again. (You get the idea!) 😁
Why? Because repeat customers (I call them “clients”) are five times more profitable than once-and-done customers. Yep—500% more profitable.
Think about it:
Repeat clients already know what to expect from your company.
They trust you (which is half the battle).
They know what your pricing looks like—no sticker shock.
And best of all? They don’t cost you anything in marketing. You're not spending money on ads to win them over- they are pre-sold!
So, getting customers to return—and return more often—is the easiest, lowest-cost way to grow your routes, fill your schedule, and make more profit without adding more stress. 😁
Let’s play with the Pest Control industry today…
So how do you as a Pest Control Pro (or any other service) get more repeat business?
Glad you asked! Here’s what I would do on every job:
4 Steps to Recurring Home Service Revenue
🪜 1. Talk About Add-On Services (Right Away)
On that first visit, I casually bring up other ways I can help. Maybe I’m there for general pest control, but I’ll mention things like:
Mosquito treatments
Termite inspections
Rodent sealing/exclusion
Ant barrier boosters
Quarterly or bi-monthly maintenance options
I don’t push it hard—this isn’t a sales pitch. I just say something like:
“Mrs. Jones, while I’m here, I noticed a few signs that could turn into an issue down the road. Just so you know, I also offer ___ if that ever becomes a concern.”
Even if they don’t say yes right then, I’ve planted the seed. Next time they see ants or mosquitoes, guess who they’re calling?
🗝️ ProTIP: Speaking of calling, give your CSR’s and phone reps a script where AFTER they book the job they bring up “Additional Service Options. (I hate the word “upsells”!)
🔍 2. Overdeliver Like Crazy
If you want people to book with you again (and to refer their friends), then make yourself memorable—for the right reasons.
That means:
Knock down cobwebs, even if they didn’t ask.
Sweep out the garage real quick if you stirred up pests in there.
Point out problem areas and give quick tips like,
“Wow, that standing water near your A/C unit? That’s a mosquito magnet.”
This kind of stuff turns a good service call into a great one. And great experiences turn regular customers into Cheerleader customers —the kind who keep calling you back and tell their neighbors about you. 💖
📅 3. Schedule the Next Service Before You Leave
You ever notice how dentists always schedule your next appointment before you walk out? Why do you think that is?
Because it works—even for something people hate. (Like going to the dentist!) And guess what? People don’t hate pest control. They actually want to stay bug-free.
So you can use an Assumptive Close and say something like:
“Now let’s get you on the schedule for your next visit. That way you’re covered before the bugs come back.”
Most folks automatically will schedule. Now instead of hoping they remember to call me in three months, I’ve locked in that next visit. Easy. And speaking of “easy”…
✔️ 4. Make It Easy to Say Yes
People forget. Life gets busy. Kids, work, travel—scheduling pest control isn’t always top of mind. 😥
So my job is to make it friction-free for them:
I send reminders ahead of time.
I keep scheduling flexible (evening and weekend slots when I can).
I make rebooking as simple as replying “Yes” to a text or clicking a button.
The less work they have to do, the more likely they’ll keep coming back. People want a pest-free home—they just need someone who makes it simple to stay on top of it.
Remember that every call is a potential new repeat customer. Start converting those “How much do you charge…” callers with our guaranteed script training.
The KickStart Line
Stop chasing the latest trend. Keep it simple.
Stay consistent.
Show you care.
Plant seeds for Additional Service Options.
Lock in that next visit.
That’s how you build a rock-solid pest control route that fills your schedule, boosts your income, and builds a business people talk about.
You don’t need a new logo or fancy ad campaign. Just take care of your people, and they’ll take care of your business.
Let the other guys chase clicks—you focus on building relationships. That’s the real growth strategy. 👍👍