How to turn a customer into a DIY enthusiast
Nearly two years ago, I moved from a townhouse complex
in the ‘burbs’ to a big block in a sea change town 60 kms out of Melbourne. I
went from having no lawn to worrying about a big grassy backyard (snakes? fire?
rats? weeds?).
As I didn’t possess a lawn mower, I took the easy
option and out-sourced, telling myself that as soon as I got settled, I would
go and buy a mower and do the job myself.
option and out-sourced, telling myself that as soon as I got settled, I would
go and buy a mower and do the job myself.
So Tim’s Mowing (named changed to protect the guilty)
came every fortnight to mow and whipper-snip my growing greenery. At $65 per
visit it wasn’t exactly expensive but the basic maths (and looking in my local
Bunnings) told me if I invested in my own mower and whipper snipper it would be
paid back within 10 ‘sessions’. That return-on-investment scenario didn’t prompt
me to change.
came every fortnight to mow and whipper-snip my growing greenery. At $65 per
visit it wasn’t exactly expensive but the basic maths (and looking in my local
Bunnings) told me if I invested in my own mower and whipper snipper it would be
paid back within 10 ‘sessions’. That return-on-investment scenario didn’t prompt
me to change.
Then Tim’s whipper snipper sent a couple of stones
crashing through my back sliding doors. Although his insurance paid for the
replacement glass I still had to stay up until 1am before the repair work was
completed. It was an accident, but annoying nonetheless. It still didn’t prompt
me into changing my grass mowing arrangements.
crashing through my back sliding doors. Although his insurance paid for the
replacement glass I still had to stay up until 1am before the repair work was
completed. It was an accident, but annoying nonetheless. It still didn’t prompt
me into changing my grass mowing arrangements.
Then the original Tim sold his local route to another
Tim. The new Tim, although adequate, wasn’t quite as good at his job as the
first Tim. I felt the stirrings of decision making. I did the maths again –
yes, it was an easy decision to make, rationally but, emotionally I hadn’t
crossed the rubicon. I just wasn’t really motivated to do the mowing myself. It
seemed a hassle and just another annoying chore to have to regularly complete
on my precious weekends.
Tim. The new Tim, although adequate, wasn’t quite as good at his job as the
first Tim. I felt the stirrings of decision making. I did the maths again –
yes, it was an easy decision to make, rationally but, emotionally I hadn’t
crossed the rubicon. I just wasn’t really motivated to do the mowing myself. It
seemed a hassle and just another annoying chore to have to regularly complete
on my precious weekends.
Then Tim’s price went up. Due to the ‘cost of fuel and
CPI’ my new charge was $68, a whole $3 or 4.6% more. It irked me and made the
maths for DIY mowing even more compelling but did anything change? Nope. The
lure of mowing-less weekends was still too strong.
CPI’ my new charge was $68, a whole $3 or 4.6% more. It irked me and made the
maths for DIY mowing even more compelling but did anything change? Nope. The
lure of mowing-less weekends was still too strong.
Then came the straw that broke the camel’s back.
I arrived home from a week in New Zealand last Friday
evening. When I woke on Saturday, I went outside to feed the dog and looked at
the lawn. ‘Oh, it must have been too wet this week for Tim to do the mowing’, I
thought to myself as Rebel gulped down his MyDog.
evening. When I woke on Saturday, I went outside to feed the dog and looked at
the lawn. ‘Oh, it must have been too wet this week for Tim to do the mowing’, I
thought to myself as Rebel gulped down his MyDog.
I then looked through the accumulated mail and there
was the normal invoice from Tim. He had come, as normal, on the Tuesday and
mowed the lawn. I went back outside and looked a bit more closely. Yes, he
wasn’t attempting to pull a fast one. The lawn had been mown.
was the normal invoice from Tim. He had come, as normal, on the Tuesday and
mowed the lawn. I went back outside and looked a bit more closely. Yes, he
wasn’t attempting to pull a fast one. The lawn had been mown.
But it looked like it still needed mowing. And that
was a problem for me as we had guests coming over on Sunday afternoon for
dinner and as a fine day was forecast, it was certain we would sit out on the
back deck to have a drink and chat. I knew that the sight of the
grass-that-needs-mowing only two metres from where we would be sitting would
just irritate the s**# out of me.
was a problem for me as we had guests coming over on Sunday afternoon for
dinner and as a fine day was forecast, it was certain we would sit out on the
back deck to have a drink and chat. I knew that the sight of the
grass-that-needs-mowing only two metres from where we would be sitting would
just irritate the s**# out of me.
To be fair to Tim, it had been both sunny and wet last
week; ideal conditions for fast growing grass. Tim can’t control how fast the
grass grows. But in my mind I was paying my $68 for convenience and a result.
week; ideal conditions for fast growing grass. Tim can’t control how fast the
grass grows. But in my mind I was paying my $68 for convenience and a result.
Tim normally cuts the grass on the second-lowest
setting which is normally appropriate. This week he needed a little more
thought. He needed to appreciate the fact that the grass was growing quickly
and therefore maybe the lowest setting may have been appropriate. Yes, I
appreciate that this lower setting cuts more grass therefore creates more
off-cuts that have to be disposed of and consequently, this all takes more
time.
setting which is normally appropriate. This week he needed a little more
thought. He needed to appreciate the fact that the grass was growing quickly
and therefore maybe the lowest setting may have been appropriate. Yes, I
appreciate that this lower setting cuts more grass therefore creates more
off-cuts that have to be disposed of and consequently, this all takes more
time.
But I was the customer and I didn’t have the result I
needed.
needed.
That loud cracking sound you all heard half way
through Saturday morning was the camel’s back breaking.
through Saturday morning was the camel’s back breaking.
An hour and $400 later, I am back from Bunnings with
my new Makita mower. Another hour later it was assembled and fuelled up.
Another hour later the back yard is in pristine condition. Joy. I can relax.
my new Makita mower. Another hour later it was assembled and fuelled up.
Another hour later the back yard is in pristine condition. Joy. I can relax.
This morning, I paid Tim’s last invoice and told him
his services were no longer required.
his services were no longer required.
Tim hadn’t done a bad job. He had been reliable and
hard working.
hard working.
As his customer, I continued to use him because it
just seemed too much hassle to go down the DIY path.
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just seemed too much hassle to go down the DIY path.
However on this occasion, where a bit more thought,
and a different approach, was required, he didn’t step up. He just punched out
the normal service without realising that he had just given his customer the
necessary extra burst of motivation that was required to do himself out of a
job.
and a different approach, was required, he didn’t step up. He just punched out
the normal service without realising that he had just given his customer the
necessary extra burst of motivation that was required to do himself out of a
job.
Are you just punching out the same old service?
How easy is it for your customer to go down the DIY
path?
path?
How close are they to making that decision?
Perhaps they are a lot closer than you may think.
Perhaps they are a lot closer than you may think.
Oh, that moment when the client decides to take your work in-house. You know they'll do a worse job, but what can you do?
I always try and give a bit more, be more proactive, communicate more than I think I need to. Never get complacent, is the message my boss has drilled into me!
Ross, to help you make your payback period even shorter, could you please bring your mower around to my place and mow my lawns too. I'll pay you the same rate you were paying Tim. Cheers Aaron
Perhaps the great Jim Styne's mantra sums it up best……"I love making a difference". Whether you are mowing a lawn or running a country, the ones we truly admire suprise us with exceptional work when we least expect it.
P.S still laughing about Aaron's comment above…outstanding!
HI Ross, I am really sorry to hear you have had to become a DIYer. I hope you have had the opportunity to really test the market and see if you have missed a better supplier than Tim’s Mowing
Perhaps you should enquire about Rossmows – I hear they:
• Are a niche firm in your area
• Use qualified greenkeepers
• Consult with you between each mow
• Tailor their mowing to the changing season and weed cycles
• They even have a comprehensive lawn diagnostic tool that if required they will recommend a comprehensive spraying program to slow the weed growth or even eradicate those pesky dandelions
• Include a whipper snip at no extra cost
• Guarantee their work
• Have an extensive after-mow service with personal contact as part of the service
• Have extensive testimonials to verify how good they are
• Don’t have contracts
• They even provide newsletters
• And you can pay them online
I’ll be keen to see if Rossmows approach you, and whether your shiny new Makita mower becomes a no-so-shiny dust catcher AKA a Bad Investment!
Hey Ross, loved your story and your analogy. I think Mason hit the whole deal right on the nail – good work Mason. But at a deeper level, it's a worthwhile point to make. We all fall into the trap of thinking we're doing an OK job for our clients without testing the water or challenging our thinking. Put yourself in the client's shoes and try seeing it from their perspective – is your service really value for money? Personally, I have long struggled with what our recruitment service is really worth – sure I can justify our time spent versus client resources but in the end the value proposition lies with the client. In your case $68 per visit while value for money was not the right service level – would you have paid more for the service you really craved??
Paul Fetterplace