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Article: Get better residential accounts.(Face to face: business strategies with Lloyd Smigel)
- Article from:
- Pest Control
- Article date:
- April 1, 2004
- Author:
CopyrightCOPYRIGHT 2004 Advanstar Communications, Inc. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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Many companies want to upgrade their services to include more high-end residential areas, or they at least want to increase residential sales. It is amazingly easy to wish for it. Getting it is another story.
Before you go after any new market, ask yourself, "Why should they buy from me?" If you cannot answer that, understand that prudent customers may simply go for the cheapest price.
Consider your competitive advantages; perhaps they are one or more of these:
* Comprehensive IPM program
* Extra services (sweeping the eaves for spiders, for example)
* Quarterly inspections
* Customer-friendly guarantee