Pest Control Sales Funnel

Shaan shares a story about how effective pest control salespeople are at converting free inspections into recurring revenue.

"I had a pest control guy come to my house. There might not be a better salesman in the world than the pest control guy. He walks in and says 'Hey, you want me to just do a quick look around your house? Just free, I'll take a quick look, see if I see anything of concern.'

I said 'of course' and he walks around the house and says 'Hey, I'd love to show you a couple things.' He takes me around and shows me a tiny screen that's moved open and says 'That's rats.' I'm like 'What, rats?' He says 'Yeah, they're under your floorboards.'

He shows me all these little things, explaining we live out in a hilly area where there's mice everywhere. Then he asks 'Would you like me to just come around once a month and spray and fix some of these things for you?'

Now I'm paying $270 a month for this guy to come and do nothing to my house. I have no idea what he's doing - some random guy comes and sprays. But that idea of 'let me diagnose the problem so I can sell you the solution' is generally a good business model."