Are You Ready To “Do It Now?”
The Speed Of Business
Are you ready to adopt the philosophy of “Do It Now?” You may already be performing a “Do It Now’ service in your company but just not charging for it. This program can make the difference between being profitable of not if you use the correct strategy in terms of communication, pricing and bonuses.
A “Do It Now” program is not just a money grab by the company that is supported by the efforts of workers who go un-rewarded.
“Do It Now” is a premium service option that is a higher investment for the customer.
Are You Ready To “Do It Now?”
An investment they are willing to make because of their desire for immediate gratification. They want the job done now for a variety of reasons. Nonetheless, this immediate “heroic” response must have its’ rewards for sales people, techs and internal people for it to be a success.
Do sales people price time frame options into their presentation?
Creating a “Do It Now” program simply cost more money for the company. However, you should know that customers are more then willing to pay the price to cover your hard costs and also the cost of disruption to your schedule. In short, if you are doing heroic service for a customer, it MUST cost more. How much more?
The Answer Is… A Lot More.
Think about the extra costs of doing it now for a customer and putting them in “front of the line.” First there is the overtime burden; secondly there is the cost of additional bonuses you must give to workers who are responding to heroic service situations. Thirdly there is the cost of possibly losing a customer that is being rescheduled to put this customer on the schedule right now.
“Make time frame a premium option.”
Make time frame a premium option. Let the customer know that the top options you are showing them include doing the job right now. The options toward the bottom are cheaper if they want to wait until you can fir them into the schedule. The actual amount you should charge extra is entirely up to you. You should typically charge at least 30% more to do it now. You can also use a fixed amount as well.
A typical “Do It Now” job should generate a higher gross profit than your standard service. Look at airlines that book last minute flights. They are typical two to three times more than if the same flight was booked weeks in advance. Just one or two “Do It Now” jobs per week could make your entire year a success.
Where Do You Begin?
The first step in developing a “Do It Now” program is to remove the word “can’t” form your vocabulary. Something “can” always be done with more speed as long as the profit and revenue justify it. Also, you must not let the inconvenience of one person stop the program. Just pay that person enough to make doing it now worth it. The bottom line is that the customer ALWAYS pays for everything and the cost of this program is passed on to them for delivering exceptional service.
The Rewards Are Worth It
Ultimately creating a “Do It Now” culture will help you differentiate your company, Increase your level of service for your customer, Increase profits, retain good employees and help reach the dream that you had when you first went into this business. Is it worth it? It is not easy to change your mindset to create urgency but when you do the rewards are worth it.
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