The $99 Sweet Spot

I know a lot of people get into the home inventory business with the promise of GETTING RICH QUICK!!! but the reality is, it takes time to build this business. The general public is pretty much unaware of the availability of providers who offer this service -- and, until they have a claim, they don't understand the need.

So I'm going to buck the conventional wisdom and encourage new (and existing) service providers to see their business development efforts as a longer term strategy.

I live in Omaha, Nebraska -- the home of the college baseball national championships -- the College World Series -- and I'm going to explain this strategy with a baseball analogy.

Instead of trying to hit a "HOME RUN" -- that is, a $400-$500 inventory order -- try hitting a series of "base hits." Your first goal would be to get prospects to allow you to come out and offer a free evaluation of their needs. That will allow you to see what they've got to inventory (home, garage, shed?) and show them your sample inventory book.

Your second goal should get them to buy SOMETHING. That might be an Express Inventory (a concept I outlined in my earlier post on jumpstarting your home inventory service business), or an entry-level package (under $150).

Your third goal should be to sell them an ADDITIONAL service, such as a DVD add-on to their Express Inventory, or maybe some Data Dots labeling, or a home disaster kit or first-aid kit or a home fire extinguisher.

Your fourth goal should be to recontact them after six months and do either an Update Inventory or expand their initial inventory to include further detail (maybe getting them to spend an additional $100 to do a detailed inventory of their garage or basement this time around).

Your fifth goal (and this can come anywhere along the first four steps) should be to get them to refer 2-3 other folks who might be interested in your services -- that could be neighbors, friends, or relatives.

This is a business that will build over time. Build positive momentum by getting some sales (even small ones) under your belt right away ... and then build up to larger ones. It's a strategy for success ... and the sweet spot is easier to achieve than trying to ring up a $500 sale right off the bat.