Groundwater Solutions Group

Are you Leaving Money on the Table?

When is a good time to look for additional business? Every day of the year is a good time to look for additional business but are you leaving money on the table? Looking for additional business when there is more income to be earned within the job you already have. Some people call it upselling. It happens all the time… do you want fries with that? Would you like to supersize that order for just an additional $2.00? The easiest time to make additional income is when you’re already on the job and the customer wants their well fixed the right way.

The domestic well owner expects their water to be clean, clear and good tasting. So, if you’re pulling the pump due to a pump failure now is the best time to mention that the well needs maintenance at the same time. This is a good time to inspect the well for any damage from impacts with mowers, snowplows etc. It’s also a good time to inspect the screen to see if the slots are getting plugged and maybe the well just needs good cleaning. Before walking away from the job already in front of you consider taking additional measures that you can offer your customer before walking away:

• A water quality test. This one could bring in additional income by offering the customer information about what they are drinking. To avoid the appearance of being self-serving the test should be from an EPA accredited laboratory. This could lead to the sale of water treatment equipment or additional services like cleaning the well and screen. Either way you’re leaving with additional income, and the customer is gaining improved confidence in their water quality.
• System wide evaluation. By evaluating the existing system for compliance with current regulations you can lead to the customer wanting to update the system to pass an inspection before re-financing or selling the property.
• A downhole video inspection. This is a good service to offer for older wells and high-capacity irrigation wells. The inspection can reveal conditions that need to be addressed before they become a problem. The cost of a downhole video is easily a quality payback with the additional work it can bring. From cleaning and removal of debris, or chemical treatment to redevelopment of the screen openings to improve the yield, you now have more money, and the customer has a well in better condition than when you started.
• Proper decommissioning of an old well on site. This is a slam dunk. The old well gets sealed, the active well gets protected. You have the equipment on site to perform this service. The additional income can boost your bottom line rather than letting another contractor pick that up later.
• Annual or periodic maintenance contracts. By taping into a scheduled maintenance contract, you can catch problems before they become expensive, it’s easier to schedule a time to take the system down and repeat business can add to your annual income. 

Either way your customer is happier, you leave him a better product, and you also make more income from a job you already have sold.