Greg opened his diary and booked the new client in. It was a small electrical job, hardly worth going out of his way for the call out fee of $120—the kind of job that most of his competitors wouldn’t have dreamed of booking this close to Christmas when everyone wanted everything yesterday.

He turned up on time and replaced the power outlet in less that 20 minutes. The call out fee was secured in a third of the time allocated and Greg could have been on his way, his competitors would certainly have made use of those extra forty minutes that he now had up his sleeve, not Greg.
He stayed to chat to the customer, getting to know him, admiring the space and the decor and suggesting ways that the lighting could be improved in ways that would save electricity and enhance the appearance and functionality of the room. Before the hour was up without pushing or coercion Greg had secured this second job that was worth ten times the initial call out charge. He would be back to fit the new lights in January.

We spend a lot of time trying to work out how to get people to notice us. It turns out that we have a far greater chance of success when we notice them first. If you want to double your business try doubling your service. Opportunities for growth might be closer than you think.

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