people want the value that they want, and it's not about setting the budget for them.

And so you're going to go there and you're going to look at that menu and say,

oh, there's a Big Mac on there, and that's what I want today.

And it might be $5, and you're going to choose to spend it.

But the person behind the cash register, it's not their job to sit there and say,

oh, but there's a 99 cent burger, Tommy. Aren't you sure you want to just spend less money? No, you as the customer, you want to spend more money.

So number one, it's really important to offer pricing with options so that you're not out there being compared to everybody else.

Oh, they have a $99 tune up over there or duck cleaning over here. You know, sure, you can use some of that stuff to get in the door, but then you've got to give your customers options so the customer can choose the level of

service that they want without the sales pressure. And that's a big differentiator there.

You don't want to put sales pressure on the homeowner. You want to allow them to buy.

So it comes down to giving them a pricing system that lets them do that.

Welcome to the home service expert, where each week, Tommy chats with world-class

entrepreneurs and experts in various fields, like marketing, sales, hiring, and leadership,

to find out what's really behind their success in business.

Now, your host, the Home Service Millionaire, Tommy Mello.

Welcome back to the Home Service expert. My name is Tommy Mellow, and today I have Danielle Putnam on

the line here. She's an expert in business development, marketing operations, business strategy.

She's based in Dalton, Georgia.

She's the president of the new Flat Rate Incorporated from 2011 to now.

Rovian Incorporated, strategic accounts director from 2010 to 2011.

Digital Post Interactive Director of Business Development from 2005 to 2011.

Maggingill Clean and Air Climate Control Marketing Director and teen mania new business development and marketing manager.

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