“We’re just not ready.”
How many times have you heard that when you give a quote? If you hang your head and feel defeated, you’re missing a great opportunity!!
Those people will be ready at some point in the future, and you want to be the business they choose when they are ready. A steady, thoughtful drip campaign helps you stay in front of prospective clients in a way that builds a relationship and trust, not pressure. I’ve seen firsthand how this kind of consistent communication made all the difference for a landscape contractor who thought he “just needed more leads”—when in reality, he already had them. Let’s talk about how to turn those maybes into booked jobs.
What is a Drip Campaign?
A drip campaign is a series of scheduled messages—like emails, texts, postcards, or social media posts—that go out over time to educate, build trust, and stay connected with your prospective clients. Think of it like a slow drip from a faucet—consistent, steady, and intentional. Instead of bombarding people with sales pitches, a good drip campaign delivers helpful tips, reminders, and insights that position your business as the go-to expert. It keeps you top of mind so when your prospective clients are finally ready to book, you’re the one they think of first.
Why Prospects Go Cold
Every home service business has them—people who asked for a quote but never responded, or said “not right now” and disappeared. Prospective clients often just need more time or more touchpoints to feel confident moving forward. If they’ve asked for a bid, they are a lot closer to making a decision than any cold lead. That’s why staying in their orbit matters.
The Power of Value Over Volume
Building a relationship with these prospective clients is the key. If all they ever hear from you is “Are you ready yet?”, you’ll lose them. But if you offer something useful—like a seasonal checklist, info about an accessory they might not know about but find valuable, or cost-saving tip—they’ll start to see you as the expert. Prospective clients need to trust that you care about them and know you’re worth remembering, not just repeating.
Multi-Channel = More Connection
Relying on email alone is like trying to win a race on one leg. Your prospective clients are scrolling Instagram, checking texts, and grabbing mail from the box. Meet them where they are with messages that are short, relevant, and easy to act on. You have so many options and opportunities. Don’t pigeon hole yourself into feeling defeated if one tactic didn’t work right away.
Set It and Let It Work
You don’t have time to manually follow up every week. That’s what automation is for. Systems like Flowdesk or Keap for email; Hootsuite or SocialChamp for social media, or 3D Mail Results for direct mail. These systems are the kinds of things you can have your front office staff doing, and they allow you to keep nurturing prospective clients while you stay focused on your jobs.
A Little FOMO Goes a Long Way
People hate missing out, especially on a benefit or upgrade they’ve been wavering on. You can use messaging like “only 5 spots left this month”, “The first 5 jobs booked this month get a free (insert accessory or additional service). Make sure you get it!”, or a deadline for seasonal service, a touch of urgency can help prospective clients finally pull the trigger and book their job.
Don’t Forget the Follow-Up Ask
One of the easiest wins? A friendly automated email asking for a review or a referral. You can potentially offer a discount code/promo they can send to their referrals to use. Prospective clients see those kinds of things and think, “Hey, this business actually cares about the people they are serving!”
It’s About Timing—Not Pushing
People don’t usually buy the moment they first hear from you. That’s why your job is to show up consistently with content that educates, engages, and builds trust. That way, when prospective clients are ready to get their job done, they don’t have to think twice about who they’ll use. They have already received value from your brand for free and you’ve proven that you’ll treat them well.
You can book a profit impact call with me where I can save you a minimum of 50K as we go over 12 main areas of your business!
