Google has rolled out a new look for its Local Services Ads (LSA) platform, which was originally scheduled to roll out on October 20,2025. The familiar Google Guaranteed badge has now been replaced with a Google Verified checkmark. This update reflects Google’s latest verification process, which continues to confirm that a business has passed background checks and provided proof of business insurance.
What’s New
The LSA interface now shows a “Verified” badge instead of the green “Guaranteed” shield.
Verified businesses display messages like:
“This business has been verified by Google.”
“Passed background check.”
“Has business insurance.”
The LSA dashboard also has a refreshed design, showing a checklist of verification steps, including billing information, background check, insurance, reviews, and profile linking.
Once all steps are completed, advertisers see a message confirming: “Congratulations! Your Google Verified ad is now live.”
What It Means for Businesses
While the terminology and visuals have changed, the verification process remains similar. Businesses that were previously Google Guaranteed will now appear as Google Verified, maintaining consumer trust and transparency.
This update reinforces Google’s commitment to connecting customers with trustworthy, verified service providers.
Running a small home service business is like playing David in a world full of Goliaths. National chains with massive ad budgets, sleek vans, and nationwide recognition seem to dominate every search result and every neighborhood. Yet, here’s the truth: small businesses still win more trust and loyalty when they play to their strengths.
Most small business owners are trying to compete using the same tactics as the big players, and that’s a losing game.
Stop Competing on Scale Instead of Strength
When a local plumber or roofer sees the same franchise vans around town, it’s tempting to think, “If only I had their budget, their staff, or their reach…”
But that mindset turns into a trap. Big chains have economies of scale, bulk pricing, brand power, and marketing teams. You can’t outspend them, but you can outsmart them.
According to BrightLocal, 76% of consumers say they trust local businesses more than national brands. That’s your leverage. You don’t need to be them; you need to be local and personal in a way they can’t.
You can’t compete on budget. Compete on authenticity.
How small service-area businesses can level the playing field and win.
Add photos regularly — they improve local visibility by up to 42%, according to Google.
Keep your NAP (Name, Address, Phone) consistent across all platforms.
Ask every satisfied customer for a review — reviews are still the #1 factor in GBP ranking.
2. Leverage Speed and Flexibility
National chains have protocols. You have agility.
Offer same-day service where possible.
Respond faster to calls and messages.
Adjust pricing or promotions quickly based on local demand. That kind of responsiveness builds trust faster than any ad campaign.
3. Make Your Story Your Brand
Customers love to know who’s behind the business. Share your story, your name, your team, and your community ties. People don’t hire “a plumber”; they hire Jason, the guy who fixed my neighbor’s leak last winter.
Use social media to:
Post job photos.
Shout out to customer milestones.
Support local events or nonprofits.
4. Offer Guarantees with Integrity
National chains use boilerplate warranties. You can use real accountability. Small, clear promises create big loyalty. Example:
“If you’re not happy, we’ll come back and make it right.”
5. Partner Locally
Form alliances with related local businesses. Cross-promotion costs nothing and multiplies your visibility.
Roofers with gutter installers.
Cleaners with carpet companies.
Landscapers with irrigation specialists.
Trust You Can’t Buy
A 2024 Local Consumer Review Study found that 84% of people trust online reviews as much as personal recommendations. That means your next lead might come from a homeowner reading about you on Google, not from a billboard or paid ad.
National chains can buy ads. They can’t buy genuine relationships. That’s your unbeatable advantage.
Outserve, Outlocal, Outlast
Audit your online presence. Fix outdated info, photos, and reviews.
Personalize your marketing. Let your community see you.
Build consistency in service and follow-up.
Use 99 Calls or a trusted lead generation partner to amplify local visibility.
You don’t need a national budget to compete with national brands. You just need authenticity, consistency, and hustle. Small businesses aren’t small, they’re personal. And that’s what wins.
Big companies don’t stick to just one thing. Coca-Cola doesn’t only make soda. They also sell water, juice, and sports drinks. Disney doesn’t just make movies. They also have theme parks, cruises, and streaming.
These companies grow because they offer many products under one trusted name.
Now think about home service companies. Many still focus on one area, like plumbing, cleaning, or HVAC. But today, the businesses that win do more than one thing. They give customers everything they need from one trusted company.
Servpro, Neighborly, and Roto-Rooter are great examples. They cover several services that work well together. This helps them build trust, stand out from the competition, and win more jobs.
How Offering More Services Builds Trust and Profit
Every business wants more customers without spending too much money on ads. That’s called keeping your Cost Per Acquisition (CPA) low. Once you have a customer, you want them to keep coming back for years. That’s called Customer Lifetime Value (CLV).
When you offer more services, you can attract customers with smaller, less expensive jobs and grow that relationship into bigger, long-term work.
Example: From Leak to Remodel
A homeowner calls for leak detection, which is a small, quick job.
The technician finds water damage or mold and offers to handle that too.
After the cleanup, the customer needs the space rebuilt, and your company can do that as well.
A small, low-profit service can turn into a large, high-value project. Companies that offer start-to-finish service often grow faster and perform better.
Real Examples of Companies Doing It Right
1. Servpro: The Full Restoration Package
Servpro doesn’t just focus on big, expensive restoration jobs. They also handle:
Mold testing and cleanup
Odor removal and specialty cleaning
Full construction and rebuilding
By offering smaller entry services like mold testing, they get in the door early. When bigger problems happen later, they are already the trusted company to call.
2. Pest Control Companies Expanding Outside
Companies like Massey Services and Orkin realized that once people trust them inside the home, they will probably want help outside too. So now they offer:
Lawn care
Mosquito control
Landscaping
Irrigation
This creates a steady income and makes them a one-stop shop for homeowners.
3. Plumbing and Water Treatment: A Perfect Match
Plumbing companies like Shamrock Plumbing found that many plumbing issues come from poor water quality. So they added:
Water Softeners
Whole Home Filtration Systems
This helps them earn more per visit and prevent future problems. It also builds stronger relationships with customers who see them as full-service experts.
The Good and the Bad of Expanding Services
PROS:
CONS:
Higher Customer Lifetime Value (CLV)
Management & Operational Complexity
Lower Cost Per Acquisition (CPA) (Use cheap leads to secure big jobs)
Risk of Diluted Brand Focus (“Jack of all trades, master of none” if quality slips)
Insulation from Market Downturns (Pivot focus to recession-proof repairs)
Higher Initial Investment (Training, specialized licenses, and equipment)
People today want convenience and trust. When they find a company they like and believe in, they stick with it. If your company can handle several needs, that customer could stay with you for years to come.
It’s time to think bigger. Become the company in your area that customers can call for anything they need.
Ready to grow your multi-service strategy? Schedule a free consultation today and start building your all-in-one service model.
Fall is when homeowners start to notice what needs fixing. The weather cools down, and they see leaky gutters, old paint, or heating issues. That’s great news for you. It’s the perfect time to send out direct mail and book more jobs.
The Seasonal Shift That Gets Homeowners to Pay Attention
When summer ends, people get back to their normal lives. Kids are in school, and homeowners start looking around the house again. That’s when their to-do list gets long and they’re ready to call pros like you.
According to the U.S. Postal Service, direct mail response rates are 4.9% for prospect lists and 9% for house lists. That’s a big deal, especially when people are at home, sipping cider, and flipping through mail. And guess what? Mail volume is lower in the fall compared to the winter holiday surge, meaning your postcard won’t be buried under Black Friday flyers. You get attention without shouting for it.
When Digital Fatigue Meets Tangible Trust
People are tired of pop-ups and online ads. A postcard feels real. It stands out. Homeowners remember it and trust it more. Add a clear deal, like “$100 off furnace tune-up” or “Book now for roof repairs,” and they’ll hang onto it.
Studies show that physical mail activates more emotional response than digital ads, people remember it better, and trust it more. Combine that with a solid offer (“$100 off fall furnace tune-up” or “Book now for pre-winter roof repairs”) and you’ve got a recipe that sticks.
Plus, direct mail pairs beautifully with your online efforts:
Send postcards to neighborhoods you already target with PPC ads or Facebook campaigns.
Include a QR code linking to your website.
Track which areas deliver the most conversions; data doesn’t have to stop at the mailbox.
Fall Timing = Higher ROI
Fall is the sweet spot for marketing. Contractors who mail in the fall often receive 15–30% more calls than in the summer. Homeowners are preparing for winter and the holidays, which means:
Urgency: No one wants a leaky roof or broken heater in December.
Discretionary spending: Many people use year-end bonuses or remaining budget to invest in home improvement.
Predictable behavior: Year after year, home service companies see a bump in demand from late September through November.
In fact, contractors who launch campaigns between September and November typically enjoy 15–30% higher engagement compared to summer, based on seasonal marketing reports from industry data providers like Valpak and the Data & Marketing Association (DMA).
How to Make Your Direct Mail Campaign Count
If you’re going to hit mailboxes, do it right. Here’s what works best this season:
Use a fall offer: “Winter prep special” or “Furnace tune-up discount.”
Add warm colors: Orange, red, and brown catch the eye.
Show proof: Add a short review or star rating.
Mix with online ads: Follow up with Google or Facebook ads for 28% more results.
Track it: Use a custom number or landing page to see what works.
Direct mail isn’t old-school; it’s effective because it feels real. In a world of fleeting impressions, that’s exactly what your business needs this fall: something people can hold onto.
Your Move
If your mailbox strategy has been collecting dust, now’s the time to dust it off. Fall is when homeowners are ready to act, and your next customer could be sitting at their kitchen table, coffee in hand, deciding which postcard offer to call first.
Many contractors think that running Local Services Ads (LSAs) is as simple as turning them on and waiting for calls to come in. Unfortunately, that’s not true. Google’s LSA platform can be tricky. Without the right setup and consistent management, you can easily spend money without getting the results you want.
If you’ve tried to DIY your LSAs, you might be making some of the mistakes below. Let’s go through them one by one so you can understand what’s going wrong and how to fix it.
1. Not Completing the Profile Properly
Your LSA profile is like your business’s online résumé. Google uses it to decide whether to show your ad, and customers use it to decide whether to call you.
Common issues:
Missing business hours, photos, or business bio
Incomplete or incorrect service areas
Incomplete or missing job types
2. Ignoring the Background Check Process
Many contractors delay or skip parts of the verification process. Google requires a license, insurance, and background checks for LSAs to be verified and stay active.
Why it matters: If you skip these steps or let documents expire, your ad won’t run. You’ll lose your badge and visibility until everything is updated.
3. Not Linking Your Google Business Profile (or Linking the Wrong One)
Your Google Business Profile (GBP) and Local Services Ads work hand in hand. The LSA displays the reviews directly from your GBP.
Common mistakes:
Not linking a GBP at all
Linking an outdated or duplicate profile
Linking the wrong location (for multi-location businesses)
Why it matters: Without the correct GBP linked, your LSA may not show the right reviews or details. This can confuse potential customers and hurt your ranking. The Google Guarantee badge and your overall visibility depend on accurate, consistent information between your LSA and GBP.
4. Not Managing Reviews Correctly
This one is very important and can also be tricky. Your reviews have a huge impact on how well your LSAs perform, but here’s where many contractors get confused.
Reviews for your Local Services Ads are not managed directly through your LSA dashboard.
They’re actually managed through your GBP dashboard. The reviews that show up on your LSA listing are the same ones displayed on your GBP. That’s why linking the right GBP is so important.
Common mistakes:
Not asking customers to leave reviews on their GBP
Ignoring or forgetting to respond to reviews
Failing to dispute fake or irrelevant reviews
Why it matters: Your star rating, number of reviews, and quality of reviews directly affect your ad ranking and trust factor. The more positive, recent, high-quality reviews you have, the more likely customers will call you. Managing reviews consistently on your GBP helps your LSA stay competitive.
5. Setting the Wrong Service Areas
Many contractors either:
Choose too small of a radius (missing nearby jobs)
Select too wide an area (getting leads from places they don’t serve)
Why it matters: If your service area is off, you’ll waste your budget on bad leads or miss out on profitable ones.
6. Not Setting the Right Budget
Some contractors set their weekly budget too low and barely get any calls, while others overspend without tracking ROI.
Why it matters: Google distributes leads based on your budget and performance. You need the right balance, enough to compete but not so high that you blow your monthly ad spend on poor leads.
7. Ignoring Lead Quality and Disputes
Leads from LSAs need to be monitored. Sometimes you’ll get wrong-number calls or leads for services you don’t provide.
What DIYers forget:
You can dispute bad leads and get credit back by rating the lead
You should track which leads convert into real jobs
Why it matters: If you ignore disputes or don’t check quality, you’ll waste money on calls that never turn into customers. Rating a lead helps Google understand what leads were poor-quality leads and what leads were high-quality leads, helping you receive more high-quality leads.
8. Not Responding to Leads Quickly
Speed matters. Google tracks how fast you respond to messages or calls, which helps your LSA rank better. In fact, speedy responses get highlighted on the live LSA, as seen below,
Why it matters: If you take too long to reply, your ad rank drops. Even a few hours of delay can cost you valuable visibility and jobs.
9. Letting the Ad Go “Idle”
If you don’t log in or manage your account for a while, Google sees your ad as inactive. It’s important to log into your LSA account at least once per week to check everything within the dashboard, listen to your leads and rate them, and add new photos of your work.
Why it matters: Idle accounts drop in ranking or stop showing altogether. Consistent management helps keep your ad at the top of results.
10. Not Understanding How Ranking Works
Google’s LSA ranking algorithm looks at more than just your budget. It also considers:
Response rate and response time
Number and quality of reviews
Proximity to the customer
Business hours and availability
Why it matters: If you only focus on one factor (like budget) and ignore the rest, you’ll never reach top placement.
11. Not Testing or Adjusting Over Time
Contractors who “set it and forget it” often see their results drop.
Why it matters: Regularly reviewing performance and making small adjustments, like keeping lucrative job types on and pausing others, or updating photos, keeps your ad fresh and effective.
Conclusion
Periodically, Google makes changes to the LSA platform, such as new categories, new rules, and new policies.
If you don’t stay up to date, you might miss new features, get flagged for violations, or fall behind competitors who do.
Managing Local Services Ads on your own can sound easy, but one small mistake can cost you hundreds or even thousands in lost opportunities.
Most contractors simply don’t have the time to monitor their LSAs daily, respond quickly, handle disputes, and optimize settings for best results.
If you want consistent, high-quality leads without the stress of managing everything yourself, consider working with a professional team that knows how to get results from LSAs.
You’ve worked hard to generate leads; your ads, website, and referrals are bringing people in. But here’s the truth: getting the lead is only half the battle. The real money is made in the follow-up.
Whether you run a plumbing business, HVAC company, or landscaping service, how you follow up can be the difference between booking the job and losing it to your competitor.
So, in 2025, what’s the best way to reach your potential customers: text, email, or call? Let’s break it down.
Why the Follow-Up Method Matters More Than Ever
The way homeowners want to communicate has changed dramatically in recent years.
A few things are clear:
Most people are busy and don’t answer unknown phone numbers.
So, if you’re slow to respond or you choose the wrong method, someone else is likely to get the job.
Comparing the Big Three: Text, Email, and Call
Channel
Strengths / Ideal Uses
Weaknesses / Risks
What Works Best for Home Services
Text / SMS
• Opens almost instantly
• Quick, convenient, and easy for customers
• Great for quotes, reminders, or follow-ups after a call
• Can feel too casual if overused
• Requires permission
• Limited space
Best for appointment confirmations, follow-ups, or check-ins like: “Hey, just making sure you got my quote!”
Email
• Good for detailed info, contracts, or receipts
• Professional look and record-keeping
• Easy to automate
• Lower open rates• Not ideal for urgent messages
• Can end up in spam
Best for estimates, service details, maintenance reminders, or newsletters
Phone Call
• Builds trust quickly
• Great for complex jobs or urgent repairs
• Allows real conversation and persuasion
• Many people won’t answer unknown numbers
• Time-consuming• Can seem intrusive
Best for high-value leads, emergency calls, or closing larger jobs
What Homeowners Prefer in 2025
By 2025, most homeowners expect speed, convenience, and clarity from service pros.
Here’s what that means for you:
Texting is the new normal. Homeowners love getting quick updates, appointment reminders, or short messages confirming quotes or arrival times.
Emails are still necessary. For anything official — estimates, invoices, or warranties — email keeps things professional and organized.
Calls still close deals. When it’s time to explain a quote or schedule a job, a friendly phone call adds trust and a personal touch that messages can’t replace.
The trick is using each channel at the right time.
When to Use Each Communication Method
1. Right After a Lead Comes In
Speed is everything. Follow up within 5–10 minutes if possible.
Text: “Hi [Name], this is [Your Name] from [Your Company]. Thanks for reaching out! When’s a good time to chat about your project?”
Email: Send a short message confirming you received their request.
Call: If it’s an emergency service (burst pipe, AC outage), call immediately.
2. After an Estimate or Quote
Text: “Hi [Name], just wanted to make sure you received your estimate for [Service]. Happy to answer any questions!”
Email: Send the detailed estimate and include your contact info.
Call: Follow up within a day or two to walk through pricing or next steps.
3. Before an Appointment
Text: “Reminder: [Company Name] will arrive tomorrow at 9 AM. Please reply YES to confirm.”
Email: Include appointment details, technician name, and prep instructions if needed.
4. After the Job
Text: “Thanks for choosing [Company]! We’d love your feedback or a quick review if you were happy with our service.”
Email: Send the receipt or warranty info and ask for a testimonial or referral.
Call: A personal thank-you call works wonders for repeat business.
Sample Follow-Up Schedule for Contractors
Day
Channel
Message Type
Day 0
Text or Call
“Thanks for reaching out! Can we chat about your project?”
Day 1
Email
Send estimate or confirmation
Day 2
Text
Check if they received your estimate
Day 4
Call
Personal follow-up to answer questions
Day 6
Email
Offer a seasonal promo or added value
Day 8
Text
“Just wanted to check if you’re ready to move forward.”
Day 10
Call
Final follow-up before closing the file
This kind of consistent, friendly follow-up shows professionalism and keeps you top of mind — without being pushy.
Pro Tips for Effective Communication
Respond fast. The first contractor to reply usually wins the job.
Be human. Use your name and a friendly tone — people want to work with real people, not bots.
Personalize your messages. Mention the customer’s name and specific service.
Don’t spam. A few thoughtful touches go much further than daily reminders.
Use text for speed, email for details, and calls for connection.
Automate smartly. Use automation software to send reminders and follow-ups without losing the personal touch.
Conclusion
In 2025, home service contractors who combine text, email, and calls are winning more jobs than ever.
Text keeps you quick and responsive.
Email keeps you organized and professional.
Calls build trust and close deals.
By using all three strategically — and personalizing your follow-up — you’ll stand out in a crowded market, book more appointments, and build stronger relationships with your customers.
Because at the end of the day, the best communication method is the one that gets you hired — and keeps customers coming back.
Starting October 20, 2025, Google will replace all existing LSA badges (like Google Guarantee or Google Screened) with a new badge called the Google Verified badge. The Money Back Guarantee that used to come with the Google Guarantee badge will be discontinued.
Google says the goal is to reduce confusion. Having one clear badge helps customers understand which businesses are verified and trustworthy.
For business owners, this means a simpler system and no extra steps to manage multiple badge types.
What You Need to Do
Already running LSAs? No worries. Your current badge will automatically switch to the new Google Verified badge. You don’t have to do anything.
New to LSAs? You’ll need to complete Google’s screening and verification process to earn the new badge.
Ad ranking won’t change. Google confirmed that this update won’t affect your ad position.
Refund requests: If you had any services covered by the old Money Back Guarantee, make sure to submit reimbursement claims before October 20, 2025, and within 30 days of service completion.
What This Means for You
The new Google Verified badge continues to serve as a strong trust signal for customers searching for your services. To make the most of it:
Keep your profile and reviews up to date.
If you mention “Google Guarantee” on your website or ads, update it to say “Google Verified.”
Watch your ad performance to see how the change impacts clicks and calls.
Final Thoughts
This update is all about clarity. Fewer badges mean less confusion and a cleaner look for your business ads. Make sure your verification stays current, keep collecting good reviews, and use the new badge as proof that your business is trustworthy.
Running a home service business, whether you’re fixing roofs, painting homes, unclogging drains, or mowing lawns, is tough enough without the added pressure of competition breathing down your neck. One way to stand out? A service guarantee. But here’s the catch: a poorly designed guarantee can backfire and hurt your reputation, profits, and credibility.
Overpromising and Underdelivering
Many small business owners feel the pressure to “out-promise” competitors. They slap on bold guarantees like:
“100% satisfaction or your money back!”
“We’ll beat any competitor’s price!”
“We’ll be there in 30 minutes guaranteed!”
It sounds great in marketing copy. But when the inevitable exception happens, the customer isn’t home, materials are delayed, or your crew gets stuck in traffic. That bold promise becomes a liability.
In 2024, research from HubSpot showed that 72% of consumers say a broken promise is worse than no guarantee at all. This signals unreliability that a business that can’t keep its word.
Why Weak Guarantees Hurt More Than They Help
When you make a guarantee you can’t fully control, you’re setting yourself up for conflict. Customers interpret guarantees differently than you do.
For example:
You might mean “We’ll do our best to arrive within 30 minutes.”
They’ll hear “If you’re late by one minute, my service is free.”
This gap between intent and interpretation destroys trust. Instead of building loyalty, you create tension.Clarity wins every time.
The Smart Way: Craft Guarantees That Actually Work
The best service guarantees are specific, realistic, and within your control. They demonstrate confidence — not desperation.
✅ Time-Bound, Not Time-Trapped
Instead of “We’ll be there in 30 minutes or it’s free,” say: “We’ll give you a $25 discount if we’re more than 30 minutes late.”
It turns frustration into goodwill without destroying margins.
✅ Quality-Focused Guarantees
Example: “If your lawn isn’t evenly cut, we’ll return and fix it — free of charge.”
You control the outcome and reinforce your professionalism.
✅ Limited, Honest Refunds
Offer refunds or credits only for genuine issues.
State the terms clearly: “Applies to workmanship, not materials or customer-provided parts.”
From humble beginnings to over 1.5 million leads delivered
Missing: Dipa, Kristen, Devon & Quan
Fifteen years ago, we set out with a simple promise: help contractors win real customers by sending exclusive, high-intent leads that turn into jobs. Today we’re celebrating that promise in action: more than 1.5 million qualified, exclusive leads delivered to service contractors across the U.S., a suite of proven lead programs (SEO, PPC, LSA, reputation & nurture), and, new this year, blogging services that build authority and fuel long-term growth.
“I’ve used around 12 different companies for my leads and NO ONE comes close to quality or price per lead.” — Robert Sanders (AZ Tub Guy)
How We Got Here
The Name, The Promise
“Why 99 Calls?” We hear it a lot. The name isn’t a quota; it’s a commitment. From the beginning, our goal was to be the partner that makes the phone ring and makes growth predictable. The name stuck because it’s memorable, but the promise stuck because it works.
Following What Works (and Ditching What Doesn’t)
As platforms evolved, we continually tested and refined our approach. For local service contractors with real budgets and real crews to schedule, we learned that the winning combo is simple:
Rock-solid SEO and conversion-focused landing pages
Google Ads (PPC) for fast volume when you need it
Google Guaranteed / LSA for steady, lower-cost leads once vetted
Reviews, reputation, and lead nurture tools to maximize close rates
For service contractors, Google Ads and LSA consistently produce the most profitable paid leads, while SEO compounds long-term visibility.
What’s New in Year 15: Enhanced Conversion Tools & Blogging Services
Content matters. Search engines and customers both reward businesses that share useful, local, and trustworthy information. That’s why we launched our Growth Packages last year and blogging services this year, built specifically for contractors. Contractors benefit from enhanced conversion tools, like Missed Call Text Back and email nurturing services.
Writing blogs and adding FAQs to landing pages serve to showcase their expertise, answer real customer questions, and support rankings without adding to their marketing to-do lists.
What blogging services can do for contractors:
Build authority & trust with prospects
Earn more keywords and long-tail searches over time
Give sales, ads, and social teams content worth sharing
Keep your site fresh and your phone ringing
Milestones We’re Proud Of
Exclusive-lead standard with transparent reporting (2010)
First 10,000 leads, proof the model scales (2014)
Achieved expert level in Google Ads management (2017)
No layoffs or cutbacks during the COVID shutdown (2021)
Launched Growth – Our best value marketing program for contractors (2024)
1.5M+ qualified leads for contractors nationwide (2025)
“Exclusive leads. Clear reporting. Real ROI.” It’s been our north star since day one — and the reason customers stay.
Looking Ahead
We’re doubling down on the things that help you win: smarter, more targeted lead generation, enhanced services that add value and save time, stronger content, and automated systems that turn more inquiries into booked jobs. Our mission stays the same: help great local businesses grow with exclusive, high-quality leads.
Mission & Community
99 Calls supports local businesses with fair, transparent marketing practices and community involvement in our South Florida home base. Learn more about our mission.
Knocking on doors might sound like a relic from the 90s, but for many service-based businesses, it’s still one of the most direct, personal ways to connect with potential customers. The problem? Most people hate being sold to at their doorstep. And let’s be honest, that’s often because too many companies do it wrong.
Why Door-to-Door Still Works
According to the Direct Selling Association, in-person interactions still account for 60% of direct sales conversions, a reminder that trust is best built face-to-face. When done respectfully, canvassing isn’t about intrusion; it’s about introduction.
Roofers knocking after a storm, painters offering free quotes before summer, or solar installers sharing financing options all have something in common: timing and tone matter more than pitch.
When Door-Knocking Crosses the Line
Here’s where it goes sideways: contractors treating neighborhoods like a battlefield instead of a community.
You’ve seen it happen:
A team of reps swarms the street after hail damage, each one leaving flyers on cars, doors, and mailboxes.
A homeowner answers and gets cornered by a hyper-scripted rep who ignores every social cue that screams, “Not interested.”
Another homeowner posts about it on Facebook, and suddenly the entire block decides to blacklist that company.
That’s not just bad manners, it’s bad business. In a survey by Harris Poll, 68% of consumers said an aggressive or pushy salesperson would make them less likely to buy, even if the offer was good.
The damage goes beyond one lost sale. In an age where 92% of homeowners check Google Business Profiles before calling, one negative mention on a neighborhood forum or review site can tank local trust.
Respectful canvassing doesn’t mean timid. It means intentional. Think of it like visiting someone’s home, because, well, you are.
Here’s how to do it right:
1. Start with the Right Mindset: You’re not “selling.” You’re starting a conversation. Your job isn’t to close, it’s to connect.
Open with value (“We’re helping neighbors inspect storm damage for free today”).
Read the cues, body language, tone, door half-closed? Respect it.
Thank them, regardless of the outcome.
2. Be Transparent About Who You Are: Trust builds in seconds or not at all.
Wear your company logo.
Carry a business card.
Mention your Google Business Profile reviews if they ask about credibility.
3. Time It Right: Most homeowners are receptive between 4–7 PM on weekdays and mid-morning on weekends.
Avoid mornings, mealtimes, or late evenings.
4. Train, Don’t Script: A memorized pitch sounds robotic. Instead, train your team to adapt naturally.
A good rule: if your rep can’t have a 3-minute unscripted conversation, they’re not ready.
5. Respect Privacy and Preferences: If a door sign says “No Soliciting,” honor it. It’s not just courtesy, it’s legality.
Many cities issue fines for violations, sometimes up to $500 per complaint.
Turning Door Knocking Into Reputation Building
When done respectfully, door-to-door sales can actually enhance your reputation. Every positive interaction, even if it doesn’t lead to an immediate sale, leaves an impression. And impressions turn into Google reviews, referrals, and future calls.
Remember:
A homeowner might not need you today, but if you made a good impression, you’ll be the first name they Google when they do.
It’s not about getting every door open; it’s about leaving every doorstep with trust intact.
Final Thoughts
Door-to-door sales aren’t dead; they’ve just evolved. The winners aren’t the loudest talkers; they’re the most respectful listeners. When your team approaches neighborhoods with empathy, honesty, and professionalism, you’re not just gaining leads, you’re building a reputation money can’t buy.
So, next time you knock, don’t just look for a sale. Look to start a relationship.
