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Location one was working. Leads came in, jobs got booked, and the team knew what to do. So they opened location two. Six months later, location two was half the results. Same brand, same services, and same ad spend. They called it a market problem but it wasn't. The market was fine. Nobody had figured out who to go after at the new location.
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ON THE PATH
Opening a Location Doesn't Copy the System.
When location one works, most operators assume the second one will too. Same name, same training, and same ads. What they forget is that location one learned who to go after over time through real leads, real follow-up, and real closed jobs. Nobody wrote it down; it just worked.
Location two opens with none of that. It copied the logo, and it doesn't copy the knowledge. Leads came in, nobody knew which ones to chase first, and the path didn't match the buyer.
"Opening a location copies the brand. It doesn't copy who to go after. That has to be built each time."
1. Look at who bought at location one. Not who they were, what they did, what made them call? How fast did they respond? What did they ask about? What didn't they push back on? That's your buyer. Write it down.
2. Check if that same buyer exists in the new market. A similar area doesn't mean the same buyer. Find the closest match and build around that and not around what worked somewhere else.
3. Build the follow-up process around the new buyer. How fast to respond. What to say first. How many times to follow up. The process at location one was built for a different buyer. Location two needs its own.
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 Segment Alignment Worksheet
Map who buys at location one. Rebuild the path for location two.
Download Now!
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