I sell Google Ads software, so it is a little odd for me to write a post about getting customers without ads. But the companies that do best with ads later are almost always the ones that got their first fifty customers without them. They learned what customers ask, what jobs are profitable, and what a good week feels like. Then they added paid traffic to fill the gaps instead of hoping paid traffic would build the business.
The best version of this I have heard came from the UpFlip interview with Andrew Anstrom and Austin McCoy of Tree Amigos, a tree service that grew from a truck and a trailer to about $2.6 million a year. They called their door-knocking approach the four corners. I have since seen versions of it in landscaping, pressure washing, roofing, and painting, because it is not really about trees. It is about the fact that the best time to sell a home service is while the neighbors can see you doing it.
What the four corners are
Every job site has four corners: the neighbor on the left, the neighbor on the right, the house across the street, and the house behind. Before your crew leaves, someone walks to those four doors.
That is the whole method. The reason it works is worth understanding, though, because it tells you how to do it well.
The neighbors have the same problem. Same tree species, same age of roof, same driveway stains, same storm last Tuesday. Whatever you just fixed next door is on their list too.
They have already watched you work. A chipper running for three hours is a better ad than anything I could write. They have seen the crew, the cleanup, the truck. The trust part of the sale is done.
You are already there. This is the honest hook. You are set up on the street, so there is no travel charge for a quote right now and the job can happen this week without another trip. That is real value to them, not a gimmick.
The script
Keep it under twenty seconds. People are opening the door to a stranger.
"Hi, I'm with the tree crew working next door at the Millers'. We're wrapping up and I noticed the maple over your fence has some deadwood over the driveway. Since we're already set up on the street I can take a look and give you a number right now, no travel charge. Want me to?"
Three things are doing the work in that script. You named the neighbor, which makes you not a stranger. You named a specific thing you noticed, which makes you an expert rather than a salesman. You explained why now is cheaper, which gives them a reason to say yes today instead of "maybe in the spring."
If they say no, hand them a card and thank them. If nobody is home, leave the card in the door with a handwritten line: "We were working at the Millers' today. Noticed the maple over your driveway. Happy to look anytime." Handwritten matters. Printed door hangers get thrown away with the pizza menus.
Track it. Four doors per job, and after a month you will know your number. For Tree Amigos it was enough to build a big part of their early book. In my experience with other trades, one quote per job is a normal result and one job per three or four jobs is a good one. That is a 25 to 33 percent boost in revenue at a cost of ten minutes and four business cards.
The referral window is ten minutes long
There is a moment after every good job when the customer likes you more than they will ever like you again. The pile is gone, the yard is raked, the tree that has been scaring them for two years is not there anymore. Andrew and Austin were specific about this: ask for the referral right then, not on the invoice, not in a follow-up email.
How you ask matters:
Do not ask "do you know anyone who needs a tree service?" The answer is a reflexive no.
Ask a narrower question. "Is there anyone on this street or at work who has a tree they've been worrying about?" Narrow questions get real answers because they make the person picture a specific tree.
Hand them two cards. One for them, one to give away. Say that out loud: "That one's for you, that one's for whoever has the tree."
If they give you a name, ask permission to reach out and to say who sent you. A text that starts with "Sarah on Elm Street said you had a limb over your roof" gets a reply. A cold text does not.
Get the review in the same window. Text the Google review link before you pull out of the driveway. Reviews requested a week later get written by one in ten people. Reviews requested while they are looking at the clean yard get written by one in three.
Be the tree person on your city's subreddit
This one takes longer and pays for longer. Andrew described using local subreddits as an expert consultant. The word consultant is the important one.
Most cities have a subreddit with a few thousand active locals. Every spring and after every storm, the questions show up: is this tree dead, what is this fungus, can I trim this myself, who do I call. Most of them go unanswered or get answered badly.
You answer them well. Not with a pitch. With the answer.
Here is how to do it without getting banned or ignored:
- Pick two subreddits: your city and, if there is one, the nearest big metro.
- Fifteen minutes a day. Search for "tree" and answer whatever is new.
- Answer completely. If the honest answer is "that's normal, leave it alone," say that. Those answers are what build the reputation.
- Put your company in your profile bio. Never in the comment.
- Never post a link to your website. If someone asks who you are, tell them in a reply.
- Post your own content occasionally: a photo of an interesting removal, a warning about the ash borer, a note about what the ice storm did to silver maples. Useful, local, no sales language.
The first job from this takes months. After a year, you are the name that comes up every time someone asks the subreddit for a tree guy, and that is a position no competitor can buy. The same approach works in Facebook groups and on Nextdoor, with the difference that those platforms tolerate a little more self-promotion and their users are older, which for tree work is a good thing.
A tracker that fits on one sheet
You cannot improve what you do not count. Keep a sheet, paper or spreadsheet, with one row per job:
| Date | Customer | How they found you | Job value | Corners knocked | Quotes from corners | Referral asked? | Review link sent? |
|---|---|---|---|---|---|---|---|
| Mar 4 | Miller, Elm St | Nextdoor | $850 | 4 | 1 | Yes | Yes |
| Mar 5 | Ortiz, Elm St | Four corners | $1,100 | 4 | 0 | Yes | Yes |
After thirty jobs you will see three things. Which source produces the most profitable jobs, not just the most jobs. How often the corners turn into quotes, which tells you whether your script needs work. And whether you are actually asking for the referral every time, because most owners think they are and the sheet says they are not.
How long it takes
Fifty customers from these three methods is a realistic first-year goal for a one-truck operation, and it compounds. The four corners produce jobs that cluster on the same streets, which cuts your drive time. Referrals produce customers who already trust you, which raises your close rate. The subreddit produces a slow trickle that turns into a steady stream in year two.
It is also lumpy. You will have a week with six jobs and a week with none. That lumpiness is the main reason owners eventually add paid advertising, and it is the right reason.
The signs it is time to add Google Ads
I would not run ads before you have done the three things above for a few months. Ads are a tap you turn on when you need water, and in the beginning you need to know what a good customer looks like more than you need water.
These are the signs that the tap is worth turning on:
You have a second person, or can hire one. Ads generate phone calls during the day. If you are up a tree when the phone rings, you are paying for calls that go to voicemail.
You have twenty or more Google reviews. People who click an ad check your reviews before they call. Under ten and your cost per call roughly doubles.
Your schedule has holes you cannot fill with referrals. Referrals are lumpy. Ads are not. A $10-a-day campaign that fills the empty Thursday is worth far more than $10.
You know your numbers. If you have read the man-hour pricing post, you know what a lead is worth to you. For most tree services it is $40 to $60 in profit. That is the number you compare against your cost per call from ads, and it is the number that keeps you from overspending.
When those are true, start small. Call-only ads, your service area and nothing outside it, a tracking phone number so you know which calls came from ads, and a weekly look at the search terms report. Tree service clicks run about $10 on average in the US, so $300 a month is roughly thirty clicks, and a tight campaign turns five or six of those into real calls. If you want to see a sample campaign for your area before you spend anything, the Google Ads for Tree Service Companies page has one.
See a sample tree service campaign with real cost numbersThe whole playbook in one place
The four corners script, the referral ask, the subreddit rules, the tracker, and the "when to add ads" checklist are day three of a free five-day launch plan I put together for people starting a local service business. Day one is gear and setup, day two is pricing, day four is your first ad campaign, day five is hiring and reinvesting.
Written for founders, not marketers. No fluff, no course to buy at the end.
What is the four corners method for getting customers?
It is a door-knocking approach used by home service crews: before leaving a job site, knock on the four doors that surround it, the neighbors on each side, the house across the street, and the house behind. Those homes have the same trees, roofs, and problems as the job you just finished, they have watched your crew work, and you can honestly offer an immediate quote with no travel charge because you are already set up on the street. Tree Amigos, a tree service that grew to about $2.6 million a year, used it to build much of its early customer base.
When is the best time to ask a customer for a referral?
Right after the job is finished, while the customer is standing in the clean yard, before you leave the driveway. Ask a narrow question such as "Is there anyone on this street who has a tree they've been worrying about?" rather than a general one, hand them two business cards, and send the Google review link by text in the same moment. Requests made a week later by email get a fraction of the response.
How do you use Reddit to get local customers?
Find your city's subreddit, search for questions about your trade, and answer them completely and honestly without pitching your business. Put your company name in your profile, never in the comment, and never post links to your site. Spend fifteen minutes a day on it for a year. The first job takes months, but you become the person the subreddit recommends whenever someone asks for a referral, and that reputation cannot be bought by a competitor.