What is Stopping You?
Posted by practicebetterbusiness
What is Stopping You?
- 1. I’m sick of the lousy economy2
- 2. I’m amazed at the extent of hack work3
- 3. I’m sick of the unlicensed thieves taking our work
- 4. I’m upset that the ‘authorities’ don’t seem to be enforcing licensing laws
- 5. I’m sick of cheap customers!!!
We do create our own economy. I will not tell you that if you envision a good economy you will have a good economy. However you must take advantage of every opportunity that presents itself to you. Typically in the construction service trades the presentation of solutions is; here it is. Do this and I can fix it for you, do not do this and I cannot fix it.
This is broke, here is what I can do, and the price is no longer is cutting the mustard. The customer no longer will have you do the job just because you showed up. What is necessary is an explanation of why it broke, how to keep it from happening in the future and present options that make sense to the customer. Your reasons concerning why the customer should move forward today does not hold the same meaning it did 30 years ago.
There is a thought that you need more customers to increase a company’s bottom line. This is a misconception. It is fantastic when your client base increases and it is a natural progression to increase the bottom line. The problem is increasing the number of times your phone rings.
With the proper training you can increase profits. The concept is not a difficult concept to grasp. The idea is to ask questions. These questions must have a purpose. Asking questions without a purpose is wasting time. Whenever a question is asked an answer and information is sought and requested. Your questions should discover information.
When I speak with other construction trade professionals I discover a misunderstanding of the type questions to ask. Some training will have the service technician ask the typical question of has this happened in the past, what you did, and what option you want. These are solid strong questions to ask however they are premature questions and are not closing type or trial close questions.
A simple way to understand what type questions you should ask and be prepared to answer is to write down questions your customers ask you in the past. These questions will include questions concerning price, time and what will work to take care of the issue.
Some other questions to ask include how the customer feels or likes the present product and the service they receive from the product. Asking the customer what they expect and want to accomplish today also are good solid questions to ask. You may want to discover any and all other repairs he or she has made to this product in the past.
Understanding what the customer wants to accomplish and what they think will lead you to a way to present better choices to the customer. When a product has given the customer trouble throughout the years there is no sense is spending and throwing away more money on a product that is a lemon in the mind of the customer.
Separating yourself from the competition and less qualified people or companies will decrease the number of customers having to go outside the trade to get the work completed. Asking the proper questions and giving the right choices will increase your economy by increasing your outside referrals and profitability.
Rarely do I discover a customer as cheap. I frequently run into frustrated customers that have had people do work for them that were unqualified. Add to this an inability to communicate and express ideas the choices given to customers is limited and they must make the best decision. Typically the choice is a best of the worst when the customer should be receiving the opposite. The customer has the right to choose the worst of the best solutions. When given the correct solutions that are based on the customers reasons enhances the chances the customer will make the right choice for the best solution for him or her.
Today is the day to start asking the right questions and gain information that enables you to help your customers make the right choice. By doing this you will decrease the chances of work being given to unqualified personnel. You will increase your economy by helping more people choose the right choice increasing profits. Your perception of your clients will change from a cheap customer to a really nice customer.
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Posted on October 7, 2012, in construction services, electrical sales, HVAC sales, practicebetterbusiness.com, sales, service industry, service trades and tagged business, buying, expert sales training, how to sell air conditioning, how to sell plumbing, plumbing business, plumbing profits, purchasing sales training, sales for plumbing sales tips for plumber, sales help for air conditioning, sales help for plumbers, sales help for plumbing technicians, sales help for service industry, sales help for shy people, sales tips for air conditioning, sales training, sales training for plumbers, selling, selling for plumbing, service industry sales training, what is selling. Bookmark the permalink. Leave a comment.