There are three things that every business needs.
You need technical skills to deliver the quality service that will have your client’s calling back and referring you on a regular basis. You need business skills to comply with legal requirements, effectively manage your time and manage employees if you have associates.
Of these three, I say, sales is the most important. Without sales……….the rest do not matter.
It can take as much, or more, energy, to get the work as to do the work.
The old saying “Build a better mouse trap and people will beat a path to your door”, may be true……but only if the world knows you have a better mouse trap. You have to market and sell it!
The most profitable sale you will make is the add-on sale, additional services you can provide while you are already in your customer’s home.
Overhead, hopefully, has already been included in the original scope of the job……as well as, PROFIT.
If you’ve done work for this client before it’s not IF you will do work here but, HOW MUCH ? They trust you; They like the quality of service your perform; they are comfortable having you in their home or they would not be calling you back
A fact: If you don’t promote all the services and products that you offer, you will end up doing very little of many of these services!
Most customers don’t ask us to do everything they need. Either they just ask for the service that is on their mind right now, usually the most obvious thing you do. They may not even know you also do …
OPEN YOUR EYES! Look around. See what their needs are. Then open your mouth. Your customer’s likely would benefit from many of the services you can provide. If you sold all the services your customers need……….you could double and triple your business, without spending a dime!
Position yourself as the consultant.
TRUST is most important. Only sell them what they truly need.
Use in-home materials to aid the presentation. Effective demo kits, videos and sales material are available to help with your presentation.
Get it on the schedule! If your tech has too full a day to do it today, encourage them to give the quote, sell the job and call the office to schedule. Perhaps a sales commission?
Help your techs with content they should include and an outline of how to present the information, but let them present in a way that is natural for them. Obviously your customers know you and your techs. They like you, or they wouldn’t have called you back.
Talk to them. Help them. Help yourself.
Every sales attempt has a value. The more attempts you make…….the more you sell. Even if the answer is “No” you may be planting a seed. You are also gaining experience. The next presentation can be even better.
Open your mouth and say “something” every time your customer needs ANYTHING you do.
Your sales will increase DRAMATICALLY!
GO MAKE MONEY!
Dennis Klager, industry trainer and consultant
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