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What if there is another way … to grow a business?
because some of them are doing well and they want to grow, and others attend because they are
CEO Warrior is holding another Service Business Edge from June 12–15, and we’re working to make this event one of our very best. You won’t believe who we have coming — we have direct- marketing expert Brian Kurtz; “Profit First” author Mike Michalowicz; and the “$9.4 Billion Man,” Jay Abraham. These guys are experts at answering the question, “What if there is another way?” If you have been spinning your wheels in your business, and if you’re ready to make a change and grow like never before, start by asking the question, “What if there is another way?”… Find the answer from Service Business Edge at www.ServiceBusinessEdge.com
What if there is another way … to make more money with less stress? What if there is another way … to be more profitable? What if there is another way … to run a business (that serves you and your life)? For some people reading this, here’s the question you need to ask: What if there is another way … to run my business so I’m not in my truck anymore? And for other people reading this, here’s the question to ask yourself: What if there is another way … to take my business from $30 million to $40 million this year? These questions are asked — and answered! — at Service Business Edge. STOP THINKING ABOUT SELLING AS A ONE-TIME EVENT When does the sales conversation happen with a customer? Most plumbers probably think that it happens when you are face-to-face with the customer, and you’re spelling out their options and giving them an estimate. Then, they wait to see if they accept it or not. But this is not true. When you approach selling like this, you put a lot of pressure on this one interaction. Stop thinking about selling as a one- time event. Instead, remember that selling starts when the customer is just a lead and gets one of your marketing pieces in the mail. You’re selling them on why they should hire you. Then, the selling conversation continues when they call your office or click on your website. Then, the selling conversation continues when you are with them face-to-face. It’s a process that builds on itself.
frustrated and trying to figure out what to do. Ultimately, we ask and answer the question, “What if there is another way?” Many don’t realize they can ask this question or that it will create new answers for them. We show them that question, and then we answer it for them in a number of areas: What if there is another way … to recruit and hire great employees? What if there is another way … to market your business and generate leads — a way that is more effective and costs less?
What if there is another way … to lead your team? What if there is another way … to handle your competition?
Mike Agugliaro
3 KEY TIPS TO INCREASE SALES
STOP SELLING JUST ONE-TIME SERVICE When you sell plumbing, what are you selling? You’re probably selling the solution to a one-time problem that the customer pays for once, and your company delivers the service once. Then, the next time they need services — assuming the customer remembers to call you instead of your competitor — you have to sell them on the next service all over again. Stop selling just one-time services. Consider selling other services, like recurring services, memberships, maintenance checkups, seasonal services, and more. Even if the customer thinks they only need a one- time solution for a one-time problem, they probably aren’t thinking about the many great ways that you can help them on an ongoing basis. Show them how you can help, and sell them on your ongoing services to stay in front of them and create recurring revenue for your business.
STOP FOCUSING ON PRICE How often have you sized up a customer and thought, “They won’t like the price I’m going to quote”? Or maybe you get to the price-quote portion of the sales conversation and wince at what you expect the customer’s reaction will be. Stop focusing on price. When you focus on price in your own head, you actually make the customer focus on price, too, because your words and actions unconsciously focus on price. Instead, focus on value and on everything that the customer will get out of the service you’re selling. Make price just one part of the conversation when you talk about exchanging value — the small amount of value of their money for the massive value they’ll receive when they hire your company for their next plumbing job. It’s a simple mindset shift, but it’s very powerful.
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