In this insightful Potty Talk episode, Coach Richard explores the proven mechanics behind the MDP Service-Sales System’s remarkable success rate. Learn about the unique blend of customer psychology and sales tactics that helps close nearly every call, and get tips on integrating these techniques into your day-to-day operations.
Subscribe
Apple | Stitcher | Castbox | Spotify | Google Podcasts
Resources
3 Golden Nuggets
- Provide Multiple Options
- Offer Credible Discount
- Ask For Their Price
Sponsors
ApplicantPro is the ultimate hiring solution for home service companies to increase applicant flow, skillfully screen and select candidates, and make quality hires without breaking the budget. No IT or HR team required.
SHOW NOTES
Understanding Customer Mindset
In this episode, Richard Bainey delves into the psychology behind customer interactions in the home service industry. He emphasizes that no customer wakes up wanting to call a service professional, be it a plumber, HVAC technician, or electrician. This understanding is crucial for framing your sales approach. Recognizing that customers are often reluctant to spend money on unexpected services helps tailor your pitch to alleviate their concerns and build trust.
The Importance of Offering Multiple Options
Richard introduces the concept of providing customers with multiple options, a strategy he refers to as the “Goldilocks syndrome”—good, better, and best. This approach gives customers a sense of control and choice, which can significantly increase your closing rates. By offering three well-structured options, you help customers feel more in control and less pressured, making it easier for them to say yes to a service.
Credible Discounts and Closing the Deal
One of the key takeaways from this episode is the strategy of offering credible discounts and asking for the customer’s budget. Richard explains how a well-timed and credible discount can alleviate the customer’s reluctance to spend money. Additionally, he provides a powerful closing technique: asking the customer directly, “What’s in your budget to get it taken care of today?” This simple yet effective question can dramatically increase your closing rate by addressing the customer’s financial concerns head-on.
Richard’s Call to Action
Need a little more help? Why not join the Million Dollar Pro Success Academy and learn everything you need to know to grow your home service business and have a life too–all from the comfort of your home!
Start your FREE 14-day trial today
