25 Keys to Winning the In-Home Service Bid and Stealing Your Customer’s Heart
Do you want your business to make way more money while you work less? Do you want your customers to be so loyal that they wouldn’t dream of calling anyone else?
If you just answered yes, (and I know you did) read on…
Before I share my secrets for bidding on in-home service jobs and building customer relationships, do you mind if I tell you a little bit about myself?
At the time of this writing I have over 32 years experience creating, building and eventually selling service companies.
Currently, I own and run a nationwide carpet repair company with locations in nearly every major city across America. In addition to building and running my own companies, I’ve been trained by several well known sales trainers.
When providing personal training to outside sales people their revenue increases by an average of around 25% – 50%.
Here are the 25 keys I promised you.
First of all stop being a salesperson. Stop it right now and never go back to selling your service. Take the word sales out of your vocabulary and replace it with enrollment. Aspire towards greatness in the art of enrolling prospects into choosing your service. Nobody wants to be sold anything. People want you to understand their problem and be the solution to their problem. When you solve a persons problem you won’t have to sell anything. Help someone out and they’ll never forget you… when they need help.
2) You don’t have a service company.
In actuality you have a marketing company that enrolls people into what you have to offer. Everything you say, write and do for the prospect or customer should be all about enrollment.
3) You aren’t “a” contractor, you’re “their” contractor.
When you become an enrollment expert, you cease to be just another face in the crowd. You’re not just another contractor that wants your prospects money. Instead, you’re promoted into their inner circle. You become “their” good friend, “their” expert and “their” advocate in your field.
In the prospects mind you’re no longer a carpet cleaner or a plumber or a contractor. You’re now part of their lives as “their” contractor or “their” carpet cleaner or “their” plumber. If you really care about your prospect, they’ll know it and will always call you first and wait for you when you’re busy.
4) The two most important questions.
With every statement you make to your prospect, answer one or both of these questions that your prospect is always thinking:
A) What’s in it for me?
B) What’s so great about that?
For every service or product you want your prospect to want to buy give him several benefits. For example: “We offer Scotchgard to protect your carpet. When you use genuine Scotchgard instead of what most guys are selling, your carpet will release dirt and sand easier when you vacuum it. This in turn will make your carpet last longer because sand cuts through the fibers of the carpet. removing sand from your carpet on a regular basis will save you a lot of money in the long run as well as keep your home looking and feeling cleaner.”