Let's Get the phone to ring
Every year at this time I hear: “my phone is not ringing”, “My
guys are not working”, “I need work!” “What can I do?!” This is the time of
year when people are not thinking about their home’s HVAC and plumbing. You
need to jog the customer’s memory of the pain, the cost of emergency repairs
and give them a reason to do some of those recommendations you made in your
previous visits. Those extra recommendations and deferred replacement proposals
that they failed to act upon can be the answer to your slow period. I know of
one salesman who’s self-generated leads ADDED $50,000 a month in sales just by
going through old service tickets and making appointments to review the
customer’s needs. It is time to mine the file cabinets for the gold that is in
the recommendations from the past 18 months. With some well thought out
promotions you will be able to lubricate some of your clients to make their
purchasing decisions.
But you say “I only have service tickets where the tech
recommended (or only wrote down) only one repair” or “I do not have any idea if
the quotes that we did not close were sold by some else”. The Service Nation
Alliance has the tools and training that allows you to develop these sales and
service practices. Sales and tech training are just a couple of benefits that
your Service Nation Alliance membership provides you. Take this opportunity and
reserve your place in future classes to avoid this problem in the future.
Upcoming events and training:
“Value Added
Sales Training”
April 3-5
American
Airlines Training Center in Fort Worth
This 3 days training combines
and introduces you to home performance contracting and tried and true sales
practices from successful contractors. This is a great introduction for the new
sales person and provides some added tools for the experience veteran.
Email me at matt.prazenka@serviceroundtable.com
to reserve your space.
Coming is Joe Cunningham’s “Service Technician Training”
program. At the last Service Nation Alliance session he taught to an overflow
group and people had to be turned away. We are limiting the session to 40
people and 3 techs per company, and expect it to fill up quickly when it is
open to enrollment. The location and date will be announced shortly.
Now you really always wanted to go to Australia haven’t you?
See the sun rise in the southern hemisphere and be able to say Gd day, and now
you have a best reason in the world to take that trip. In May we are having the Service Nation
Alliance’s “International Leadership Conference” in Australia, a chance to be
part of a small intimate meeting and discussion up close with Mark Matteson. It
is very likely that you will be able to present you specific issues and have an
in depth discussion and gain the perspective of an expert and feedback from
your peers. All at a fraction of the cost of retaining an consultant while you
have the ability to enjoy exploring a new country. It also will allow you to
focus on your discussion without calls and text messages as your business is
most likely sleeping because of the time change (16 hrs difference from Dallas).
I guess the question is why would you not go?
To sign up now or learn more contact me @ Matt.prazenka@serviceroundtable.com
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