5 Things To Avoid When Selling Customers On Your Services
by Mike J. Agugliaro
Selling is something you can’t completely ignore in the plumbing game if you want to ensure you maintain a steady workload. Here are ways to make that part of the job enjoyable and effective.
As a plumbing business you define your work as plumbing work, but the truth is that it’s more. To get more plumbing work you have another job as well — sales. The more you sell, the busier you and your team will be and the more money your company makes.
Unfortunately, sales is often considered to be an annoyance, an inconvenience, a hassle, or even an afterthought. Maybe it even feels inauthentic and slimy. You’d probably rather be plumbing than selling.
But with just a few simple tweaks to your approach, you can sell a lot more to your customers without all those accompanying negative thoughts. It all starts with dropping these five things from what you do. When you stop doing them, you’ll focus your energy on more effective selling (and selling that doesn’t feel slimy) and you’ll close more deals.
1. Stop Trying To Sell
I’ve previously written about this aspect. If you’re trying to sell, you’re overthinking it. It should flow naturally. If you are trying to sell, you’re going to hate it and the customer will sense that it’s forced.
Stop trying to sell. Instead, simply approach every sales interaction as a conversation between you and the customer to help them decide whether or not to make a purchase. All you’re doing is leading the conversation and helping them decide. You’re serving your customer. That’s it. Don’t overthink it.
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