How to Close More Sales in the Service Industry: Part 1 – Marketing
by Mike J. Agugliaro
I want to talk to you about how to make sales. After all, you probably know the technical aspects of plumbing, electrical, or HVAC work inside and out—but sales are how you make money and grow your business, and that can be a little harder to come by when it’s not your area of expertise.
With CEO Warrior, I’ve taken my years of experience in the home services industry, and used it to show other business owners how I grew my company into a $23-million-a-year business. I firmly believe you can do the same. There is nothing stopping you from making more money, getting more customers, and building a great, growing team of employees.
The thing is, regular, ongoing sales are one of the big keys to a successful service business. Do you need to know how to make the phone ring? Would you like to be increasing your sales, both to new and repeat customers? It takes a combination of marketing and knowing how to close the sale. Let’s look more closely at each so you can figure out what you need to do.
First up, we’ll look at marketing.
I cannot stress enough the importance these days of having a good website. Everyone is on the internet these days, and most are on it when they’re on the go, on their smartphones, tablets, or laptops. Your website should look good, but more importantly, it should be informative. It should provide a comprehensive overview of the services you offer, your prices, where you’re located, the areas you service, and how to get in touch with you. If potential customers don’t know you’re out there and that you’re local and available to them, they’re not going to hire you.
Email marketing is important too. You can get the email addresses of any customers, or you can have a signup area on your website. This is a free way you can reach out to them periodically, maybe to offer special coupons or discounts. Don’t discount word of mouth, either. Ask satisfied customers to pass your name on to their family and friends, or ask those you email to forward on discounts to those they think might be interested.
And don’t forget social media. Sites like Facebook and Twitter are places where everyone interacts with each other. Regular posting on these sites will encourage people to follow you, and will keep your name forefront in their mind. You can also use a site like LinkedIn to get involved in discussions and really position yourself as an expert in your industry.
Stay tuned for more next week on how to close the sale, and of course contact CEO Warrior to find out more about how I can help you.
Mike Agugliaro, “Business Warrior”
Founder of the Warrior Fast Track Academy and CEO Warrior Circle