The ability of a technician to find opportunities in your clients’ homes is a combination of talent and the act of following a consistent process. Many times homeowners will knowingly bring things to your attention; other times we must discover them. This ability is a vital part of being able to more than satisfy your client and bring in additional revenue.
A large part of this process is being able to communicate why your business is the best to satisfy the client’s needs. We must be able to differentiate, build value, explain the benefits, and most importantly, ask for the sale. You are the expert in your field and should be able to convey the message in a way that the client understands your business expertise and capabilities.
To confidently state that your business is, in fact, the best option comes from a thorough evaluation. Assess the customer’s wants and needs and make sure it aligns with your business value.
Here are a few questions to ask yourself:
- What does the customer want?
- What does the customer need?
- Can you provide a professional, moral, and ethical solution?
- Is there an opportunity to use additional products and services we offer to solve the issue?
- Why should your client choose you instead of the competition?
- How can you improve your services to better meet customer needs?
- How can we improve the value proposition?
- Are we offering Band-Aids or solutions?
The goal is to search and discover new opportunities for business that will help improve the customer’s health, comfort, or safety.
By doing this, you will be the homeowner’s ultimate unique solution—and you are well on your way of building a client for life.