Written by EGIA Contractor University Faculty & Marketplace Partners
Routines and Patterns Can Work for or Against You
By Steve Mores
We have all heard this before, “You just have to get into the habit of doing it.” And that’s sometimes the advice and solution that owners and managers give to their team when discussing how to correctly work a service, maintenance, or sales call to increase average tickets and close rates. Well, that may be easier said than done, and just saying it doesn’t make it happen.
This week I had a local heating and air conditioning company come to my house. The technician was polite, clean and courteous. He also did not know that he was the one who installed the zoning system with the new air conditioner just a few years ago.
Teddy Roosevelt was a force of nature, larger than life in all he did. He had no equal, he was peerless. Some say, one of the 20th century’s great leaders. How could TR's admirable qualities improve your leadership skills?
In a service-based business model, to get the results you want for your business, you must deliver the results, outcomes and experiences customers want for their lives. The better the delivered outcome or experience, the more people will pay, and the better the company will perform.
Jeffrey Gitomer said it best, “No one likes to be sold to but everyone loves to buy.” He’s right. So why do we continually treat homeowners like they just walked onto a used car lot and we need to make quota this month? Stop selling. Your customers today are educated, smart and like to make decisions for themselves, yet we just keep trying to tell them what to do. And they do not like it.