Ep 142 - Going Deep & Filling your Electrical NDP Buckets!

Hello, hello, hello and welcome back to another episode, episode 141 of Electric Purnier Secrets, the Electricians podcast, where today I'll be your host. My absent co-host is enjoying his days off and today I want to continue our endurance run here of helping you master sales, simplify pricing and delivering premium level service in your electrical biz. And how we're going to do that is by continuing this niche talk, uh, document this niche topic. Guys, forgive me, as you know, we got rid of all the fancy shit. We don't have any buttons or fancy things other than this little screen behind me and my little badge. Below me is the pleasant peasant yeah, welcome, thanks for joining, guys. Uh, we're going to continue on with a great topic this week. I cannot wait to dive right in the title. Of course go deep and fill your buckets. Let's just talk a bit about what that means right off the bat. Going deep has been everything we've talked about all week Nitches, get riches, everything that we're promoting. How to speak to the actual pain point that your ideal clients, that your marketing should be really focused on, to cause a response, to cause a new relationship, to form based on the trust that you could fill that void, cause a solution, create, serve, have a product for a solution for that person, and that, ideally, really is the point of your marketing to convey that messaging, to help people understand what you do. First and foremost, as I pull up the Facebook live here so I can make sure to see you guys and be talking with you I know we've got a couple of viewers, guys. Let me get this up. Here it is, here it is, and we're going to jump right into this. I want to get vulnerable with you, first and foremost today, and here's a bit of that vulnerability. Here's the thing Yesterday was hard. If you saw my post, I had a bit of a hard day yesterday and I don't think I'm alone with that. I think it happens to so many of us. So would it be wrong of me to spend a moment or two talking about this and dissecting this problem? There's something we ought to know about this growth, about the next level, about everything that we're looking to accomplish. That's on the other side of something we haven't done yet. Does that make sense? Everything we want is somewhere we have not yet been, and that's really important to recognize. It's important to recognize that we haven't been there yet, because there's a lot of angst that builds up. Against that, we're nervous, we're fearful right Fear of failure. There's a ton going on with this that can hold us back or feel like represent as resistance to the target that we're setting our sights on. And specifically because this comes up in our client group, because it comes up in our conversations, because I know so many electricians deal with this too, it is a challenge. So, specifically, I really wanted to address this for you guys today, just briefly, and reference the post that I made earlier today speaking about how yesterday I finally took a breath. It feels like finally, even though I had the weekends off. Right, it seems like life is all work, work, work, work, work. And then the weekend comes and it's plans, plans, plans, plans, plans. It's constantly referencing the calendar and what we got to do next, where we got to go next, who we need to entertain next, who we need to take care of next, who, what, where and how. It's just next, next, next, next, next next. And finally, I hit a moment yesterday where, because of a canceled meeting, I just had a moment to breathe, I just had a moment to take it all in and I felt that exhaustion. I felt it coming over me. I knew what was happening and we're so busy that the overwhelm can't even set in, whether it's, you know, fear of hiring the next person, the fear of getting the job done that you're on now, fear of, you know, taking care of your clients at the highest level, fear of your pricing being too high for this, another prospect who denied it. All these fears, all these challenges represent themselves in different ways, and if we don't actually deal with this stuff, if we don't actually work through it or take time to accept it, acknowledge it, validate it and check the box and say, okay, but I'm still pleased with this, I'm still here, and we don't do that, it does all add up, and that's where I felt yesterday, and so I wanted to share that with you guys as a moment of vulnerability, because for me, it was a moment to pivot out. It was a moment to take a breath and get out of this office, this little space, and whatever it looks like for you right now, or sounds like for you when you're listening to our podcast, right. So I know there's so many of you who are also on this journey. I know there are so many of you who are also experiencing this at various times of your journey, of the week, of the day, of the month, of the year. We're all going through seasons, and so I really want to remind you that to get to the next level, we have to break through where we're currently at To realize that next best you, we first have to break down from between where you're at currently and where you want to be, and that's not easy, that's hard, but we can do it right, we can break through that. There's something we call between where you are and where you want to go, the developmental edge, and what that means is we're going to a place of, we're right at the edge of our comfort zone, right at the edge of this floating island that we're on, where we're comfortable, in the center, where it's balanced and everything's the same and status quo just happens. But at some point that state gets agitating too, that state becomes a problem too, at some point. That's not enough either, because our basic needs drive us to grow. Our basic needs drove you to become an electricpreneur. Your basic needs drive you to maybe hire someone and expand this business and realize that vision that you have, whether it's for wealth, for you, for your family, for health, right to have an impact, to feed more families, to pass on a legacy. Whatever your reason is you've got to stay with that, why You've got to stay in control of this, but allow yourself to acknowledge that there's a gap here that's hard. There's a gap here that's vulnerable. There's a gap here that's uncomfortable to get help with that, to reach out and just say it Because at the end of the day, I can tell you right now there's far too many people going through the feelings of this, having depression issues, having as Joe's talked about so many times self-harm thoughts, those issues around that, and we aren't talking about it enough. So not to go sour on this, not to go sad on this, but I was talking about this with my life partner yesterday and she and I were discussing how in Canada there's, on average, 4,000 deaths every single day due to suicide and somewhere in the realm of three quarters of those are men, and a bunch of those men could be just like us, could be going through a hard time, could be not talking about it, could be not really voicing that or getting the help that they need. So I want to encourage that, for you guys to know that you can always come back to us. You could always talk to us and we would always want to help you. But just in recognizing that on this journey it gets uncomfortable, it gets hard, is going to be a big piece of that. To allow you that confidence to speak about it, speak to it and know that you're not alone. And as you build your business up, as you reach these levels, we're going to continue to be here for you and support you in every single way that we can. In fact, we look forward to it every single day that we can. I know my partner is on a forced day off right now, but I say forced, I mean, as I said yesterday at the end of the episode, we literally make days off mandatory, holidays mandatory, because we're trying to take care of our health too, because we need to take care of our families too. So it's not like a suspension. He's just on some holidays and, as he is, I know that he wishes he could be here too. So that's the go deep part. But also the depth is in the marketing. That's what we're talking about this week. So filling your buckets is this, guys, it's not just your personal buckets, I'm talking about the three buckets of NDP. Some of you may have heard me talk on this subject before, but this is a bit of a philosophy I have on marketing that I've shared in the past, but I don't think really in full on this podcast, so I wanted to do that for you guys. I know that you're more fitting time than during the niche marketing week, so here it is. There are three buckets of NDP, so you may be asking yourself what the hell is NDP Needs, desires and problems. Three buckets of needs, desires and problems. And what these buckets are is relative to your business. These buckets are a way to look at all the ways that you collect, know and understand the needs, desires and problems of your marketplace, and so you can see how this fits perfectly with niche marketing, as we want to know these, to collect a list of them, and we want to know these to know how our clients speak to them, and we want to know these so that we can then project those pains and solutions back in our market to help our target market know that we're the authority, we're the ones to solve that problem for them. If we truly had that under wraps, if we truly had exhausted every effort of these three buckets of NDP, I know that your pipeline would always be full with paying clients who trust you more than anyone else. So bucket number one of needs desires problems quite simply is this. Bucket number one is they tell us, when it comes to needs desires problems, most electricians are in this category, with 80 to 90, maybe even 100% of their marketing efforts are waiting for people to reach out and tell you what their problem is today so that you can propose a solution to fix it. Examples might be your Google, bing, yahoo, any paper clicks, lsas, any of that stuff, your website. We are waiting for people to come and see your sort of online presence, your online store, and just tell you, reach out and say, hey, I've got this problem, can you help me fix that? There's a good thing and there's a bad thing here. Everyone should have this bucket running for them. Obviously, we want that online presence, we want people to be able to reach out and tell us their problems, and so we want to be able to provide offers to solve those problems for them. But there is a hole in this bucket. There is a hole, and it's that we don't have a ton of control here. We tend to kind of spend money and put money into the universe to fill this bucket and when the universe doesn't answer back, we tend to kind of place some blame on the Google, the internet, the marketers, the. Anyone who isn't making my phone ring right now gets blamed for this bucket. So there are some elements that are out of our control here and there are some elements that are in our control. But let's move on to bucket two now for a moment to help us understand the bigger picture. Bucket two instead of waiting for people to come to us and say what's going wrong, what they need, what their desires are, bucket two is we're gonna learn how to and present offers to people. We're gonna learn to offer ahead of time, anticipating what people's needs are. Given the data and experience that we have over this market, in this season, at this time, in response to this Worldly Event, in response to XYZ reasons, we'll make offers based on what we already know about the collective of our existing clientele, the collective of our target market and the collective of really everything that we collect in data and understand about the entire gap between the market and our clients. So those prospects, the attraction, everything when we learn how to make a good offer based on data, based on niche marketing, based on going deep and speaking to actual pain points, we can fill this bucket too, all right. So bucket two is we offer. So the value piece we're giving away this week I just posted again about it, but we talked about it yesterday as well the specialist checklist to help you go deep and gain that additional authority and trust in your market is, in large part, gonna be based on bucket two filling that bucket. So if you're not currently making offers, putting yourself out there in different ways like your social media, like signage, like wraps on the van, like EDDM, every door, direct marketing campaigns If we're not making offers, then now's the time to start, and grabbing that value piece is gonna help with this. Then I'm gonna jump into bucket three here. Bucket three is the last place where we're gonna learn people's needs, desires and problems, or get confirmation of it, and this is actually in the execution of every sales process and every client execution process, every client fulfillment that we have on the schedule right now. So how are we maximizing, how are we leveraging, finding all the needs, desires and problems of the current client? We have making sure to make offers for them and making sure to collect that data and keep it within our systems so that we can continue to make offers for them, right? So this bucket three is made more of well things like we have in place in our offer structure like six options. Six options help us address the finest, like the most permanent and finest money could buy potential options that we could come up with in their home, which means not just what they need or what they called us for, or even what we offered from bucket two, so not just the stuff from bucket one or bucket two, but also the stuff we found while we were there, and not just with our collective of trade experience and knowledge, but also the collective of our empathic bridge to their concerns, their needs, understanding the why behind what they want. So building from the finest right down to the most temporary and again speaking to this concept that it's not about selling that all today, it's about filling this bucket of NDP, this third bucket. So every time we offer six options, every time they don't take the top option, we're still making notes, we're still taking action and creating data for our database of what else we could do. So it becomes like a timeline, a timeline of potential client activity based on the needs, desires and problems that they have. And because we track that and because we'll just continually drip on it, drip, drip, drip these offers, drip the timing of these communications, drip these little touch points, we'll keep that forever and it'll just become a matter of timing for that client. It's not a matter of do they need it, it's a matter of when would they want it? And so that's. The third bucket of NDP is the we offer Six options helps us with it. Club memberships help us with it. Well, why? Because in our club memberships, in the very outline that we've given away here, also for free, what else do we include? Of course first class service, of course priority scheduling, of course wave diagnostic fees. We make it easy for them to shop with us again every time. But also we've made it easy for us to communicate with them at a higher level because that trusting relationship is there now. So reaching out, because you're in the neighborhood, putting them on the calendar again for their full inspection of their home and what happens there, we're going to find more needs, desires and problems again. So that third bucket is filled by those offers, by how we build that offer up in our business and how we, of course, styo, stick to that offer. So now, can you see, go here with me for a minute if you had bucket one filled, bucket one being they tell us what their needs, desires, problems are. People are calling in, right, people are asking for help, just based on who we are, what we niche in, what our messaging says, et cetera. Then we have bucket two full we make sure to be making offers out there and getting hands up, getting people to acknowledge and volunteer some information, to say, hey, we have that problem too. You're speaking right to us, right, and continually putting those offers out. And then bucket three, to find those needs, desires, problems and go deeper with every client, to go deeper in your messaging and go deeper with serving them at the highest level. Can you see how filling those buckets might be the thing that fills your pipeline, takes your revenue to the next level, increases your need to recruit and build this business to the next level that you imagine. And let's full circle back and say don't forget what we talked about in the beginning. It's easy because you can do it. It's hard because there'll be emotional attachment, there will be fear of failure, there will be roadblocks in the way of you reaching your next level, because today you're not yet the person that can be there. The only way to get there is to exceed our current self, exceed our current level, to raise the bar for ourselves, get uncomfortable, push towards it and watch your business follow as an action item. Today, guys, we've got an action and all strung to crank this out and get off the live here as an action item. Make a list of your three buckets. What are the ways that people reach out to you. They find you and reach out to you and tell you their needs, desires, problems so that you can offer and solve them? Make a list for bucket two. What are the ways that you are making offers into your target marketplace and getting people to say we need help with those needs, desires, problems? In bucket three, make a list of the ways that you are currently continually agitating, reoffering, making sure to identify all the needs, desires, problems that you can when you're serving someone and through the sales process, even even where we're denied serving someone. What are we doing with that information? Make sure it goes to the CRM, make sure it goes in your database and the all star action would be to grab our value piece from this week and last, even, and to take action on this stuff, to take action on filling those buckets to make sure, make damn sure bucket number three is getting all the love and attention it needs, because it's a superpower. You get to now re-envision your business with a full pipeline full of revenue, full of niche marketing, where you have trust and authority in your market for being the best at what you can do. Guys, that's what this week's been all about. I got to end it right here, guys. I got to jump off, but thank you for joining me for another session, episode 141. Go deep and fill your buckets. I'm alone today, but by Monday Joe's going to be back and we'll be back to the team working to help you master sales, simplify pricing and deliver premium level electrical service. Man, I'm wishing you, guys, the best Thursday ever. I cannot wait to see you tomorrow. Finally, it's Friday, big weekend this weekend, guys. I cannot wait. Enjoy the rest of your week. Bye for now, bye.