Ep 143 - Greater Response From Quality Questions

Hello, hello, hello and welcome back to another episode. It's Friday, fantastic Friday. Another episode of Electricpreneurs Secrets, the Electricians podcast, where we go live five days a week to help electricians everywhere, master sales, simplify pricing and deliver premium level electric, electric or electrical service. As you know, we got rid of the fancy shit, so if this is your first time, don't mind me making a little mess up there in the intro. We say it every time. Sometimes you get it right, sometimes you make a mistake, but I tell you what. Either way, it is Friday, it is my day. My partner, joseph, the sales bot, luke, can. He is still on holidays. He'll be back with us Monday, but for today I've got some special things to go through with you guys. Just us up, close and intimate. Here we go. What better way than this to finish the week? Guys, if you're with us, live in the Facebook group, then I want to thank you for joining us. It's really special to see you guys every single day of the week here with us, engage with us. Let us know how has your week been going. Let us know your wins, your challenges. I would love to talk through some of that with you and let us know this one. If you got our value piece this week the niches get riches value piece, with little emoji version, mr T on it Throw your hand up in the chat and let me know if you got some value from that. We're actually going to go through a piece of that today. The piece is really really refined and important and built around this title today, which is getting a greater response from quality questions. You may have heard this from some of the gurus out there, like Tony Robbins himself, which is someone I've followed and said an impact in my life the quality of life is directly proportionate to the quality of questions we ask. The quality of our understanding is directly proportionate to the quality of the questions that we ask to understand. A piece of this niche marketing, a piece of this value piece, the two-step piece that we gave away at niches get riches was a whole checklist of questions that we should be asking when it comes down to niching in any topic. In fact, full transparency, guys. We use this same exercise to get the most out of every topic that we focus on all week. Would it be wrong of me to want to share that with you, guys? If you're with me, I'm looking for a laugh here. If you're with me, please let me know what's the funniest thing that happened to you this week. Let's do a funny Friday, I know for me. I spent a couple of moments out there this week. I take a breath, I go out and I water the garden during the day to keep my sanity sometimes. Just got to get out of the office, I stumbled across a book that one of my daughters brought home, which is jokes for six-year-olds. There's some bad jokes in there, but let's see if I could share one with you. Let's see if this gets a rise for you. Why did the banana go to the doctor? This is not a comedy show, guys. I'm going to do my best here. Why did the banana go to the doctor? He wasn't peeling. Well, that's bad. That's bad, but feel free to give me a little laugh. If you got any amount of chuckle out of that, all right. So back to these questions, guys. Fantastic Friday questions. When it comes to picking a niche, when it comes to even niche marketing, I want to help with this understanding. This can develop over time. I think we may have talked about this earlier in the week already. You don't have to just dive in. This doesn't have to be the head first. Okay, I'm going all in on generators right now, just because I decided arbitrarily. A niche is something that grows. A niche is something that we get momentum on and develop. The nice thing about what we shared in this value piece this week is that it helps you develop through niche marketing. It helps us develop through niche messaging. It helps us take what we already know about our business, that are well-rounded business, and focus on some of the points we may not have spent adequate time really thinking through before, like those early questions in the value piece about. You know what do we do most, what do we enjoy doing most and what's most profitable for us. By looking at those elements, all of a sudden, we're outside of just like the plain revenue per week or the plain revenue goals per month or the revenue year. To date, that tends to be what we focus on right. What about driving that revenue? What about this focus of getting that niche messaging right and creating more opportunities, creating longer relationships? That's what this week's been about. So I really, really want to invite you to take that opportunity to grab this value piece If you haven't got it yet. It's as simple as this. Just type niche is get riches anywhere in this group, and we're going to know what you're after and we're going to send that over to you, this specialist checklist, okay, to help you with that. So as we get deeper and back to my circling, back to the point here is we can just focus on the messaging to make sure that this is a fit for us. If we have answered those first three questions about what we like doing, what's most profitable, what's in demand, right, you might find that 30% of your revenue is based off LED retrofits. You might find that it is already generators. You might find that it is older character homes, and you've become a bit of a specialist in the eyes of your market for revitalizing those homes and restoring them back to their character condition. There's so many ways to cut this up and dice it and speak to a specific need, guys, and that's what these questions are about. So now, with that in mind, with that context, let's go through these questions. So, right from this value piece that we gave away, I'm going to answer this question right off the bat. When thinking of this specific pain point, need, desire or a problem for your target clients, why is this so important? Why? Why do they want this thing? The obvious one for a generator would be well, if there's blackouts happening, if the utilities not very dependable, there's storms in the area, they don't want to be reliant on that. Maybe there's medical equipment involved, maybe it's electric vehicles. Now we need backup power to make sure we're charged so in the event of utility dropout, we're going to be able to travel still. So why is this important? Question number two what's the new opportunity for them here With your niche service? What's their new opportunity? What do they gain from this? What's that quality of life improvement that they could be experiencing? What is their desire? Next question what is their desire? And just as a pre-frame guys, these are intended to have some repeats and overlap. These are powerful questions to dig deep and really look for the overlapping areas, just like with those earlier few questions about what we should niche in, what makes sense for us. We're looking for the overlap. So it's good to have overlap, it's good to be repetitive and it's good to use their language to answer these questions as much as possible and to come up with new words and new context, new perspectives on it, because what we do with this niche messaging after all these questions are answered is we're going to craft several messages, several ads, if you would, and I'll go through how to make that powerful for you guys. What are the new mechanisms with this solution, with this service that you could provide, this installation that you could do? What are the new mechanisms? How is it different than anything else? How is it different than what they had? How is it different than what they will or could have from other solutions in the market? What's in it for them? You might start to see some overlap now in the new opportunities. Why it's important, but what's really in it for them? Keep in mind, there's some big motivators for people, but they usually come down to health love and social Health love and social right. How do they know this is real? Now that comes back to that trust list we talked about yesterday. How do they know this is real? Are they able to trust you? Are you an authority? Are there facts to see? Are there reviews? Is there other places they get to see that this is real, reputable business? What's holding them back? This is the good stuff, guys. You do not want to overlook this one. What's holding them back from making this decision? Identifying the things that are in the way will not only help you with the offer, but also help you with the objections. Sometimes what's necessary is to cause a belief shift. Here's a fine example. We know that what we do full time, our responsibility as a training and coaching for electricians provider, is not actually to grow a business for you. It's to help you grow so that your business reflects that and grows with you. Ah, a little mind tweak there, right? Who and what is to blame? If you answered this question, you'd be well on your way to helping these people, because there could be that belief shift required sometimes to get on the same team as someone. We've addressed this before. When you first arrive in a relationship, it's like the problem is in the middle. You're on one side, your client or prospects on the other, and they're thinking please don't sell me shit, please don't sell me shit, please don't sell me shit. And you're thinking please don't see me as a salesperson. I'm more than a salesperson. I really want to help you. By knowing who and what is to blame, we can help transition to the other side of the line and get shoulder to shoulder, looking at the sunset together, looking together in unison, working towards a common goal, as Russell Brunson said, click funnels, even throwing rocks at your enemies who and what is to blame and getting there with them and actually condemning what is in the way. Here's a good one. Why now? Why do they need this? Now, guys, they want help, need desire problem. Why now, though? How does this improve their life? Why should they not wait any longer? Why trust you back to another, trust one, building up on why it's valuable from you, why there's less risk if you do it, why the probability of success is higher if you do this. Take care of this. Need solution. Need desire problem for them. How does it work? There's an education component here. If we can be simple and Succinct and explaining and showing people simple frameworks for how things work, how it helps them To simplify, that will help them in this transition from a prospect to a buyer. How can they get started? You know so many of us actually struggle from really just not being well articulated in even what we do specifically or how to get started with us specifically. What do they have to lose? Now? They're good focus area. That's a great question. What do they have to lose? If you're focusing here, then you're really thinking through them With empathy. You're really addressing their needs, concerns and their risk. And Any offer addressed without risk management is probably a waste of time, because risk is a huge piece, right, that probability of success or risk reversal, as it were. And lastly, here's a great one what happens if they don't? Many of you have received our demand call process, demand call Lotto or our Sales sanity value pieces now, and we've been putting out some fire. We're getting tons of positive feedback, guys. We'd love to help, we'd love to see you use our strategies and go out and get wins, just like Matthew reported yesterday, a $6,000 platinum sale couldn't have done it without us. I love that to hear that, guys. I love that feedback. I'm so proud of you, matthew, for that one. What we haven't given away is our opportunity call process. Not at this point, right, you guys have the framework for the demand call, but in our opportunity call, where we're maybe up against other estimates, we actually ask this question in the process what happens if you don't? What happens if they don't? And we allow them to actually answer that question because it's very powerful to look at the other perspective what if we don't do this? Where does that leave us? So, guys, there's about 20 questions from our own niches, get riches, that specialist checklist to help you dig deeper with this niche market messaging. Now here's how you use this. One of the beautiful things when you begin this journey is you can do it just like us, which I mean organically. You can use this organically. Take all these answers that you've just come up with and this is when your action items by the way, action item is to answer the question. All star action is going to be to actually build some messaging and test it organically, just to get that out of the way, guys. So by taking these answers and looking for the overlap and building combinations, building combinations of these answers, we can actually build out little organic drips, little organic messages, little organic ads, if you would, little organic offers, like the second bucket of NDP that we talked about this week, and you'll get people to volunteer to receive more information. You'll get people's hands up Now. I will add that call us now is one of the biggest calls to action that anyone can use these days, and that's why we don't use it. You will not see in any of our advertising, any of our organic marketing that we do, guys. You will never see us say call now or book a call now, because it's a huge step. People don't want to just book a call now. They want a chunk of value to ensure the things you're saying are real, to ensure they can trust you, to ensure your authority, to ensure those facts, to ensure that trust. And so, at the bare minimum, people just want to touch, they just want to feel the value and then be engaged in conversation. The call now is a massive, massive call to action. So I urge you to follow a similar strategy that we use and just survey interest. See, by taking a combination of those answers and putting a post out that interrupts, engages with them, educates them a bit and makes an offer to help them out. If they just reach out for more information, if they just reach out to grab this value piece, like we do, like we offer with this specialist checklist, then you'll know you've hit home with a lead because they could not resist saying something. So you'll know what their problem is and what that means is. You can continually to talk about it, continue to approach them, continue to discuss it with them when they make a buying decision. You'll be the only person they trust with that decision. Hey, but don't listen to what we say. Just watch what we do, right? The nice thing about using this stuff organically, guys, to finish this off for the week is that you get to see the proof of what works first, and that's everything that we do. We invest time in our messaging and making sure that it connects with people so that when we're ready to spend money, to put a coin in this machine, I know for a fact what produces a result in the minds of the buyer that I'm targeting with the problem need or desire that we're targeting. Once you have those proven results, then you get to go deeper with this niche, like we said, then it goes from just a niche message to a niche investment. Then you can go to add signage, vanrabs every door, direct mailers, networking, networking and speaking, invest in it on your website and your Google my Business profile. Now you know you've got a proven niche that you can speak to, that you continually collect words using our post call facts, collecting the language that they use about a problem, so you can continue to talk to other people that are having the same problem. Oh, my goodness, guys, I hope you saw incredible value this week. In fact I know you did, and if you took action this week, then you are many steps closer, many steps closer to speaking to the real needs, desires and problems in your target market. Guys, I'm wishing you the absolute best weekend. This has been another episode, episode 143 of Electric Pwners Secrets the Electricians Podcast, where a couple of master electricians with business addictions help you go deeper In your marketing, master your sales, simplify your pricing and deliver premium level electrical service. This has been getting a greater response from quality questions. Wishing you guys the best. We're going to see you again on Monday. Cheers to your success. Bye for now.