Ep 306 - Replay - Electrician Marketing Secrets

Transcript

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Hello, hello, hello and welcome to Electropreneur Secrets, the electrician podcast.

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We're here with you five days a week to help you master sales, simplify pricing and deliver premium level service.

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The irony is that service is going to take care of the others, so let us help you.

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Today, this fine Monday morning, I'm your host, Clay Neumeier, with me, as always, my esteemed crying co-host, Joseph.

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He's wet in the eyes but he means well here.

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He's not actually emotional guys, it's just some allergies.

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Joe, how are you actually feeling today?

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I'm feeling awesome and for anyone who's watching me occasionally, my eyes just do this One of the fun benefits of being a nerd or virgin staring at a light.

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Your eyes occasionally water, but I love doing what I'm doing, so don't take this as a sign that I'm not happy to be here.

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See what Joe is willing to do for you guys.

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He's willing to stare right into a bright light so that there's no shadows on your eyes, just tears flowing down.

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Yep, and you know what?

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We can always just say tears of joys, because I'm pretty sure if I turn this light off, you're going to be like oh yeah, he definitely looks like a guy with two kids.

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I think I get it Looks like a guy with two kids.

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I think he's referring to the bags under his eyes.

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Yes, that's what I meant.

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That's awesome.

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How was the weekend Time with the family, joe?

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It was great.

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It was one of those things where we were able to and, honestly, any time that I have time with the family, I'm a happy man.

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It's my number one.

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Why is being the best dad and the best husband I can be.

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So if I have that opportunity, I consider it successful.

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What about you, man?

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Yeah, definitely Great day weekend rather worked on the garden Some really great outputs, outputs.

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You know the thing about just labor in general, especially when it comes to your yard and flowers and gardening, is when it's all done and you just pay attention to the birds and the animals and the bees and spiders and everything floating around, just enjoying the space and living their lives.

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It's crazy, man.

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It's just crazy how fulfilled you can feel after that work.

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It's the closest feeling I can compare it to, because I agree, like actually I built some furniture this weekend, so like having the ability of looking at it, like, oh, it's nice.

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But for all the electricians listening out there, guys, it's the same feeling you get when you finish roughing in a panel or finish wrapping it in, and you look and you see those perfectly lined up right to the breaker terminations and you're like yeah, I did that job.

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That was nice job, or a part or a perfectly piped in job where you're like look at the offsets.

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This is phenomenal work.

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Yeah, the same concept, so relish in it, man and I know you were saying you had a good weekend.

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But then a bit of a contradictory statement there.

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You said you built some furniture.

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That's what I call a relationship test.

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Ah well, believe it or not, I was going to say it was actually really nice.

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I had my daughter with me and I'm teaching her how to build stuff, so it was a teaching lesson and I was listening to my favorite mentor, sad Guru, talk to me while I was building.

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And it was nice.

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I kept calm, I kept patient, there was minimal swearing and I was able to impart some life and skill lessons to my daughter.

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So I really think it was a good thing.

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Yep, I can appreciate that too.

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Speaking of mentors and imparted wisdom, I've got one right now that ties back into electrician marketing secrets.

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I'm all yours, yours, let's do it, okay.

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So got a mentor that said this if we successfully market the problem we want to solve to the people experiencing the problem, then the sale is ours to fuck up.

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Excuse my french, the sale is ours to mess up, rather, because I've been told that a leader, a good leader, does not curse.

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So I've retracted the f word and I've inserted mess up.

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Okay, what do you think of that statement?

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What does that begin to mean?

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If we properly market the problem we want to solve to the person experiencing the problem, then the sale is ours to mess up.

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From what I understand from that statement is like imagine you know that there's a neighborhood that has they frequently lose his power, right, and you're like okay, well, how can I solve that problem?

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The first thing would be well, how can you solve that problem?

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I can offer generator backups, great.

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So you know you've got someone who has a problem.

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They lose power multiple times a year and you yourself, on the other hand, hold the solution to where you're like I can, within 15 seconds of you losing power, have it automatically kick on and you never have to stress about a thing.

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Back to Christmas Eve, no problem, I can see where.

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If you had the right solution to the right person at the right time and they don't buy, then it's your fault.

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Yeah, it's true.

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Yeah, you laid that out really well, and that's why it also supports another statement.

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We've all heard niches get riches.

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Have you ever heard that before?

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Yeah, from you.

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I love it.

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What it really means is that people are willing to exchange currency to solve their problems, and another way we might have heard this before is feed a hungry crowd.

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Here's the challenge that we tend to have, though, and this actually ties back into price books.

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If you can believe that, in business, 80 fail and half of them say there was no market for their services because they go into a marketplace with assumptions and communication to that marketplace about how they solve a problem, being an electrician does not solve a problem.

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Being an electrician, speaking to a specific problem and offering a specific solution, solves the problem.

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Do you get that distinguishment?

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That is here's how it ties into price books.

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A price book's a pre-written thing where we're making an assumption about the problems we solve and the client's problems that they're experiencing, so tying this perfectly together.

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So, when we go with a price book with 1,000, 1,200, 1,300 items, we're approaching a home thinking which compartmentalized portion of this price book does this customer fit in?

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And we're constantly trying to fit people into our structure.

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That's where business goes wrong.

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We're constantly just trying to grab anyone who will buy anything and just put them into, compartmentalize them into this little place, when, in reality, what we need to do is spend more time understanding the problem and then providing a solution to everyone with that exact problem that makes complete sense, and I actually have a very specific example that I'd like to talk about.

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Right, you, okay, yeah let's do it.

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So there was a situation where there was a town called Southfields that was nearby us and there is a community in Southfield I'm not going to specifically name it because some people might know, but it's a condo development that was built in, I think, the 60s, 70s somewhere around there and we'd go to that condo development and we started noticing that every single time we went, it almost always went back to the panel.

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It was always back for some reason, didn't matter what it was, it was always the panel.

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So what we found out was that they were all built at the same time, they were all poorly installed and they were all installed with aging and outdated infrastructure that just starts to fail out of no reason, just due to natural effects.

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So what we started doing was actually contacting and calling the people in that development and saying hey, we've noticed that this is a problem and we're actually the provider for your area to solve that problem and we'd like to know when you'd like us to come by so we can solve it for you.

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So we had take, we'd found a problem, we identified where that problem was and we said we are the people to solve it here.

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Do you want us to come out and talk to you about it.

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I feel like that.

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I feel like the perfect stitch yeah 100, no, no, very relevant 100.

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And here's the reality of where most electricians are at.

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We come into this field and we go to marketing agencies and all the endless promises that are there and we try to put all of our chips into google and website seo and maybe some lead um middlemen angie's lists you know the different apps and we we invest in those and then we step back and we wait for the phones to ring.

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None of that had much to do with a specific problem or solution, except, potentially, your website.

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If you were niching and making sure that you were speaking to a specific problem, does that make?

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sense.

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Yeah, I feel like all that is is almost like you drop the crab trap, you put it down and you're like you know, that's it.

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I'll just wait and come back for it.

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When something bites, I'll come back, but it's like okay, but I'm hungry now what do I do?

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How do I get this going?

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Yeah, so make no mistake, it's important and it's a great proactive effort.

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But again, just like we said with recruiting, should I be fishing with just one rod and one line?

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No, you want every line you can, and that's just not the only channel, it's not the only bucket, as we say, people calling us and telling us their problems.

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So you said something really important I want to call attention to, to finish this understanding, or continue this understanding of what marketing is we have to know what we call an avatar.

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What is the problem that I'm trying to solve?

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What does that look like?

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Who are the people experiencing that problem and where are they?

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Okay, and the more definite we are in this description of those people and where they are and what their current experience is, the more we understand that, the better we can engage.

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Engage in what, engage in the conversation that's going on in their heads.

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The ones with the problem Right, let's get really basic here.

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Love it really basic.

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If you're someone who's choking very evident problem.

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Anyone can see a person choking right, they stand up.

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Let's, let's give it some uh, visual.

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Here you're in a restaurant.

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They stand up.

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They do the awkward thing.

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You can tell they're in panic and they run for the bathroom.

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If you ever see this, guess what you can be a solution provider.

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Go, follow them to the bathroom.

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They're choking, go help them.

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People are like cats.

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We like to recluse when we're dying.

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For some reason, this actually happens.

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It's so true.

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It's like you want to get anyone to do something, anything and they won't want to step out of the show Like no, I'm going to go die quietly in the corner.

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Please, I don't want to affect anyone.

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And I've got basic first aid, so I know what you got to do.

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Hi, I'm a first aider.

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Can I help you?

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They're doing those.

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They're choking still.

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Yes, the answer is yes, help me.

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That is a solution to a very evident problem.

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No one, to a very evident problem.

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No one can say no to that.

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There's just no way.

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That's a very dramatic visual that I wanted to give us all, because that is the exact same forces at work when we're marketing ourselves.

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So let's talk about what doesn't work.

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Then I am a residential electrician.

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Okay, and what?

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Who's that solving right?

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Or even worse, residential, commercial, industrial, agricultural, just like all those different things we can keep describing the markets that we're in based on what other electricians would understand, but does a homeowner understand what a residential electrician does?

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Joe?

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Not at all.

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In fact, honestly, as a residential electrical specialist, I often had to explain very basic terms, even when they called me out to their homes.

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One of the most clear example was people will say I'm going to change panels.

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Panels are what I do.

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Panel, panel, panel.

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I went to a home once where the woman and I don't want to say it in any particular, but it was a female didn't know where the panel was, let alone didn't know what the panel was.

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Called it a fuse box.

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So if I list panels as my things now, I'm in a situation where I'm alienating the exact people I'm trying to solve.

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now I'm in a situation where I'm alienating the exact people I'm trying to solve?

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Yeah, definitely, and actually it's a great example, because I know a lot of people who say this on the calls with us uh, if I could just do panels upgrades, man, I'd be rich, because it's technically typically a great, profitable, great margin job to do full day of work, sometimes two depending on the size of the work and the service upgrade or etc.

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And so, yeah, great jobs but difficult to market.

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You know why because, at least in my mind, people don't need electricians, or don't think that they need electricians, until the day that they suddenly do.

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It's like everything worked just fine until it didn't.

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So they're in a situation now.

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They don't have the awareness of their product, they don't know what it's doing, they don't know what it's supposed to do, they don't know how it's doing what it's doing, they just know the lights stop working.

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Yeah, exactly, yeah, exactly.

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The lights are a far more powerful marketing exercise than a panel.

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Change will ever be, because there's a physical symptom that they understand and are experiencing, and when the lights go, that's a problem.

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You're going to want to help with that.

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When the kitchen counter plugs no longer work, that's a kitchen's full of appliances.

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What now?

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no one wants extension cords running across their kitchen countertop right, but most panel changes are a result of either a an electrician showed them on the inside for the first time and realized oh boy, we got some service issues here.

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This needs to be cleaned up.

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B I want to add something.

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And they don't know what circuitry is.

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They don't know how many circuits they have.

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I've never met a homeowner that opened their panel cover and went oh yeah, well, if we wanted to do that renovation, that remodel, we'd have to get a new panel because there's not enough circuits in here.

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Oh my god.

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Never like a homeowner that went hey, we want a hot tub, but this is a hundred amp service.

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That's not not going to fit.

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Hot tubs won't run.

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We're already a full panel.

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Have you ever met a homeowner that knew those things?

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I mean, the only way that I've ever seen anyone come up with that is when they're holding a quote from someone else and they're like they're reading off it and pretending like they're not.

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I'm just in the market for a NEMA 350 amp plug.

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You know, for my garage, just need one.

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It's like, okay, you're doing an EV charger, cool, you can just say you need to charge.

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You've already gotten quotes, I'm cool with it.

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Yes, and that brings us to a brilliant point.

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When you speak to an exact problem with your solution, you become the specialist, the trusted specialist, in that avenue.

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Would you agree with that, joe?

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I 100 would and so, in many cases, by being marketed correctly or, as as our mentors actually call it, offer linking, making sure that offer links to the exact solution we're aiming to provide they won't even call anyone else, especially if you show up offering six options.

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So again, that first piece we talked about successfully market the problem you want to solve to the people experiencing that problem, then that sale is yours to mess up.

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Here's that component.

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If you've got six options, from the finest money you could buy to the most bare bones you could possibly offer, showing that you'll work with them at any budget range, then you're not going to mess that sale up.

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How can you?

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Because at the end of the day, when you think about it, you have a problem.

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I don't only have a solution because here's a problem, here's a solution, it's a yes or no.

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But when I have a problem, I don't really have a solution because here's a problem, here's a solution, it's a yes or no.

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But when I have a range of choices, from the finest money combined to the most tinfoil, bubble gum and shoestring option, I can come up with.

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It's up to them to decide what they want to do.

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If they genuinely wanted to solve it and I had every possible way it could be solved, it becomes much harder for someone to say, no, I don't want to solve it and I had every possible way it could be solved.

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It becomes much harder for someone to say, no, I don't want to solve it anymore.

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A hundred percent.

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So let's back up a bit more and talk about what goes against us.

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Why is this so counterintuitive?

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To speak to one thing and one thing only?

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Any ideas around that Like, hey, being a residential electrician is a wide net.

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I'll get more clients that way, won't I?

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that goes into it where you're saying, like I can solve you, put me against any other residential electrician.

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I could solve a ton of things.

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I'm really good at what I do, but I'm worried they might tell me no, and or I'm worried that if I make an offer I'm going to be seeming like a salesperson.

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Yeah, that for sure.

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Yeah, there's that like the direct outreach piece.

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I'm feeling there, yeah, but there's also, just even speaking to it generally in your marketing versus speaking specific, and I feel, like that piece, that the main driving factor is this idea of if I have a wider net, I'll catch more fish I see your point yeah, and if I'm only marketing this one little niche, how many people could actually be experiencing that problem?

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Let me enter an example here Residential electrical service.

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For many years the redheaded stepchild industry here.

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It was thought that a company can't survive on residential service because the inherent risk of call volume of volume of work, all these small jobs we can fill a whole business schedule with this year round.

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Are you sure, joe?

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It's been proven time and time and time again when you do this right, you can flow to business.

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Not only flow to business, but have one of the most lucrative electrical businesses in any industry, in residential service, from just the small stuff.

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It's true, small stuff adds up and you think about it like there are so many times when people would say, well, what job do I want Me personally?

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Give me the outlet.

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That doesn't work.

00:18:53.041 --> 00:19:00.333
The reason being is I can't tell you how many times I've gone into a home where someone says I have one outlet that's not working.

00:19:00.333 --> 00:19:02.196
You're like great small thing.

00:19:02.196 --> 00:19:03.800
You would think that nothing's going to fix it.

00:19:03.800 --> 00:19:07.153
But then you're looking and saying, okay, why is it not working?

00:19:07.153 --> 00:19:08.717
What's going on?

00:19:08.717 --> 00:19:10.138
Was it backwired?

00:19:10.138 --> 00:19:11.261
Is it old?

00:19:11.261 --> 00:19:13.112
What is it controlling?

00:19:13.112 --> 00:19:14.114
What is it feeding?

00:19:14.114 --> 00:19:14.977
What does it affect?

00:19:14.977 --> 00:19:21.902
And now, suddenly, I have permission to look at everything and I can solve this problem by solving all of these at the same time.

00:19:24.431 --> 00:19:25.294
Yep, I love that.

00:19:25.294 --> 00:19:31.652
I do, and our whole process outlines this and makes it so possible to build these thriving companies.

00:19:31.652 --> 00:19:35.057
That said, marketing is the same thing.

00:19:35.057 --> 00:19:45.096
If we'll just narrow it down and the question you might be asking is well, narrow down to what Engage in a conversation in their head.

00:19:45.096 --> 00:19:45.979
How do I do that?

00:19:45.979 --> 00:19:48.756
How do I think like my customers?

00:19:48.756 --> 00:19:58.476
That's the real challenge, just like how do I simplify language in my six options so it's stuff they can understand and I don't have to explain, because I guarantee you this a little time out here.

00:19:58.476 --> 00:20:03.451
If you're over explaining, you're losing them, yeah.

00:20:03.451 --> 00:20:05.116
If you're over explaining, you're losing them.

00:20:05.136 --> 00:20:06.300
yeah, using language you don't understand that.

00:20:06.300 --> 00:20:07.564
You have to explain you're losing them, right?

00:20:07.884 --> 00:20:08.651
we don't want to do that.

00:20:08.651 --> 00:20:10.435
That's that messing up the sale piece.

00:20:10.435 --> 00:20:15.869
We don't want to lose people, so we need to use their language.

00:20:15.869 --> 00:20:19.365
So I'm going to give you guys a huge action item right now.

00:20:19.365 --> 00:20:22.171
Takeaway I'm shifting this into action mode.

00:20:22.171 --> 00:20:22.813
Is that okay, joe?

00:20:22.813 --> 00:20:26.309
Go for it, dig in, roll the sleeves up, I'm ready to go.

00:20:27.779 --> 00:20:42.926
The efforts that no one is taking on actually having the exact language you need for your marketing and thus differentiating you and your marketing efforts, is at today's customer's house.

00:20:42.926 --> 00:20:47.641
It's in the sales process that you're running.

00:20:47.641 --> 00:20:59.865
A lot of our marketing language comes from the calls we get on, because who better to tell us about the problems we're solving than the people experiencing the problems, who aren't electricians?

00:20:59.865 --> 00:21:19.721
If electricians made this one shift, if you literally made an exercise and said you know what, in all of our marketing from now on, we're going to use customer language, not our own, I bet you people would see a massive return on that one thing in your electrical company.

00:21:19.721 --> 00:21:22.866
Just use their language.

00:21:22.866 --> 00:21:24.609
But here's the problem with this.

00:21:24.609 --> 00:21:27.882
Here's why I think that most of us won't actually do this.

00:21:27.882 --> 00:21:42.910
It's because it takes you going after the call, taking notes, keeping records of the observations you made, but the language they used throughout your observations, not yours.

00:21:42.910 --> 00:21:44.453
Does that make sense, joe?

00:21:45.237 --> 00:21:59.980
It does, and it actually ties into a concept that I was very familiar with, known as verbal packaging, where a lot of times a customer has an understanding of what a thing does or has, has a thing of what it is, but is not really aware of what it does Like.

00:21:59.980 --> 00:22:02.925
As an example, I can say I have a switch.

00:22:02.925 --> 00:22:10.368
Right, I have one switch on the wall and as a customer I may think I buy a switch it's a dollar from Home Depot.

00:22:10.368 --> 00:22:12.061
I see them in a box every time I walk past them.

00:22:12.061 --> 00:22:16.473
But instead, what if it's a lighting control point?

00:22:16.473 --> 00:22:20.344
That is a point of the electrical circuit that controls that light.

00:22:21.405 --> 00:22:22.769
Okay, great, you want to mix it up?

00:22:22.769 --> 00:22:23.612
What about dimmer?

00:22:23.612 --> 00:22:26.144
That is a variable lighting control point.

00:22:26.144 --> 00:22:29.813
It now controls different speeds, but I can speak to it.

00:22:29.813 --> 00:22:33.411
And now not only am I describing the thing, but I'm describing what it's going to do for them.

00:22:33.411 --> 00:22:47.512
So if I ever talked to someone who for some reason, didn't know about the product that I was using, because we verbal package things, they can be understanding what it's doing, not what it is 100%.

00:22:48.305 --> 00:23:04.980
And when you get in using that verbal packaging and people become your clients, even as a specialist who fixes generators for, for example, from the generator class we did last week, the the common train of thought might be that, well then, only people only call me for generators.

00:23:06.605 --> 00:23:25.512
The reality is, everyone that does call you for generators is also going to trust you and your great service for everything else and even even more than they thought, if you properly listen and communicate with them and help them understand all the ways that your offers help them.

00:23:25.512 --> 00:23:27.001
Does that?

00:23:27.182 --> 00:23:27.624
make sense?

00:23:27.624 --> 00:23:28.646
It does.

00:23:28.646 --> 00:23:36.371
I mean I've had specific situations come up where you go to small calls and they turn into bigger things because as you're talking to them, they understand it.

00:23:36.371 --> 00:23:37.804
They're like, okay, this makes sense.

00:23:37.804 --> 00:23:39.067
Now I get it.

00:23:39.067 --> 00:23:40.805
Because I trusted you with something small.

00:23:40.805 --> 00:23:45.865
I can now trust you with something a little bit bigger because I've already seen the kind of work you do and I've seen the person you are.

00:23:46.507 --> 00:23:47.589
Yeah, for sure.

00:23:47.589 --> 00:23:52.230
And before we go into all-star action, there's something really important we're going to tie in here today.

00:23:52.230 --> 00:23:57.921
I'm with you.

00:23:57.921 --> 00:23:59.765
We actually talked about this earlier in a class already.

00:23:59.765 --> 00:24:05.481
We're going to give you guys some free class insight here, and it's from a mentor of mine who talked about the power of asking.

00:24:05.481 --> 00:24:07.665
Ever heard that phrase?

00:24:07.906 --> 00:24:15.348
ask and you shall receive I mean, yeah, lily, tattooed to me, I get it yeah, yeah, you got the tattoo, you got that whole backstory.

00:24:15.710 --> 00:24:19.145
So what does that mean then, joe, without and you know what?

00:24:19.145 --> 00:24:24.788
Let's stay somewhat general and try to make this a um, you know, 120 second conversation.

00:24:24.788 --> 00:24:25.769
Just a couple of minutes.

00:24:25.789 --> 00:24:28.063
No problem, I'll leave all the theology out of it.

00:24:28.063 --> 00:24:40.565
Yeah, so ask and you shall receive is along the lines of if there is something you want, unless you can articulate it properly, you will not receive it from others.

00:24:40.565 --> 00:24:48.546
The only way to get something is to say I'm willing to say I want it and I'm willing to go to the source to get it.

00:24:48.546 --> 00:24:58.580
And in that attempt of asking, that is you taking action on your desire, and desires are only rewarded by action 100%.

00:24:58.923 --> 00:25:13.567
I love that, and the reason we're tying that in today is because if your Google, if your websites, if all of your incoming marketing fruit, all your inbound leads, are not firing on all cylinders right now, then you need to take action.

00:25:13.567 --> 00:25:44.240
This is a time to take action on getting leads and that's why we bring up ask and you shall receive, because outbound lead generation is similar other than you need to ask for it, and what you ask should be very clear and, just like Colonel Saunders did with his chicken recipe, 1,009 times times later asked and he did receive and became one of the most widely known chicken franchises on the planet.

00:25:44.240 --> 00:25:50.329
The important piece here is ask and tell.

00:25:50.329 --> 00:25:54.983
This is something I wanted to impart on you guys ask and tell what.

00:25:55.064 --> 00:25:57.991
Joe until you receive what you're chasing.

00:25:59.280 --> 00:26:01.147
That's the big distinguishment here.

00:26:01.147 --> 00:26:05.611
Most people never even get to asking for what they want.

00:26:05.611 --> 00:26:12.107
But I'm telling you, you can have everything you want in life, including more clients, if you will ask and tell.

00:26:12.107 --> 00:26:27.884
And what that means is direct outbound go hang door hangers, do the good neighbor program, go in social media groups, talk to your followers, engage with people, because homeowners need electricians at some point.

00:26:27.884 --> 00:26:31.452
That's a wide, wide net as it is.

00:26:31.452 --> 00:26:41.325
So all we need to do is target a specific problem for a defined period of time and go talk to our people and ask until we receive.

00:26:42.768 --> 00:26:52.704
Not asking will do nothing, and only asking a couple and realizing, oh, this is hard, I don't like this will also yield very, very little.

00:26:52.704 --> 00:27:26.891
But asking until you strike gold, asking until you recognize who to ask, what to ask for, why you're asking for it and how you're going to solve what you're asking for and articulate it, as you said, will yield so much fruit that you will have a limitless market to access in your company, not to mention if your process serves you, then making the most of every lead, like ours does on the inside track here at Service Loop Electrical.

00:27:26.891 --> 00:27:34.646
Little plug there, joe, I think we got to get to this all-star action and I've got to shut up because I've been talking a lot in this one Big monologue.

00:27:35.248 --> 00:27:35.930
No, but I love it though.

00:27:35.930 --> 00:27:36.411
Do you have anything in?

00:27:36.431 --> 00:27:36.832
mind for this.

00:27:37.599 --> 00:27:46.750
Yeah, so realistically, for an all-star action I think you said it really really well where some people just get stuck and they don't even do the ask.

00:27:46.750 --> 00:27:52.307
I would say for the all-star action, do we even know what we're going to say?

00:27:52.307 --> 00:28:00.630
When we get to the door, people don't visualize where they're trying to go and, as a result, they don't know what to do when they're actually there.

00:28:00.630 --> 00:28:10.930
Now I've heard and also I'm going to give you credit for this, because you've said it very well that the brain doesn't know the difference between imagination and reality.

00:28:11.750 --> 00:28:18.948
So what we can do for the all-star action is I want you to physically walk yourself, eyes closed, to the front door.

00:28:18.948 --> 00:28:23.613
Imagine the customer opens it and they are greeting you enthusiastically.

00:28:23.613 --> 00:28:25.154
What would you say?

00:28:25.154 --> 00:28:32.659
And then, in addition, have the same response for when they're neutral and have the same response for when they're negative.

00:28:32.659 --> 00:28:39.592
Because if you can imagine all three situations and have a response prepared, it's going to seem like nothing can shake you.

00:28:39.592 --> 00:28:43.648
And if nothing can shake you, then why wouldn't the customer be willing to entertain your thought?

00:28:45.000 --> 00:28:46.083
Yeah, I love that.

00:28:46.083 --> 00:28:56.589
Huge takeaways, joe, thank you for that Making sure that guys, if you need more leads or not, we're advocates of what we call the good neighbor program.

00:28:56.589 --> 00:29:09.493
We should be talking to every door around, not every door, um, in the good neighbor, the adjacent doors and across the street at minimum, because what happens is, if slow season strikes, then what?

00:29:11.157 --> 00:29:12.603
you always got to be training for slow season.

00:29:12.603 --> 00:29:12.804
That's.

00:29:12.804 --> 00:29:18.285
That's our goal, is saying we want to eliminate slow season across the board throughout our industry.

00:29:18.285 --> 00:29:21.780
But the only way we can do it is working smarter 100%.

00:29:22.241 --> 00:29:24.647
And guess what, joe, we got to wrap this one up.

00:29:24.647 --> 00:29:26.152
But let me just close with this.

00:29:26.152 --> 00:29:29.627
There is a ton on the subject of marketing.

00:29:29.627 --> 00:29:36.784
Very few people will talk about what we talked about here today From a strategy standpoint.

00:29:36.784 --> 00:29:48.896
Understanding who it is you're talking to and understanding the problem that you're addressing, the solution that you offer, and tailoring that solution to their experience of that problem.

00:29:48.896 --> 00:30:11.611
And then, while recognizing wholly that it could be years before another electrician sets foot in this home, or maybe it's even been years already and so it's within your due diligence to discuss other matters with these people understand their experience, create a list of observations and create offers that will help them in their quality of life.

00:30:13.060 --> 00:30:29.106
If you only did that, you'll never have a slow day again amen that really well said okay, guys, we're here with you five days a week to help you master sales apparently marketing too today simplify pricing and deliver premium level service.

00:30:29.106 --> 00:30:34.645
We've got some great episodes coming up for you this week, um so stick around, join us.

00:30:34.645 --> 00:30:39.300
Uh, clay newier here, as always, my esteemed co-host, joseph Lucani.

00:30:39.300 --> 00:30:42.743
Thank you guys, so much for joining us and looking forward to the next one.

00:30:43.585 --> 00:30:43.905
Take care.

Ep 306 - Replay - Electrician Marketing Secrets

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