Episode 34 - Service Electrician Pricing - Why & How to STOP Ballpark Pricing Over the Phone

@5:06 - Clay Neumeyer (serviceloopelectrical.com)

Welcome to Entrepreneur Secrets, the Electrician podcast.

I'm your host Clay Newmire with me as always my steam co-host. These sales bought Joseph Lou Canney. Joseph widely call you that.

@5:25 - Joseph Lucanie (Fathom)

Honestly, it's one of those nicknames that stuck with me and I'm not sure if I'm going to be able to do that.

I'm going to be able to do that forever. So because I'm on the spectrum, I can sometimes present as robotic at times, and it's been something that's happened my entire life.

And I was called a robot when I was younger. Remember, what trade, what job, what career was always your robot.

But when I found out that I had sales ability and finally like clicked and I was able to get the process dialed down.

All my co-workers called me sales bought. And he just started to stick.

@6:00 - Clay Neumeyer (serviceloopelectrical.com)

going to sales mode. That's what he's doing. And it's very natural because honestly, I didn't know that. But when it came to we're like, Hey, you know, nickname, sales bot came so naturally.

And you were like, you're laughing, right?

@6:13 - Joseph Lucanie (Fathom)

Yeah, I was laughing because it's been there. It's there. It's like, you're like, how about sales bottom? Like a gold figure, right?

It's the same name I've gotten. But yeah, I love it. It's actually it's gone. It's become a thing almost like a little endearment at this point.

You know what? If I can't, if I can't own my roboticness every now and then, am I really even being me?

@6:32 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, yeah, I'm going to be the sales bot. Fair enough. Well, as always, you guys are in the right place because we're here to help you master sales, simplify pricing and deliver premium level service.

And today we have a topic that's going to help you with just that. And if you get this right, the how and why we need to stop ballparking our estimates are pricing, whether that's over the phone or at any point before.

@7:00 - Joseph Lucanie (Fathom)

for you're ready to present a price.

@7:02 - Clay Neumeyer (serviceloopelectrical.com)

And we're really excited to share this with you because it's gonna help you get some of those revenue numbers up.

It's gonna help you connect with your buyers in a better way, right? So really hitting a couple of categories here.

Joseph's so excited to talk about this with you. Let's talk a bit about the pain points around this. So we see it coming up on the phone even quite often or worse a text or an email.

@7:29 - Joseph Lucanie (Fathom)

That's the first spot that things are gonna come up. And in all honesty, it's the first hurdle that a lot of us have to overcome.

And we're gonna walk through it and step by step. So the first thing is, if someone answers the phone, you say, hi, it's a great day to service with electrical, how can I help you today?

And someone stops with, yeah, how much does it cost to change about two GFI's? I've got two outlets on my countertop that aren't working.

How much does it cost to change them? What kind of impression have you already established with this kind of client?

@7:58 - Clay Neumeyer (serviceloopelectrical.com)

What do you think they're looking for? The race to the bottom.

@8:00 - Joseph Lucanie (Fathom)

So,

@8:01 - Clay Neumeyer (serviceloopelectrical.com)

looking for cheap, affordable, but they didn't say that.

@8:05 - Joseph Lucanie (Fathom)

But that's what we believe, right? I mean, you say it, I say we're both there. First thoughts as electricians are these assholes are trying to get me to lower my number.

@8:13 - Clay Neumeyer (serviceloopelectrical.com)

They just want the number and they don't care what it is. Right? Shop even compare with others, right?

@8:19 - Joseph Lucanie (Fathom)

Yeah, I mean, we didn't even get their name. We don't know where they are. We don't know anything about these people.

But so many of us are so assumed and so what cost them to saying the customers always write, give the customer what they want.

So you come back with another rate, you say, oh, well, it's anywhere between 150 and 300. Okay, thanks, click.

Great. That was well invested time, right?

@8:42 - Clay Neumeyer (serviceloopelectrical.com)

Yeah. And where did that lead go now?

@8:45 - Joseph Lucanie (Fathom)

It either went to someone else or you paid for something to get somewhere else. It's really important.

@8:50 - Clay Neumeyer (serviceloopelectrical.com)

Really important sentiment. I just want to inject right there is that we want people to feel the element of control while maintaining control ourselves.

And that is something that we can't control. If we give them what they want at this point, nobody wins.

Am I right in saying that?

@9:09 - Joseph Lucanie (Fathom)

100%, because in the customer's mind, they may believe that the price is required, right? They may think that, okay, I get the price and I have the solution.

So many clients assume that price correlates to quality and reliability and safety and security and all those other great things that we offer.

So they may go, oh, well, okay, well, this person was 150 to 300. This person was 100 to 200, but that guy, my neighbor, across the street, the one that was referred to, he said he can do it for 65.

I'm gonna call him. But that means that their level of experience is gonna be staying at that level. They're not able to experience anything better.

And realistically, that guy may show up and be like, oh, I thought you were gonna buy everything.

@9:54 - Clay Neumeyer (serviceloopelectrical.com)

Wasn't communicated, right? And by the way, that to me is like three strikes. Mm hmm. Hey. Yeah. the homeowner knows no better, has not been educated at all, or at least we can assume for that bottom of the bucket pricing.

B, there's a contractor out there charging pricing, and they don't even realize they don't recognize what we can assume at this point.

They've got no level of business understanding or sustainability, and knowing that 80% are going to fail in the first three years, right, we can pretty much count them out.

So now there's an exchange where a misled homeowner is paying below market pricing to a contractor that's not going to thrive, let alone survive.

So that money basically gets squandered. And three, you and your reputable business as a premium service provider are so well again because someone undercut you who isn't going to make the cut anyway, and perhaps this homeowner is actually going to call you back one day with more problems than solutions.

@11:00 - Joseph Lucanie (Fathom)

going to ask that is drastically going to reduce the chance of your customer saying, thank you and hang you know.

Just so you guys are aware, we're also going to touch on what to say when they've already gotten through these questions.

So don't worry, we're going to get through it together. But may I just fire off of them?

@11:16 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, you know what? I just want to touch base and let you guys know that what we're speaking from today is literally a part of our value piece that we call the front door.

We're able to actually give that to you. If you're a member of our Facebook group, all you need to comment on our posts currently with our VIP crew of Engagers there is front door on the post and we'll send that out to you as well.

Please, let's jump right in.

@11:38 - Joseph Lucanie (Fathom)

Awesome. So there's three questions you're going to want to ask and this if you guys don't have it currently in your phone scripts or your phone processes needs to be established, right?

So the first thing you're going to start with is it's a great day at Service Super Electrical. This is Joe.

How can I brighten your day? You want to establish is the first thing who you are, who they've call and that your goal is to make their life happier.

You can say it anyway.

@12:04 - Clay Neumeyer (serviceloopelectrical.com)

Go ahead, bud. Yeah, I just want to touch on this because we've heard it at times where the self objections present and people say, well, I don't want to say brighter day or they say, well, that's too friendly as cheesy.

@12:16 - Joseph Lucanie (Fathom)

What would you say to people that think that that's just cheese and it's not required? I've seen and heard and used a lot of cheesy lines in my career.

And I can tell you this one isn't cheese because there's a lot of weight behind it. When you I can even break down this one sentence.

Let's do it. I can talk about the individual wording of why I said what I said. It's a great day at server super electrical.

What that establishes right then and there is I'm happy in what I'm doing. It's a great day right here right now with us.

Would you want to remove that word? You might say good. You could say I'm here. It's a day.

@12:55 - Clay Neumeyer (serviceloopelectrical.com)

Happy Monday.

@12:55 - Joseph Lucanie (Fathom)

But if you say it's a great day to be here and you put some enunciation behind it. That communicates, you're happy with your job.

And people always want to work with someone that they know is happy doing their thing. The next is after you said the company name, you say your name.

The reason why that's so important is how many times we've been on the phone and two seconds later, forget who we were even talking to or we weren't even introduced.

How often does that happen? You cannot create a two-way relationship with only one name. You just become a faceless corporation and everyone was just cool lying to a faceless corporation.

So don't be that person. So it's a great day with here, it's a great day where I am. This is who I am.

How can I make your day better? How can I improve the quality of your day? How can I enhance the quality of your life?

Three things in one sentence.

@13:53 - Clay Neumeyer (serviceloopelectrical.com)

Love it. So, so thoughtful. And maybe this goes back to our first question of the day which is why do they call you the sales pot?

You really have this nailed down, but it also addresses something that we've talked about before, which is setting the stage.

Likely if this is a demand call, you've got someone who's perhaps frantic, they've encountered something unexpected, and they're looking for timely solutions.

They're likely to not be polite or feel that great energy that you're trying to convey. And that's so critical at every step of the way that when they interact with you, that your energy meets theirs and wins.

@14:31 - Joseph Lucanie (Fathom)

And that actually lines up with the exact reason why the second sentence is so formulated the way it is, because we account for those who are also going to already be negative.

You've got water coming up in your basement because your sub-pump trip because the GFI didn't work. Not going to be happy.

You're not going to be happy with this. So you're going to be pissed, but I can't let your negative mood affect my positivity.

Because if it does, now I also communicate that that's how I'm going to act when I'm on your job.

Because if your negativity one sentence now turns me negative, what's going to happen when I'm boy waiting for whatever you've got in your basement to reach the GFI?

I want to be the kind of person that you're going to say, you know what, I can't face this dude.

He's having. So the second statement is the customers are going to come to and say, after you've made your first, they're going to say, I need my sump pump.

Take a look at what is a coffee to come on you that. I'd be happy to help with that.

I'd love to help you with that. Before we get to that, who do I have the pleasure of speaking to?

Why do you think that statement is so important?

@15:35 - Clay Neumeyer (serviceloopelectrical.com)

Right away, it's going to pivot and go back to the two person conversation and begin to establish a relationship.

Right? Who am I as a stranger to say a price support anything? Really?

@15:46 - Joseph Lucanie (Fathom)

Correct.

@15:46 - Clay Neumeyer (serviceloopelectrical.com)

If anything, you're doing them a disservice at this point to say anything at all that indicates price.

@15:52 - Joseph Lucanie (Fathom)

And we're going to touch on that. You're completely right. In addition, when someone comes to you negatively and says, I need a price on this.

I'm happy to help you with that. You're saying I'm going to do that for you without saying I'm going to do that for you.

When someone expects that you're gonna give them something, they stop asking for that something. It's already assumed that they're gonna get it.

So I'd be happy to help you with that. That's the same way that we're gonna be handling email it over objections.

I'm happy to help with that. Which of these choices do you like? So this statement's gonna come up a lot.

But before we get that, the word but is very important as well.

@16:29 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, that's a whole episode I think.

@16:31 - Joseph Lucanie (Fathom)

Yeah, the word but is a negating statement. So I'm happy to help with that. But before we get to that, who do I have the pleasure speaking with?

Anytime you're in a relationship and you realize you've been talking to someone without giving your name, it's not great.

You're like, oh, I'm sorry, I forgot to give you my name. The amount of apologies I've gotten on the second line, it's amazing.

Because now the customer's starting to treat like a person again. It's like, oh, I'm so sorry, my name is Joe.

I'm Echa Joe. Hope you're having a great day so far. Now, the last question you're gonna ask is, well, on the chance we get disconnected, is this the best number to reach you at?

And if you have like phone tracking software, just confirming it. Is it 845-216-5555? Yes, great. Now, you've got three very important questions answered.

Why do you think it's so important we need all three?

@17:27 - Clay Neumeyer (serviceloopelectrical.com)

Fill me in, man, fill us all in.

@17:29 - Joseph Lucanie (Fathom)

All right. The reason why it's so important is what the customer has done, subconsciously, is given away the keys to their castle.

And I can explain that in a way that may make a little more sense. Very rarely, if you're just trying to call the get-prices, and you're not emotionally invested whatsoever in this particular company.

Like, let's say, sake of argument, I'm just gonna blanket the local contractors in my area and get a price on X.

Are you likely giving away your number and your ad? I dress and all that information. Probably not. It's probably gonna be like, how much does this cost?

All right, thanks, I'll get back to you. How much does cost? Okay, I'll get back to you. Just keep calling, calling, right numbers down.

But what I can take you out of the logic and start addressing more of the emotion that's attached to it, start treating more like a person in less of a commodity, we can create a relationship where there could be non-formed prior to this.

Once someone is willing to give you their name, their phone number and where they live, it's very unlikely that they're not gonna want at the very least book-attentative appointment.

And if nothing else, you now have the means of contact them for future services. So if you have their name, number, and address, and then they say, all right, I'll talk to you later and then hang up.

You could follow back up that a person a week from now and say, hey, I know you reached out to us last week talking about your GFI for your sub pump.

I just wanna make sure that you were serviced in the way that you needed. Oh, you weren't. Well, I'd love to offer you a complimentary inspection to make sure you got your needs taken care of.

One could be the best time we could send a tech out. And now just this is a lead capture.

Sounds good so far?

@19:13 - Clay Neumeyer (serviceloopelectrical.com)

Oh, very important, right? We got to capture that. Not to mention, I mean, the immediate consequences of being disconnected, which happens at times.

We need to know how to reach back out to this person and feel invited to do so.

@19:26 - Joseph Lucanie (Fathom)

You're right. So the number, that's obviously for the number. But there are some people that are actually, I've gotten calls where they weren't even in my state.

And I didn't realize that until I got through the whole process, tried getting them on the calendar. And they said, a street address, I had no idea what you were talking about.

And I realized I was talking to someone from Connecticut or I was talking to someone from New Jersey. They're like, yeah, but you're only 10 minutes, 15 minutes from the border.

License doesn't transfer like that. Sorry, the borders are the borders. So it allows you the place to say, I know who I'm talking to.

You. We're a real person enough that you were willing to give me your name. That's probably not fake. If you give me your number, that's the second middle ground, but now that I can confirm that I am able to service your area.

Now I have your full address.

@20:17 - Clay Neumeyer (serviceloopelectrical.com)

Love it. Absolutely. Now another way that that address serves you guys, of course, you got to get there, but in just your data in your CRM in that lead capture is also understanding where most of your leads are coming from, which at some point becomes a superpower as well, really when we're getting to the nitty gritty of decreasing cost of good sold, increasing profitability, it all becomes a superpower.

Let me ask you this.

@20:44 - Joseph Lucanie (Fathom)

Let's throw a quick wrench into this.

@20:46 - Clay Neumeyer (serviceloopelectrical.com)

Comes in in text or email. Okay. Just just to help the audience. How do we get this to a phone call?

Because we know it's necessary to get to a phone call guys.

@20:58 - Joseph Lucanie (Fathom)

There has been a pretty strong device. on whether texting is the right way. Now, almost all of us will agree that email is not the way you want to do business.

But there are some of us who could believe that text is different. So I'm going to talk about email first, and then we're going to talk about texting, just because that's a little more regrairie.

@21:16 - Clay Neumeyer (serviceloopelectrical.com)

Is that cool?

@21:16 - Joseph Lucanie (Fathom)

Let's do it. Yeah. All right. Email is a dinosaur. It is the thing that we all use as a tool for our businesses, but that we don't really do out of a place of enjoyment.

So very rarely is a regular homeowner that's not glued to their phone, checking their email on a consistent basis.

So they may have an email that they sent to you. But that email is also easily sent, if they would be CC to every other contractor in your area.

So instead of ever replying with a price or any kind of schedule or anything available, you can always start with, thank you, Clay.

It's an absolute pleasure to meet you. It's an absolute pleasure to meet you, and I'm so glad you reached out.

Here at Reversible Electrical, we believe in taking pride in everything we've done. do. And the first step to that is establishing a one-on-one conversation.

So when would be the best time that we can talk to you? We can either communicate by text or we communicate by phone, which would be the best time for us to do that.

You could just reply and leave it there. I'm willing to help you and I'd love to help you and it is a pleasure to help you.

But in order to serve you at the highest level, we need to have a two-way conversation. It wouldn't be the best time we can do that.

That already communicates a level of service you're going to be doing. Because if someone opens that email, that pretty much says they got to move forward with something.

Not that they have to move forward with buying something, but they now have to invest something into a relationship in order to work with you.

If you can get every one of your customers to emotionally invest in your service, you will find that they'll often reveal the emotional reason why they needed you in the first place.

And that almost always leads to a win. Make sense?

@22:55 - Clay Neumeyer (serviceloopelectrical.com)

That's perfect.

@22:57 - Joseph Lucanie (Fathom)

Awesome. Second is text message. Text matches a little bit different because there are some people that prefer using text over using phone or usually like, okay, emails non-negotiable, we won't do that.

But texting, I will allow to an extent. So what would end up happening is you would say the same thing, someone sends you a text, hey, I need to get a price on the service.

Well, I'd be more than happy to help you with that before we do so. Who do I have the pleasure of talking to?

You immediately go back to the first name, get them to engage via text. After you've gotten them engaged in the first name, be like, well, thank you, Clay.

It's an absolute pleasure to meet you. And I would absolutely love to help you with this. Here at Service of Electrical, we believe in always offering the best level of service, but it allows us to understand a little more of your going through what we can talk on the phone.

Is there a time that would be best for us to reach and connect over this? If they say yes, great book to call and get on it.

And now you've gotten it back into the phone. If they say no, we prefer to text, not a problem.

I'm still happy to help tell me a little bit more about what's going on. Or you can say on the chance we get to, you know, you can't say I'm disconnected because I already physically have the number, but you could say, okay, well, hey, I want to make sure I service you very good.

Do you mind telling me the address of where you're going to be at to make sure you're in our covered zone?

@24:12 - Clay Neumeyer (serviceloopelectrical.com)

And for this point, this is where I want to jump in because the tendency is to shortcut here, but I want to stay strong on this.

You are in your best level of service and your best serve, your interests are best served by getting on a phone call with this person.

Whether we believe it's easier on text or not, I can see how it's easier on text because it's the path of least resistance.

It's more timed with you, especially if you're wearing multiple hats or still in the field, that's easier for you to text, of course.

But here's the downside. We know for a fact that 70% of communication isn't the words we use.

@24:56 - Joseph Lucanie (Fathom)

It's the body language and the tonality.

@25:00 - Clay Neumeyer (serviceloopelectrical.com)

You ever written an email that you've gone back and deleted and then just felt better entirely after?

@25:06 - Joseph Lucanie (Fathom)

Oh my God.

@25:07 - Clay Neumeyer (serviceloopelectrical.com)

No, I have you ever received an email from someone that they followed up, called you and apologized and went, I hope that read right.

That just didn't quite sit right with me.

@25:18 - Joseph Lucanie (Fathom)

Yep. That's happened as well.

@25:20 - Clay Neumeyer (serviceloopelectrical.com)

This happens so often because people, as I was always taught in the field, how you write text, you basically put the worst attitude behind it and read it again.

@25:30 - Joseph Lucanie (Fathom)

And that's how people will take it. 100%.

@25:34 - Clay Neumeyer (serviceloopelectrical.com)

It's just an unwritten rule of text. And it's very important that you know that about your communications, but also theirs.

Because text tends to require an effort and that efforts your hands and you're already busy and because it's a multitask, it causes people to be shorter than they usually would.

It's also why many times with our clients and people in our circles, we're grabbing that mic button and speaking a message.

so you can hear the intention behind our voice.

@26:04 - Joseph Lucanie (Fathom)

Correct, because people do not care how much you know until they know how much you care.

@26:07 - Clay Neumeyer (serviceloopelectrical.com)

Exactly. So I just wanted to interject and throw that in there just to make sure. If we're then going to leverage what Joseph's going to finish off with the text process and just say, well, no, he said it's this and that.

@26:19 - Joseph Lucanie (Fathom)

So I don't even offer the call. That's not what happened here today. We're talking about that. Not what we're talking about.

I'm simply saying that some companies allow text as an allowable form of communication. And if that is something that you truly believe is a level that you're going to offer, I'm not here to flip the boat and say you can't.

But you should always give them the option of whether you're going to be able to talk to them directly or not.

First, get the name. After you've gotten the name, then allow them to say, this is the best way for us to serve you at the highest level is for us to talk one-on-one so we can understand a little bit more of what you're talking about.

Would you like to schedule a time for that? Or would you rather be on the text? OK. If they choose text, that's okay.

But if you can get them on the phone, you'll be that much better.

@27:06 - Clay Neumeyer (serviceloopelectrical.com)

Love it. Love it. Love it.

@27:08 - Joseph Lucanie (Fathom)

I got a phone one, but go ahead.

@27:09 - Clay Neumeyer (serviceloopelectrical.com)

Continue. Yeah. No, no, no. I was going to ask you to continue. Go after it.

@27:13 - Joseph Lucanie (Fathom)

Let's do it. Also, what I was going to say is I'm sure some of you out there are listening and saying, well, what do we do when they just say, well, can't you just give me a ballpark, right?

For anyone in the group, anyone listening to the live, can you throw a hand up? Have you ever had someone say, can't you just give me a ballpark?

Literally dagger to the heart every time you hear it, but I can give you the answer. You guys ready for it?

@27:35 - Clay Neumeyer (serviceloopelectrical.com)

Let's do it.

@27:36 - Joseph Lucanie (Fathom)

All right. You can ask it another way. You asked the question another way. So when someone says, well, can't you just give me a ballpark?

Like, okay, let me let me figure this out. So when you ask for a ballpark, are you looking for a high number or a low number?

What do you think someone's going to say?

@27:54 - Clay Neumeyer (serviceloopelectrical.com)

HIGHLIGHT: High number or Low number? - WATCH

A low number.

@27:55 - Joseph Lucanie (Fathom)

Probably, right? Okay, so just to establish in order to give you a low number. without understanding anything that's going on your home or how it relates to you and your family's needs, I'm gonna give you the lowest number I can think of get my foot in the door.

But just so you're aware, if things are more involved, I'm gonna have to raise that number. Are you okay with that?

People don't like when a number's gonna get raised, right?

@28:18 - Clay Neumeyer (serviceloopelectrical.com)

I've just been disarmed.

@28:20 - Joseph Lucanie (Fathom)

Yeah, because that's really what's gonna happen. I'm telling you, I'm just asking, like do you want a low number or a high number?

Just that question alone often isn't gonna be able to get a subconscious response. So whether they say a low or a high, you're always gonna give them both descriptions.

So they just said, I want a low number. Like, okay, so I have to give you a low number to cover myself and I'll probably have to raise it when I get there.

On the other side of the coin, I could give you a high number, where I know it's probably not gonna exceed, but it's probably gonna be so high, I'm gonna scare you away, you know, I'm gonna want a book with me.

But I guarantee it's not gonna be higher than this. They're not gonna like that either. They're gonna say, what is the cost of changing GFI?

Could be anywhere from VIC to VIC. They bucks the $4,000.

@29:01 - Clay Neumeyer (serviceloopelectrical.com)

It's like, I don't know. It's not a fair number. How about a fair number?

@29:06 - Joseph Lucanie (Fathom)

So that's actually what we're going to focus on. So we start with a low, then we start with a high.

And you say, here at Service of Electrical, we believe in giving you the right number. Where what we do is we go to your home, you design a range of choices from the finest money can possibly buy to the most bare bones it could possibly do.

You'll have complete control over the prices. And at the end of the day, there's no gun to hit. You don't have to choose anything that you don't feel is going to serve you at the highest level.

So between me, just giving you a low number to get my foot in the door and raise it, give you a high number to cover my butt.

Wouldn't you rather a number that's accurate and relevant to what you're actually experiencing?

@29:45 - Clay Neumeyer (serviceloopelectrical.com)

Yep.

@29:45 - Joseph Lucanie (Fathom)

It's a no brainer. That's how I can come out to your home. Love it. That's literally how it works.

It's not sales lines. It's not tricks.

@29:54 - Clay Neumeyer (serviceloopelectrical.com)

It's just fair and honest communication with what's really going on. And the right. Reality is, guys, whether you're just listening for the first time or you've heard us before, we're always going to take this stance, okay?

When you should be presenting the number is after you've built that relationship, you're in their home, you're with them, and you're really at the kitchen table or the place of this fault where ultimately your side to side, you're in partnership now looking at the problem and the solutions together.

I really want to highlight this because again, this isn't salesy. We don't even show prices. We help them choose before prices even in the equation at all.

So they're picking based on what their needs are and what their desires are and the things that will improve their quality of life.

Do you have anything to speak to on that quick on this one, Joseph?

@30:50 - Joseph Lucanie (Fathom)

I mean, I feel like you hit it really tight, but once again, the only way that I don't want to describe it further is sales, I'm going to say it again, I'll say it always, sales is not something you're doing to someone.

This isn't. something, this isn't a weapon that you're using on someone. This is a gift that you're performing for someone.

If you can get face to face with someone, figure out what's really upsetting them on an emotional level and solve that.

Not only will you come back with a higher ticket, but you'll also come back with a customer who genuinely is happier for you being there.

And this is just a path that served them at that level.

@31:23 - Clay Neumeyer (serviceloopelectrical.com)

I feel like I just came up with a new slogan for it. Sales is a team sport.

@31:28 - Joseph Lucanie (Fathom)

Ooh.

@31:31 - Clay Neumeyer (serviceloopelectrical.com)

Not bad. I could dig. Lie up off the top of your head. On right off the top. Improv. Sales is a team sport, guys.

Spread it. Let's see if it sticks. Not meaning to me, to us, bring your partner, bring more staff, meaning becoming teammates with the person you're trying to serve.

That's how I see that. All right. Anything else to add for the topic today?

@31:54 - Joseph Lucanie (Fathom)

Or should we jump right into action now? Honestly, if we were going to add anything more to this, let's say it could be another podcast.

because I'm just looking at like the process in my head and there's just so much I want to dig into.

So let's just go to actions for now and get it was covered later.

@32:07 - Clay Neumeyer (serviceloopelectrical.com)

All right. So right off the bat guys, we already introduced it once during this podcast episode. If you're not a part of our Facebook community, Entrepreneur Secrets, the Electrician podcast community, jump on Facebook and enjoy engaging with us live there as Ryan Jones and Justin Robbins and Brian Peezy, right?

Easy Peezy Electric. I hope I said that right, Brian. As many of our friends and friends join us there and right there is where you can actually comment on this post and say the front door and we're going to send you this whole script and that would be a big action that's going to help you because it's not that much.

It's really simple script, but it's going to help you with a few things, including what we talked about today.

And that action would be to take that, get that front door and start role playing it and start using it and get away from ever present.

renting or offering any bullparks or any pricing ahead of being on the same team, same team because sales as you know now is a team sport.

@33:09 - Joseph Lucanie (Fathom)

You man, I love that.

@33:11 - Clay Neumeyer (serviceloopelectrical.com)

That's looking sticking. All right. Anything to add to that for an all-star action, Joseph?

@33:16 - Joseph Lucanie (Fathom)

Definitely for an all-star action.

@33:17 - Clay Neumeyer (serviceloopelectrical.com)

All right.

@33:18 - Joseph Lucanie (Fathom)

Let's do it. Okay. So I'm just going to ask a random question.

If Warren Buffett were to give you his financial budget script and you say, hey, this is a process that he took to get to billions of dollars, would you look at it and say, this is cheesy?

I'm not going to take it. I'm going to alter this thing. I'm going to change a couple of things.

Probably not, right? You'd be like the guy is obviously proven. He's done the things the right way. Even if it is cheesy, I'm going to do it.

I don't care if it's where I cost you. I'm doing it. It's going to get done. I'm going to say for everyone that reads this script, everyone who clicks front door and is willing to put their hand up to take their business to the next level, I want you to do it the way it says to do it.

Because the amount of intention in every single word of this thing. I put in an every word has a particular meaning.

Like every single thing I'm going to say to you in here is said there for a particular purpose. So if you change even one word, it changes how it's going to demonstrate.

So my all-star action is this, not only put your hand up, but run the play as it stands. Run it 10 times.

And if you don't get something from it, then call me. Don't look at it and read it and say, you know what, I'm going to change it to it's a decent day.

Or I'm not going to say, how can I brighten your day? I'm just going to say, how can I help you?

Hmm? You can work. Not saying it won't. But there are specific reasons why I have each one in here.

If you want to be an all-star too, you're going to do it like an all-star.

@34:46 - Clay Neumeyer (serviceloopelectrical.com)

I love it, great advice. And as we keep saying, guys, action, consistent activity, that is the real barrier to success.

Putting your hand up and getting this isn't the activity, that's just the first step to it. Actually using it is an.

And as we've said before, don't tell us it doesn't work. Show us. And the fires under our ass to help you make the most of this thing.

I can't wait to see you guys again tomorrow. It's been an awesome episode. If you've got some great value here today, please let us know in the Facebook group.

I'm Clay Newmire. This is Joseph Lecani. We are here to help you master sales, simplify your pricing, and deliver premium level service.