Replay - Electrical Options... They Dont Want Them!!!

Transcript

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hello, happy monday and welcome back to another episode of electricpreneur secrets, the electricians podcast.

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I'm your host, clay newmeyer.

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With me, as always, my esteemed co-host, joseph the sales bot, luke canny.

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Joe, how you doing today, brother?

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it is a beautiful day in this ice of paradise and I have a like you second cup of coffee ready to go churning and I am pumped with the high caffeine induced energy oh yeah, buddy hearts pounding.

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We got some palm sweat going ready to just speak on options and all the reasons they don't want it, or at least the reasons we feel they don't, the fears around it it, how to overcome that.

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Hopefully some belief shifts because we're just a couple of master electricians with business addictions trying to help a whole industry rise, rise through mastering their sales, simplify in pricing and deliver premium level electrical service.

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How's that for a Monday intro?

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Did I nail it?

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I love it.

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I love it.

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I love the energy man.

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Keep it going.

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For a monday intro did I nail it?

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I love it.

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I love it.

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I love the energy man.

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Keep it going.

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Not bad then, hey.

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So here's the big thing today, and even you know what it comes up kind of weekly it comes up with everyone.

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Uh, we are advocates of offering not three options, definitely not one option, but six options, correct, and there's so much controversy over this out there that we just wanted to come back to the stick to your offer, styo, and go a little deeper and do a whole week on options and we've got some great stuff to talk about and just how moving this can be.

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But I need to address this first and foremost what I mean.

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It just seems like they don't want options.

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Joe, it's not that people don't want options, they don't want to be sold things that don't apply to the problems they're having.

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Would you agree with that, and how else would you begin to dissect this problem with us and help us maybe do a little belief shift today?

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So I mean, you said it perfectly the first time and I feel like I had some, definitely some words in there as well.

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But it really comes down to your right.

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People don't want to be sold something they feel doesn't apply to their life situation.

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Like if the customer calls you for the ceiling fan in the living room and yet the first thing you do is walk in is talking to them about how they need a new 200 amp upgrade.

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They're going to say they don't want it because it's not only is it too far of a shift, but it also doesn't allow them to understand the problem of the why.

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So the confused mind is always going to say no.

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So if they don't know why you're saying it, you'd be right in saying they don't want it because they're going to tell you you know every time.

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Does that make sense it does.

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Well, if I'm offering six options so opposed to three or less, wouldn't that actually increase confusion amongst my potential buyers?

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Well, it depends if you had a process that was built around six options or not.

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So one of the things is is that if you just took six options, put them in any kind of format like it could be best, could be middle, could be just a bunch of options on paper and you put it in front of the customer and said what do you want to do, then, yeah, it's going to lead to a lot of confusion, but what we do is we have a structured approach of even formulating how we're telling them what we found and then breaking it down so the information drips slowly over time, rather than just turning on the faucet and blasting them in the face with it.

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Ah, slow roast, take a way of looking at now we're talking about.

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Our coffee is early back to coffee.

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Your Keurig is still top of mind, huh yeah, man, yeah, I got a Keurig.

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I don't know if you guys caught that that was pre-show.

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I think I did get a Keurig this weekend, so I'm just pumped up and I've got too much caffeine in me.

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But yeah, screw it, man, I love it.

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So the thing is, is it comes down to the process again?

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Right, if we were just going to push something in front of someone and say what are we doing about it?

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They're not going to move forward.

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In fact, they're going to be the same customer to say I don't want this, I didn't ask for this, you're just trying to sell me something.

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And in that application they'd probably be right.

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But what we do that's different is we've not only going to be teaching you how to present the information prior to even getting to the price, but how to structure it in a sequential order so that it shows that there was a logical and really personal reason why you chose that particular number for that particular customer 100%.

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Yeah, I love it.

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So here's what I'm thinking.

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There could be some people listening right now.

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They're like I'm not going to offer six options.

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I don't even want to hear it.

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So maybe let's go to a little on the positive side and the why.

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What are some of the opportunities that open up when we actually offer above one option, above three options, when we get up to this five to six range, what begins to happen?

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Okay.

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So there's both the obvious and the not obvious, and we'll talk to both.

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Right, okay, let's do it.

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If you only offered one option.

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The obvious is that's a take it or leave it situation, and people do not like ultimatums, they do not like feeling forced into a corner.

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I mean you back someone into a corner, it's never going to end well, because even if they take your option, they can say this was under duress, I didn't have a choice, you never gave me another option, this is all I had, and now you are being painted in a bad light, even if they decide to move forward with you.

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The next option is then going good, better, best, or even then that's not a great way of doing it, because, as a service provider, if I were to come to your home, clay, as a plumber or HVAC technician or anything outside of our electric trade, because I know electricians can be a little different but I were to come by and now the cheapest, most worst way I could do it is the first way I bring it up You've just mentioned you're looking for a deal.

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Are you going to be focused on the cheapest basic option?

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Because that's the first one I brought up.

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You know what Slight difference there, the Keurigurig.

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I love shopping deals, but it's also so convenient.

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So convenience does sell for me.

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If I know there's a location that has deals on routinely right, the last, direct, bold, italicized.

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Double underline this guys, if you're that shopping place, if you're that electrician that has routine deals on, you'll get deal shoppers.

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That's the way this works.

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But because it's convenient, so for me to throw that back in your court, joe, it's a lot to do with the time thing too, and isn't that the kind of stuff we would throw into our top options, though?

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Exactly, and I love that you and I are on the same wavelength, because if I were to just offer three choices, I may think I'm dealing with a deal shopper and, as a result, I lower my options to try to appeal to that frugalness.

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Yeah.

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When, instead, if I were like Clay, I understand that you're running a business, I know that your time is very precious and limited, so what we did is we're going to exchange currency for service.

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I'm going to do everything.

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You're going to do nothing except write suddenly, then that could also be equally appealing If I told you you didn't have to invest a single more second of time thought into this.

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Definitely.

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The reality is my honey do list grows.

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It's not shrinking.

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Man, there's more and more shit to do every week.

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If you've got a honey do list that's growing, just go ahead and throw your hand up, whether we can see you or not driving down the road, I don't care where you're at the gym, it's probably growing, not slowing, right though I'm gonna disclaimer is if you're at the gym and doing this, make sure you put down the weight first.

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I can imagine someone just like just going to do like a bench and just drop it in like oh yeah, linesman, in your apprentice's face yeah I'll do it.

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It went ridiculous.

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We just took it to the ridiculous.

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But that's what we're talking about.

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If you don't do it and I think you've made this example before, with a bathroom fan in a bathroom that's experienced too much moisture what always happens?

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What's the telltale sign?

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So if you think about that, the basic thing is you walk into the bathroom.

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You're going to see there's going to be water stains on the wall or you're going to smell it, or you're going to see drippings, or you might notice it's soft.

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So naturally the customer would call you and say I want a bath fan change.

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But you recognize that you're putting a bath fan back into a room that's already moist and stained and soft and likely what's going to be growing behind that area?

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Mold.

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You know it's likely going to be mold.

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Now, just because we're not an HVAC doesn't mean we get to ignore mold too.

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We could also offer to do a full repaint.

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In fact, I used to carry cans of kills, which is literally just a mold killing paint that you can apply to a surface as a base primer and then paint over it and still be safer than if you did nothing.

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And the best part about it is the customer and a lot of circumstances.

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When I told them we're going to completely repaint your bathroom, that became the selling point because they're like oh, I've always hated that bathroom.

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I've always hated it.

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You're going to make it brighter and make it look cleaner.

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Yeah, you know what?

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While we're're at it, we should probably make sure we take care of the fixtures too.

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Let's do the whole renovation.

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So someone who is too cheap to spend four hundred dollars on a fan because they said they can get it from thirteen dollars at home depot is now spending four thousand dollars on a renovation because now it appeals to what they want and make their lives easier, I'm gonna go out on a limb here.

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I've got a theory.

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Nobody likes to paint, including the electricians that are hearing this right now oh yeah, but we do like to serve, and if you want to serve at the highest level, then the question just becomes well, shouldn't we have an option that does that?

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For them they don't want to paint either.

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Guess what?

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They're probably no better at it than you, right.

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They're probably no more enthusiastic about it.

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Like especially a bathroom, especially a over moist molded soft wall bathroom yeah, there's some issues.

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None of that sounds fun no, not at all, man, so that's really Okay.

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So there's some obvious opportunities right, like more likely to get the sale, more likely to increase the sale, just the law of averages If you offer more, you'll.

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Obviously get more.

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Same kind of thing can be applied.

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I mean, how many people talk about the trip GFI as an example where they're like, well, I have a trip GFI and they say the best thing they can do is just change GFI?

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I say go even further.

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Just leaning into our electrical knowledge, do we know what it's protecting?

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Do we know what it's controlling downstream?

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Do we know if it's sized properly?

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Do we know if every point that it's protecting is installed correctly?

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Have we opened up each box just in those points?

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Have we opened the panel that's feeding it?

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Is the circuit identified properly?

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Could you solve any of those things without offering options and without being pushy?

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Either Because you could say we're going to do all these things, not offer options, and then get laughed out of the house because you're the pushy person who doesn't want to level with them at all.

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Or you can be the cheap person who gets to get out of the house, who says I'm just going to change a GFI, but then I'll come in and sell the job because I offered both ways and then some.

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So who would you rather be?

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Yeah, exactly, exactly, man.

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So, not to mention that differentiation, right here, I'm going to go on a limb again.

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I'm going to say look, guys, it's options week.

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We're going to go through this, we're going to help you better understand, help you create these options, help you go on a limb and realize how powerful this five to six options thing could really be for you.

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If you want to take it to the all-star level, we're, of course, going to suggest that six.

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Most people think well, this is overwhelming, but let's simplify it right now, just quickly, right, two basic options, two mid-range to account or premium options.

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Sorry, misspoke there, it's still three options.

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It's just two tiers per option.

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It's six.

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You want to correct me there?

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Go ahead.

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No, no, no, I'm not going to correct you.

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I'm just going to say another way of explaining it, Because when you say two, two and two, you're correct.

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Yeah.

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But to even simplify it even further is very few people will ever argue the good, better, best Right when you have three people who are saying three options.

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The problem is in a lot of the homes that we go to as technicians, there are gaps between those three options.

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All we're doing is filling in those gaps so that the customer has a more well-rounded, more thorough and more bulletproof level of service.

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That's just all I wanted to add to it.

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I didn't mean to break your flow.

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No, that's okay, man.

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It's actually great timing because that ties in perfectly with our client Lucas, who made his first six option sale just on Friday.

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Yeah.

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It was incredible timing because we also did a class.

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We ran a clinic on the exact observations that Lucas brought to class, doing this up in class with our other clients, building this up from just being presented with observations to then creating the options and then building the pricing all the way up using Lucas's pricing.

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Lucas went and presented and when he came back we compared the prices that he presented versus what you came up with off the cuff and silver was within a couple hundred bucks.

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So the mid-tier option.

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You were that close and that is the sale that lucas made, which congratulations again.

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This was a complex project that honestly could be said.

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There was even gaps between six options because of how much was going on, and so it became a modified silver for just under $19,000.

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But that's a huge win from again another contractor who was, like everyone else, competing with the local competitive rates, but who establishes those rates?

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It's always the construction provider, it's always the higher volume companies that we're aware of and checking on rates, whether we call or whatever it.

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So everyone's got this 100 to 130 bucks an hour in their mind, meanwhile thinking well, this isn't sustainable and I'm not growing, and so I.

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Again, I just compliments to lucas here on that big win and how that ties in here, because he had to fight through some of the fears that many of us face too, which is should I lower my price?

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Is six options too much?

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This is like building six quotes, I think he said at one time he did, and I remember there was a point where he had mentioned that it took all day or it's going to take all day, but yet at the same time, through practice, we were able to do the same call on the blind within an hour and were able to get within a few hundred dollars of what he quoted.

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Yeah, so it shows that the process works very effectively.

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A complex opportunity called and included multiple renovations in the shop and in the house.

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So it was a lot, but really a powerful exercise and proof that we, as electricians, overcomplicate pricing and options like every single time.

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It really is a muscle that needs to be developed so that we can improve these client relationships, so that we can improve to get more referrals, improve the tickets, improve lifetime customer value, because the reality is, if you're serving at a higher level, if you're offering more options to serve at a higher level, it's as you said we're removing assumptions about our clients, we're giving them more control, even though they're in our clinic.

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And thus we're making more offers and receiving more money.

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So I want to go over on a limb here.

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During this options week, guys, you're going to see me post personally.

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You're going to see Joe post personally.

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You're going to see joe's post personally on social media and you're going to see in the electropreneur, the vip group community, you're going to see posts on this and you're going to see people challenge the six options, and what I can tell you from personal knowledge and experience is that the people that have will challenge this have never actually done it.

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They've never actually tried.

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And the people that will challenge this have never actually done it.

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They've never actually tried.

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And the people that we've trained and Joe here I've got in my notes like over 750 clients you've worked with on presenting six options across multiple trades, including electricians, in just our client results in the last six months over a million dollars, as of last week in coach assisted revenue.

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That could not have happened without six options, I agree.

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And the platinum sale, the absolute hallmark of six option presentations, that top option, the platinum.

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We pulled this stat today.

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The last 15 platinum sales across nine of our clients amounted to $186,000, with an average ticket of $12,414,.

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Joe, holy shit, like if you think about that, that's wild numbers.

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Right, you couldn't do it with just one, you couldn't do it with just three, because if you think about it, the averages get skewed.

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Please help us.

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I want to add one other thing that I think would really help a lot of people here.

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All right, because you mentioned it's not able to be done.

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It's not able to be done, and I want to add one caveat to that.

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It's not able to be done ethically without the six options, and the reason being this is that you could theoretically build any one of those six choices and say that's my choice, pull it and then present it to the customer Like theoretically, that's a possibility.

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Right when the ethics comes into play is do you know their financial situation?

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Because otherwise you're going to go by what A profiling measure.

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You're going to see the big house and say they could probably do more, or they're going to have a small house, they could probably do less.

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I have sold more at trailer parks and at single family dwellings than I found in the mega mansions and the commercial project facilities and things like that, just because of the why people wanted them in the first place.

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If you can connect with the why, you'll always be able to ethically produce solutions, because it removes all kinds of prejudgments other than here are the theoretical ways we can do it.

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These are customized to your family and your home.

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Tell me how you want to proceed, any option you choose.

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I'm cool with home.

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You tell me how you want to proceed, any option you choose.

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I'm cool with it.

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Doesn't get more ethical than that 100 man.

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I agree with you.

00:18:40.692 --> 00:18:49.905
In fact, one of our clients even said when we were first bringing him on board he said look, you're gonna have a tough time getting me from three options to six.

00:18:49.905 --> 00:18:54.730
I will die on the hill of three options, like so many do.

00:18:54.730 --> 00:19:13.390
But once you experience the six, once you truly see that justification and you see how people respond to having that choice so long as it's clearly communicated and presented simply, he then later, at a 90-day review, said you know what you got me?

00:19:13.390 --> 00:19:22.320
I know I said I would not be easy to convert to six options, but it makes so much sense and now it seems unethical to ever go back.

00:19:27.412 --> 00:19:28.733
And that's the real win right there.

00:19:28.733 --> 00:19:31.499
And I say we just keep this one nice and tight.

00:19:31.499 --> 00:19:39.537
We've got a big week to talk about this stuff, including tomorrow, which is why not options?

00:19:39.537 --> 00:19:41.203
We're going to go against ourselves and really discuss this problem in full.

00:19:41.203 --> 00:19:41.304
Guys.

00:19:41.304 --> 00:19:54.867
Okay, all the fears and all the problems that are associated with even presenting options, and especially this trend of untrusting homeowners who might say stuff like you know, quit the Mr Sparky routine, I don't want any options today.

00:19:54.867 --> 00:19:56.672
What do you say?

00:19:56.672 --> 00:19:56.811
We?

00:19:56.852 --> 00:19:57.594
answer that tomorrow.

00:19:57.594 --> 00:20:00.948
That sounds like a solid plan I'm down with it All right, brother.

00:20:01.328 --> 00:20:03.394
So action item, all-star action item.

00:20:03.394 --> 00:20:04.277
Which would you like?

00:20:04.277 --> 00:20:05.788
I'll take the action?

00:20:05.788 --> 00:20:07.836
Action please Set us up, brother.

00:20:08.739 --> 00:20:20.576
The reason why I want to take the action for this one is because it actually requires a minimum level of action to both do this and not do this, and this is what I mean by that.

00:20:20.576 --> 00:20:37.450
When you look at something new, you have two choices Either I'm going to try something new with the possibility of getting somewhere I haven't been, or I'm going to stay doing the thing I'm doing and I'm going to expect to receive what I've already received.

00:20:37.450 --> 00:20:42.436
So my bare bare minimum action for you is even.

00:20:42.436 --> 00:20:44.152
I'm not convincing you to believe in options yet.

00:20:44.152 --> 00:20:48.973
All I'm gonna ask is are you comfortable with where you're at right now?

00:20:48.973 --> 00:20:52.374
And if you are, then you can stop the podcast.

00:20:52.374 --> 00:20:58.150
But if there's any part of you that's like, could there be more out for me, is there even a chance?

00:20:58.150 --> 00:20:59.371
Is this a possibility?

00:20:59.371 --> 00:21:00.490
Could it happen to me?

00:21:00.490 --> 00:21:05.915
Stay tuned and let us at least try to explain the full spectrum to you.

00:21:05.915 --> 00:21:08.231
It's my only bare minimum request.

00:21:08.231 --> 00:21:12.696
Stay tuned and let me help explain it from a wider angle.

00:21:13.644 --> 00:21:14.009
Love it, man.

00:21:14.009 --> 00:21:16.709
Even the freemium followers are going to get a ton of value.

00:21:16.709 --> 00:21:19.296
I don't know why I say, even like it's ever doubted, that's.

00:21:19.296 --> 00:21:23.311
All we do here is give this away, and here's my all-star.

00:21:23.311 --> 00:21:29.404
Don't tell us, show us just a mic drop moment there.

00:21:29.404 --> 00:21:30.548
Don't tell us, show us.

00:21:30.548 --> 00:21:37.548
If it's not going to work, prove it, because all we have is the positive proof for it.

00:21:37.548 --> 00:21:51.810
Like I said, no one that we've taught this has gone back and said no, six options did not work, six options did not provide more control for the client, six options did not close the gaps and six options did not increase revenue.

00:21:51.810 --> 00:21:53.394
That's just not the case.

00:21:53.394 --> 00:21:55.646
It works every situation.

00:21:55.646 --> 00:21:57.432
You're right, it works, brother.

00:21:57.432 --> 00:22:01.005
So this has been another episode of electricpreneur secrets.

00:22:01.005 --> 00:22:16.830
You guys are so excited to bring you entire week based on building options, helping you build options, improve your revenue, improve that lifetime value, improve, improve client relationships and help you master sales, simplify pricing and deliver premium level electrical service.

00:22:16.830 --> 00:22:17.933
Thank you, joe.

00:22:17.933 --> 00:22:19.218
We'll see you guys again tomorrow.

00:22:19.218 --> 00:22:20.422
I look forward to it.

Replay - Electrical Options... They Dont Want Them!!!

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