The player is loading ...
July 6, 2024
Replay - Next Level Electrical Sales - Taking Clients to The Ridiculous
Ever felt like a salesperson in a technician's uniform? Discover the secret to transforming client interactions into high-value relationships on Electricpreneur Secrets. We kick off with a fascinating personal anecdote about an AC service call gone strategic, revealing how doubling as both a technician and salesperson can build unbeatable trust and seamlessly pitch upgrades. This episode unpacks how to shift perceptions and leverage your unique position to enhance credibility and sales effectiveness.
Struggling with indecisive customers? Learn the "Stars Align Close" technique to turn hesitation into firm commitments. By posing exaggerated scenarios, this method helps reveal true intentions and shifts your approach from pushy to attractive, making your service seem scarce and valuable. We also dive into the art of knowing when to pause the conversation to maintain integrity and avoid being perceived as pressuring, ensuring your interactions stay respectful and trust-building.
Ready to elevate your service game? We tackle how to justify premium pricing by truly believing in and delivering superior quality. From speaking with conviction to experiencing high-end service firsthand, we offer actionable insights to align your sales process with a premium experience. Plus, don't miss our Action Wednesday Electricpreneur Group Update, where we highlight the importance of live sessions, exclusive offers, and mastering sales on your journey to success. Tune in and transform your approach to electrical sales!
Transcript
WEBVTT
00:00:03.686 --> 00:00:08.154
Hello and welcome to Electropreneur Secrets, the electrician's podcast.
00:00:08.154 --> 00:00:16.829
We're here to help you master sales, simplify pricing and deliver premium level service, and we're here with you five days a week to do just that.
00:00:16.829 --> 00:00:23.926
I'm your host, clay Neumeier, and with me, as always, my wonderful co-host and business partner, joseph Lucani.
00:00:23.926 --> 00:00:25.225
Joe, how are you doing today?
00:00:26.000 --> 00:00:26.905
I'm doing awesome man.
00:00:26.905 --> 00:00:28.571
It was one of those fun situations.
00:00:28.571 --> 00:00:33.932
As I mentioned earlier, I'm the last one who hasn't gotten sick in my household, so I'm holding down the fort.
00:00:33.932 --> 00:00:37.210
But I love what we do so much that I don't even care if I'm sick.
00:00:37.210 --> 00:00:38.505
I'm showing for it one way or the other.
00:00:39.106 --> 00:00:39.628
Absolutely.
00:00:39.628 --> 00:00:58.533
I love that In that pre-show we were just discussing how easily these zoom illnesses seem to uh cross, cross boundaries of of this country to yours um if you guys didn't know, I am the pleasant peasant, the canadian north of the border, seemingly maybe hotter than you are having.
00:00:58.533 --> 00:01:03.307
Uh, at this moment it is warm up here, man, like 90 to 100 all week.
00:01:04.168 --> 00:01:14.626
Okay, yeah, that's a little excessive because we've been in the 80s right, and new york's not known for being warm, but like it's been really warm recently yeah, all right.
00:01:15.168 --> 00:01:16.331
Well, we got a great topic today.
00:01:16.331 --> 00:01:21.487
Today we're talking about next level electrical sales and taking clients to the ridiculous.
00:01:21.487 --> 00:01:23.775
Here's how this episode's going to help you.
00:01:23.775 --> 00:01:25.820
As always, we got rid of the fancy shit.
00:01:25.820 --> 00:01:33.046
This is unrehearsed, although we did talk about it a little bit in our class this morning and decided we got to share this on the podcast.
00:01:33.046 --> 00:01:54.507
It's going to help you in this realm of being so confident in your process, in your electrical sales, in your service rather a term that you're able to hang out in the awkward moments of those conversations where you know that belief shifts may be about to happen, or could, at least if we stayed there for a little bit longer.
00:01:54.507 --> 00:02:05.734
And the value that could provide, the conversion increase, the extended ticket values, the higher sales I mean um list of wins here goes on and on.
00:02:05.734 --> 00:02:09.683
But first we've got something very special to discuss.
00:02:09.683 --> 00:02:16.704
We need to know how has the ac situation, that service you talked about yesterday, how is that unraveled, joe?
00:02:16.704 --> 00:02:19.889
Are you now in a better position with them?
00:02:20.711 --> 00:02:31.467
so, yes and no, everything's working, but I I have a suspicion of what's actually happening and it's kind of sneaky and I'm almost impressed that they pulled it off the way they did.
00:02:31.467 --> 00:02:32.209
So can I share it?
00:02:32.209 --> 00:02:33.512
Yeah, please, all right.
00:02:33.512 --> 00:02:40.606
So originally it was set up to where someone was supposed to come yesterday and it was on the calendar paid in full.
00:02:40.606 --> 00:02:41.409
Someone's going to show up.
00:02:41.409 --> 00:02:47.531
They sent me the notification and the thing was is that the person who was supposed to come was the salesperson?
00:02:47.531 --> 00:02:50.883
It wasn't supposed to be like a technician that was coming out.
00:02:50.883 --> 00:02:52.609
It was supposed to be a salesperson.
00:02:52.609 --> 00:03:00.241
The thing was, the reason why the salesperson was coming out was because I reached out saying I was interested in an upgrade of some sort.
00:03:00.241 --> 00:03:01.823
There was an enhancement they were talking about.
00:03:01.823 --> 00:03:04.045
I was like hey, I'd love to talk to you about this.
00:03:05.508 --> 00:03:17.122
My logic is that they sent the salesperson to install the hard start kit and, while he was here in my home, be like hey, by the way, while we're here, did you ever get a chance to look at that option?
00:03:17.122 --> 00:03:19.348
We'd like to discuss it in further detail.
00:03:19.348 --> 00:03:33.187
Him doing the hard start kit would have gotten him in the door face to face with me, right when I wasn't able to do it, I had a sticker and a sign on the door saying hey, just so you know, I think I even mentioned that.
00:03:33.187 --> 00:03:36.084
I told him I was like hey, I'm going to be in meetings all day.
00:03:36.084 --> 00:03:37.729
I'm going to have the AC off.
00:03:37.729 --> 00:03:39.542
I'm going to have to break her off full steam ahead.
00:03:39.542 --> 00:03:49.586
You probably won't see me that as think a situation where they decided to pull it and be like oh, we don't know what happened, we're going to have to reschedule for another day and I'm going to check in and let you know.
00:03:50.069 --> 00:03:53.503
This is kind of in line with our installer re-offer process then.
00:03:53.764 --> 00:03:55.688
Exactly it actually really is.
00:03:55.688 --> 00:04:03.691
It's really really cool because when you're an installer, you have the justification of being someone that they never suspect to pitch from.
00:04:03.691 --> 00:04:11.542
In fact, you are the most trustworthy person they will ever meet, simply because they don't ever expect you to try and sell them something.
00:04:11.542 --> 00:04:17.946
Yours is the guy who shouldn't do the work, and if you suggest something, it probably has some credibility as to why they need it.
00:04:17.946 --> 00:04:23.264
So the installers actually have a lot of credibility, and I really think that's what was going on here.
00:04:23.685 --> 00:04:24.627
Yeah, good thinking.
00:04:24.627 --> 00:04:28.374
Unfortunately, they had to call a supervisor to figure that out.
00:04:28.374 --> 00:04:31.526
Bit of playing around in the back end there.
00:04:31.526 --> 00:04:34.391
But anyways, back to our topic then.
00:04:34.391 --> 00:04:50.490
Today, taking it to the ridiculous, we're not talking about a sales record, we're talking about that conversation that you're having with a homeowner, and I think one of the fundamental reasons for this is that initial situation that we all find ourselves in.
00:04:50.490 --> 00:05:02.329
If I may just say, we've used this analogy or this metaphor of you know, there's us and there's them and the line in the middle, the line representing everything that needs to happen.
00:05:02.329 --> 00:05:07.889
But they're looking at us going please don't be salesy and try to upsell me anything.
00:05:07.889 --> 00:05:09.473
And you're looking at them going.
00:05:09.473 --> 00:05:11.824
Please don't see me as a salesperson.
00:05:11.824 --> 00:05:17.706
Let me help you as a professional and let me offer all the things that you may actually want in your life.
00:05:17.725 --> 00:05:19.730
Do you agree with that?
00:05:19.730 --> 00:05:20.252
First off.
00:05:21.079 --> 00:05:21.822
A thousand percent.
00:05:21.822 --> 00:05:28.404
I think it's one of those situations where no one wants to be sold, but everyone wants to buy.
00:05:28.404 --> 00:05:32.642
What I mean by that is if I were to come to you and be like hey, clay, do you need a pen?
00:05:32.642 --> 00:05:36.403
And you don't need a pen, you're going to be like, no, fuck off, I don't want to sell you a pen.
00:05:36.403 --> 00:05:44.194
But if it was something where you were in the market for something and you were actively saying, joe, I looking for a pen, can you help me?
00:05:44.194 --> 00:05:48.505
You would enjoy that interaction because I'd be providing a service.
00:05:48.505 --> 00:05:50.430
You're looking for 100.
00:05:50.430 --> 00:05:53.826
So that's the point no one likes to be sold right.
00:05:53.985 --> 00:06:13.326
So in this process, at least in our process, and what a good sales process should do is begin to eliminate that, begin to to pivot us and, would you say, get shoulder to shoulder so that we can both address the problem and both look at the potential solutions that we have to offer for that problem.
00:06:13.949 --> 00:06:24.997
Correct and, honestly, one of the most key steps that we have, because if the customer looks at you as someone who is the problem, like you are part of the problem, they will try to solve you.
00:06:24.997 --> 00:06:25.343
And a lot of times that means get this guy out.
00:06:25.343 --> 00:06:25.519
Is the problem.
00:06:25.519 --> 00:06:26.081
Like you are part of the problem, they will try to solve you.
00:06:26.081 --> 00:06:29.610
And a lot of times that means get this guy out of my hand, like get him out of the house.
00:06:29.610 --> 00:06:32.024
Go by email arm's length distance.
00:06:32.024 --> 00:06:49.810
I don't want to deal with you Quotes, estimate, bids that's how people deal with pests but if you are the solution, meaning that you positioned yourself to say I understand you, I know what you're doing, I know why you're doing it and I know what's at risk if we don't get it done.
00:06:49.810 --> 00:06:55.572
So, as a result, I designed choices to completely take all the pressure off of you.
00:06:55.572 --> 00:06:58.245
All you got to choose is what you think is best for you and your family.
00:06:58.245 --> 00:06:59.470
I'm okay with whatever you choose.
00:06:59.470 --> 00:07:05.411
Now the pressure's gone and you're actually now a service rather than a sale.
00:07:06.021 --> 00:07:13.490
There's something you said there I want to call a timeout on and bring attention to, because the way you worded that was really important At first.
00:07:13.490 --> 00:07:19.370
Most are seeing you, unless this is a referral or a repeat client that already has that know, like and trust.
00:07:19.370 --> 00:07:22.685
Please accept that most are seeing you as part of the problem.
00:07:22.685 --> 00:07:26.620
They haven't established that they trust you yet.
00:07:26.620 --> 00:07:29.286
In fact, quite the opposite, they're assuming not to.
00:07:29.286 --> 00:07:31.531
Is that fair to say?
00:07:32.293 --> 00:07:39.901
Yeah, Believe it or not, I actually found I had higher sales when I looked like a technician than when I looked like a salesperson.
00:07:39.901 --> 00:07:47.637
I had worked at other companies and found that you had the sales car it was like a little Hyundai and you had the uniform.
00:07:47.637 --> 00:07:53.942
And found that you had the sales car it was like a little Hyundai and you had the uniform and the nice shoes and the Dickies.
00:07:53.942 --> 00:07:57.894
It didn't go well, but when you put me in a van and I had linemen's on me and I was in a full Dickies uniform, suddenly sales went up.
00:07:57.894 --> 00:08:00.204
It's because how people perceive you.
00:08:00.204 --> 00:08:06.024
If they think you're just trying to sell, the motivation that they have in their mind is he wants money.
00:08:06.024 --> 00:08:11.035
But if you're a technician, they think you're already being paid for the service.
00:08:11.035 --> 00:08:17.934
So you're not the problem, You're just the guy and, as a result, you're more likely to be trusted.
00:08:18.720 --> 00:08:19.141
I love that.
00:08:19.141 --> 00:08:22.331
That's a huge gold nugget there, and thank you for sharing that.
00:08:22.331 --> 00:08:40.113
So at some point here, uh, we have to overcome this, we've got to pivot, and really what that means, then, is we have to get a customer, a potential customer, to actually shift their beliefs and and enable that trust in a way.
00:08:40.113 --> 00:08:48.825
Find my words here right, but allow us to be the professional, and that in itself is a bit of a belief and a trust shift, isn't it?
00:08:49.606 --> 00:08:51.572
It is and that actually I love that you did this.
00:08:51.572 --> 00:08:52.802
Can you put it on the tee for me here?
00:08:52.802 --> 00:09:01.312
That actually lines in exactly what we're trying to talk about today, and I want to talk about how the ridiculousness can actually be used for that specific scenario.
00:09:01.312 --> 00:09:03.346
Awesome, love it, cool.
00:09:03.346 --> 00:09:20.861
So the thing that we have is we want to establish to the customer that we are going to do everything perfect Not saying that we can do everything perfect but we're creating the perfect scenario to test whether they feel that they would actually want to do something or not.
00:09:21.744 --> 00:09:23.769
I've called this particular call close.
00:09:23.769 --> 00:09:25.493
The stars align close.
00:09:25.493 --> 00:09:37.032
Now, what that means is we've all had customers that say things like well, I'm looking into it, I'm getting quotes, I might get this done, and we have questions that precede that.
00:09:37.032 --> 00:09:38.846
That would help understand why do we do it.
00:09:38.846 --> 00:09:40.289
What would happen if you didn't get it done?
00:09:40.289 --> 00:09:42.203
Who could this affect?
00:09:42.203 --> 00:09:42.926
There's things like that.
00:09:42.926 --> 00:09:46.140
Go into that, but eventually the question is all right.
00:09:46.140 --> 00:09:58.504
So, just so I understand this correctly, let's say the stars aligned over this kitchen table and I had exactly what you wanted at a price you found was fair and gave you the quality you thought you wanted and everything was available.
00:09:58.504 --> 00:10:00.328
What would happen then?
00:10:00.328 --> 00:10:11.830
Literally, you're kind of describing it as the planets are in alignment over my kitchen table, the angels are singing, the lights are shining, everything's wonderful.
00:10:11.830 --> 00:10:15.485
What would you do if that perfect situation happened?
00:10:15.485 --> 00:10:20.462
Why do you think it's so important that we have to phrase it that ridiculous for someone.
00:10:21.424 --> 00:10:36.715
Well, at this point at least from my understanding of it, Joe is we're putting the ball on their court for one, and it's an open-ended question where they're now going to have to state a response about what would happen, about what they think.
00:10:36.715 --> 00:10:42.951
Now, that could include timing, that could include outcomes, both of which are important to continue this conversation.
00:10:42.951 --> 00:10:43.660
Am I close here?
00:10:44.283 --> 00:10:44.823
You're right there.
00:10:44.823 --> 00:10:46.769
So there's one other thing.
00:10:46.769 --> 00:10:48.192
It's those two and one other.
00:10:48.192 --> 00:10:55.173
When you make it ridiculous, it actually feels worse to give the wrong answer, right?
00:10:55.173 --> 00:10:59.610
So imagine, clay, I'm at your house, I'm your sparky, I'm getting ready to wire things up.
00:10:59.899 --> 00:11:02.488
All right, I'm excited because I'm tired of wiring at my own house.
00:11:02.488 --> 00:11:03.350
This is getting old.
00:11:04.192 --> 00:11:04.772
I know right?
00:11:04.772 --> 00:11:05.673
Well, I'll say you know what.
00:11:05.673 --> 00:11:08.875
I'll be your HVAC tech or your plumber, and I don't care, whatever you gotta be.
00:11:08.875 --> 00:11:11.456
But the thing is I'm coming to your home to help you with a service.
00:11:11.456 --> 00:11:12.941
You've called me.
00:11:12.941 --> 00:11:26.296
I didn't knock on your door, so clearly there was some interest you had in bringing me here and I were to tell you that we what if I was batting a thousand, meaning everything was perfect?
00:11:26.296 --> 00:11:32.721
I gave you exactly what you wanted at a price you found was fair, and the quality was great and the service was great.
00:11:32.721 --> 00:11:33.984
What would happen then?
00:11:33.984 --> 00:11:37.110
And what do you feel can help me?
00:11:37.331 --> 00:11:38.552
I use this question too.
00:11:38.552 --> 00:11:39.923
I love this question so much.
00:11:39.923 --> 00:11:45.849
I've adopted that from you and I appreciate you for bringing this one up, because it usually what happens.
00:11:45.849 --> 00:12:03.226
And maybe you're listening and you've been asked this question already and you're kind of chuckling right now too, because in that moment it creates kind of like a uh, what the kind of question is that followed by a uh, I guess we would proceed, we would do the work, we would go ahead.
00:12:04.230 --> 00:12:05.351
Let's dig into that right there.
00:12:05.351 --> 00:12:10.105
All right, the pause, the fact that you're like well, I think I would do it.
00:12:10.105 --> 00:12:19.710
Why is it that when we talk to customers and we've created the perfect scenario and they called us, they can't get it to the completion?
00:12:19.710 --> 00:12:23.222
Where they're like I would just do it, it's always I guess I would do it.
00:12:23.222 --> 00:12:25.205
Well, I would probably just do it.
00:12:25.205 --> 00:12:31.232
Those are weak words Probably, might, maybe, could, potentially, no.
00:12:31.232 --> 00:12:36.750
So the thing you would do even further is you could stretch that even more.
00:12:36.750 --> 00:12:42.365
So when they say, well, I might just get it done, you'd be like well, hold on time out for a second.
00:12:42.365 --> 00:12:43.567
We're talking.
00:12:43.567 --> 00:12:45.792
Planets are literally in alignment of the kitchen table.
00:12:45.792 --> 00:12:53.005
I am batting a thousand percent, I can't miss, and I gave you the perfect scenario and you might do it.
00:12:53.005 --> 00:13:01.732
I have a feeling that, if that, that's not great odds for me, if I'm doing everything perfect, ladies and gentlemen, welcome to the ridiculous.
00:13:02.279 --> 00:13:03.644
We're here, this is it.
00:13:03.644 --> 00:13:04.466
We have arrived.
00:13:11.580 --> 00:13:12.081
This is the moment.
00:13:12.081 --> 00:13:22.522
This is literally it, because if I did everything perfect and they still said, well, I might get it done, that is now the moment, because now you can start asking things like well, the last thing I ever want to do is feel like I'm trying to sell you something you don't need or want.
00:13:22.522 --> 00:13:33.873
And if you're telling me me batting a thousand percent where we literally have a lunar eclipse over a kitchen table and you might do it, I feel like I'd have to pressure you and I don't want to do that.
00:13:33.873 --> 00:13:40.784
Maybe we should just stop the call, maybe we should just move on and we can come back another time when you're more looking to get to something taken care of.
00:13:41.846 --> 00:13:43.509
So I'm picking up what just happened there.
00:13:43.509 --> 00:13:47.645
Can you actually help folk with understanding what just happened?
00:13:47.645 --> 00:13:49.912
Because there was a change of momentum, wasn't there?
00:13:50.480 --> 00:13:51.001
There was.
00:13:51.001 --> 00:13:53.770
There's a difference between pushing and pulling.
00:13:53.770 --> 00:14:06.902
Most people don't like salesmen because they push you need this, you want this, you got to have this and as a response, the client pulls back and they keep coming and keep coming, keep coming.
00:14:06.902 --> 00:14:08.967
What we do is different.
00:14:08.967 --> 00:14:10.230
We pull.
00:14:10.230 --> 00:14:16.932
We've made our service scarce because right now, the typical salesman is going to be chasing that customer.
00:14:16.932 --> 00:14:19.160
I'm going to recognize it for what it is.
00:14:20.061 --> 00:14:24.885
I created a scenario that I meant and intended to get a yes, I would do something.
00:14:24.885 --> 00:14:32.152
If they say anything other than yes, I would do it, even if it's weak language, like I might do it.
00:14:32.152 --> 00:14:57.482
You completely pull the e-brake and you question the situation and what you're asking them is the last thing I ever want to do is risk feeling like I'm selling you something that you don't need or want, and I'm getting the feeling that if I did everything perfect and you only might do something, that now isn't the right time, why don't we just stop the call now?
00:14:57.482 --> 00:15:01.325
Why don't we come back another time when you feel like you're more looking to get this done?
00:15:01.325 --> 00:15:04.222
What we've done is we've pulled it.
00:15:05.475 --> 00:15:06.378
Now the customer.
00:15:06.378 --> 00:15:18.162
If they want to proceed, they have to come to me, and now that they've come to me, I have now control over this situation and I can determine when I'm letting loose.
00:15:18.162 --> 00:15:19.985
How much commitment do I need.
00:15:19.985 --> 00:15:21.897
If they give me a big commitment, okay.
00:15:21.897 --> 00:15:26.456
Well, if you insist cause I never want to feel like I'm pushing you, are you sure?
00:15:26.456 --> 00:15:28.620
Get the second commitment?
00:15:28.620 --> 00:15:30.686
Okay, yes, I'm sure.
00:15:30.686 --> 00:15:31.827
All right, wonderful.
00:15:32.836 --> 00:15:33.639
Love it, love it, it, love it.
00:15:33.639 --> 00:16:00.961
And I just want to back up just a moment and call a hard pause again, because let's, let's examine the mindset of, I hate to say, the average electrician, but for the most, for the 80 that are out there that are doing really well, but maybe not dominating, maybe don't have a process, maybe not at their peak potential, and you would know that, right, if you, if you haven't done a process that you're following consistent, you got to know, hey, we could do better at this.
00:16:00.961 --> 00:16:04.717
Yeah, right, because consistency creates results.
00:16:04.717 --> 00:16:06.885
Plan, do check, act, plan, do, check, act.
00:16:06.885 --> 00:16:09.475
So let's go in that headspace for a moment.
00:16:09.475 --> 00:16:11.760
This is that extra bit.
00:16:11.821 --> 00:16:20.168
Like j Joseph said, you could use that question if the stars aligned and set yourself up for this moment and take them to ridiculous.
00:16:20.168 --> 00:16:27.619
And there's a few other moments that can happen in the sales process that will create this feeling, this space, and we're going to get into that.
00:16:27.619 --> 00:16:32.808
But are you now, right now, feeling like you need to get out of it?
00:16:32.808 --> 00:16:48.129
That's where I want to take you in your mindset, where you feel, oh, this is weird, what's happening, because you have not explored that space much yet or prepared some other questions to be in that space longer.
00:16:48.129 --> 00:16:54.961
At that point you could be losing the sale, exactly Right.
00:16:54.961 --> 00:16:57.287
This is also a differentiation point.
00:16:57.287 --> 00:17:04.359
I want to give this a parallel, if I can, quick joe, because it just came to me and I think it sits perfectly, do it?
00:17:04.359 --> 00:17:13.394
Have you ever, as a young guy or gal, been a person in the new relationship that was more committed than the partner?
00:17:13.394 --> 00:17:16.785
What happens when that happens?
00:17:19.520 --> 00:17:32.702
uh, you want the literal answer to that, because I can say it doesn't always end well as a kid, I always, always had my heart on my sleeve, like you guys have probably heard, had some mommy issues, so for me, like I needed a woman in my life that was dependable.
00:17:32.702 --> 00:17:46.076
So I was like stuck to them Excuse me right Always made them pull away Anytime.
00:17:46.076 --> 00:17:48.338
I've been more committed than the person on the other side of the relationship.
00:17:48.338 --> 00:17:57.559
It makes them pull away in this process as a salesperson, as an electrician, as a business owner or tech for a business owner you being more committed than them.
00:17:57.559 --> 00:18:14.664
In other words, when they say, well, maybe, and you're still saying, oh, full steam ahead, we got this, assuming the sale, how that could be a problem, instead of, like you said, go into pull mode and stay as committed as they are to this process, does that make sense?
00:18:15.255 --> 00:18:25.695
It really does and, honestly, I love the fact you brought relationships into it because it lets it become easier translated, because desperation, as you've mentioned, is a stinky cologne.
00:18:25.695 --> 00:18:35.766
We don't like desperation, right, and when we're trying to push the client into moving forward with us, they run, whereas when we pull they come towards us.
00:18:35.766 --> 00:18:44.512
Now, the thing that I love about this is that, no matter what you seem to do, this will apply in every scenario of the sale.
00:18:44.512 --> 00:18:48.903
So we came across different answers and different ways that we can make it ridiculous.
00:18:48.903 --> 00:18:50.125
Can I come up with another one?
00:18:50.405 --> 00:18:54.657
Yeah please, all right ways that we can make it ridiculous.
00:18:54.657 --> 00:18:55.500
Can I come up with another one, all right?
00:18:55.500 --> 00:19:01.740
So, for any of you out there that are listening, have you ever gone to a customer when you asked what are you hoping to accomplish today, what's the reason for this call?
00:19:01.740 --> 00:19:06.498
And they made it so that it was so far out in their mind.
00:19:06.498 --> 00:19:13.021
They're like oh yeah, we're just getting some bids, we're doing a budgetary project to get a new service in 2025.
00:19:13.021 --> 00:19:14.096
I'm just trying to get some quotes.
00:19:14.096 --> 00:19:17.223
At this point, what is usually the thought?
00:19:17.223 --> 00:19:19.016
If that was you, what would you be thinking at that point?
00:19:19.336 --> 00:19:22.122
Why am I here right now?
00:19:22.122 --> 00:19:26.148
This is a low intent, low conversion opportunity.
00:19:27.615 --> 00:19:27.796
Right.
00:19:28.458 --> 00:19:34.247
So let's say someone comes to you and they're like, hey, I want a generator and I'm thinking about, I'm just looking into a quote for a generator.
00:19:34.247 --> 00:19:39.502
That happens, looking into it, we're checking out, we're investigating, we're budget shopping.
00:19:39.502 --> 00:19:45.584
When you stretch it to the ridiculous, you can actually get them to give you a favorable response.
00:19:45.584 --> 00:19:48.999
So let's say someone comes to you and says I'm looking for a generator.
00:19:48.999 --> 00:19:50.964
I could say, wonderful, happy to help with that.
00:19:50.964 --> 00:19:54.394
Says I'm looking for a generator, I could say wonderful, happy to help with that.
00:19:54.394 --> 00:19:59.958
So just to confirm, is this like a spring project?
00:19:59.958 --> 00:20:00.337
It's May, right now.
00:20:00.337 --> 00:20:00.799
When do they want it?
00:20:00.799 --> 00:20:01.602
It's not going to be in spring.
00:20:01.602 --> 00:20:05.577
After the winter came, they're looking to get it installed September, october or August.
00:20:05.577 --> 00:20:11.798
So by me stretching it further, like, oh, yeah, you're looking, this is like a 2024 project, right?
00:20:11.798 --> 00:20:14.924
Two things will happen, actually three.
00:20:14.924 --> 00:20:16.788
If you don't want me going into it, yeah, let's do it.
00:20:16.788 --> 00:20:22.067
One, they're going to agree with you and say, yes, we are not doing this anytime soon.
00:20:22.067 --> 00:20:24.538
Great, that's wonderful.
00:20:24.538 --> 00:20:26.122
Now you know that.
00:20:26.122 --> 00:20:30.298
That means that your only goal here is to bond and build a relationship.
00:20:30.298 --> 00:20:31.821
You now know the plan.
00:20:32.103 --> 00:20:37.222
I'm not selling nothing today, I'm just bonding and building enough interest for that second call I'm going to do.
00:20:37.222 --> 00:20:41.519
They're going to say no, no, I don't want it.
00:20:41.519 --> 00:20:42.821
I want it sooner.
00:20:42.821 --> 00:20:45.146
And we're doing shopping in advance.
00:00:03.686 --> 00:00:08.154
00:00:08.154 --> 00:00:16.829
00:00:16.829 --> 00:00:23.926
00:00:23.926 --> 00:00:25.225
00:00:26.000 --> 00:00:26.905
00:00:26.905 --> 00:00:28.571
00:00:28.571 --> 00:00:33.932
00:00:33.932 --> 00:00:37.210
00:00:37.210 --> 00:00:38.505
00:00:39.106 --> 00:00:39.628
00:00:39.628 --> 00:00:58.533
00:00:58.533 --> 00:01:03.307
00:01:04.168 --> 00:01:14.626
00:01:15.168 --> 00:01:16.331
00:01:16.331 --> 00:01:21.487
00:01:21.487 --> 00:01:23.775
00:01:23.775 --> 00:01:25.820
00:01:25.820 --> 00:01:33.046
00:01:33.046 --> 00:01:54.507
00:01:54.507 --> 00:02:05.734
00:02:05.734 --> 00:02:09.683
00:02:09.683 --> 00:02:16.704
00:02:16.704 --> 00:02:19.889
00:02:20.711 --> 00:02:31.467
00:02:31.467 --> 00:02:32.209
00:02:32.209 --> 00:02:33.512
00:02:33.512 --> 00:02:40.606
00:02:40.606 --> 00:02:41.409
00:02:41.409 --> 00:02:47.531
00:02:47.531 --> 00:02:50.883
00:02:50.883 --> 00:02:52.609
00:02:52.609 --> 00:03:00.241
00:03:00.241 --> 00:03:01.823
00:03:01.823 --> 00:03:04.045
00:03:05.508 --> 00:03:17.122
00:03:17.122 --> 00:03:19.348
00:03:19.348 --> 00:03:33.187
00:03:33.187 --> 00:03:36.084
00:03:36.084 --> 00:03:37.729
00:03:37.729 --> 00:03:39.542
00:03:39.542 --> 00:03:49.586
00:03:50.069 --> 00:03:53.503
00:03:53.764 --> 00:03:55.688
00:03:55.688 --> 00:04:03.691
00:04:03.691 --> 00:04:11.542
00:04:11.542 --> 00:04:17.946
00:04:17.946 --> 00:04:23.264
00:04:23.685 --> 00:04:24.627
00:04:24.627 --> 00:04:28.374
00:04:28.374 --> 00:04:31.526
00:04:31.526 --> 00:04:34.391
00:04:34.391 --> 00:04:50.490
00:04:50.490 --> 00:05:02.329
00:05:02.329 --> 00:05:07.889
00:05:07.889 --> 00:05:09.473
00:05:09.473 --> 00:05:11.824
00:05:11.824 --> 00:05:17.706
00:05:17.725 --> 00:05:19.730
00:05:19.730 --> 00:05:20.252
00:05:21.079 --> 00:05:21.822
00:05:21.822 --> 00:05:28.404
00:05:28.404 --> 00:05:32.642
00:05:32.642 --> 00:05:36.403
00:05:36.403 --> 00:05:44.194
00:05:44.194 --> 00:05:48.505
00:05:48.505 --> 00:05:50.430
00:05:50.430 --> 00:05:53.826
00:05:53.985 --> 00:06:13.326
00:06:13.949 --> 00:06:24.997
00:06:24.997 --> 00:06:25.343
00:06:25.343 --> 00:06:25.519
00:06:25.519 --> 00:06:26.081
00:06:26.081 --> 00:06:29.610
00:06:29.610 --> 00:06:32.024
00:06:32.024 --> 00:06:49.810
00:06:49.810 --> 00:06:55.572
00:06:55.572 --> 00:06:58.245
00:06:58.245 --> 00:06:59.470
00:06:59.470 --> 00:07:05.411
00:07:06.021 --> 00:07:13.490
00:07:13.490 --> 00:07:19.370
00:07:19.370 --> 00:07:22.685
00:07:22.685 --> 00:07:26.620
00:07:26.620 --> 00:07:29.286
00:07:29.286 --> 00:07:31.531
00:07:32.293 --> 00:07:39.901
00:07:39.901 --> 00:07:47.637
00:07:47.637 --> 00:07:53.942
00:07:53.942 --> 00:07:57.894
00:07:57.894 --> 00:08:00.204
00:08:00.204 --> 00:08:06.024
00:08:06.024 --> 00:08:11.035
00:08:11.035 --> 00:08:17.934
00:08:18.720 --> 00:08:19.141
00:08:19.141 --> 00:08:22.331
00:08:22.331 --> 00:08:40.113
00:08:40.113 --> 00:08:48.825
00:08:49.606 --> 00:08:51.572
00:08:51.572 --> 00:08:52.802
00:08:52.802 --> 00:09:01.312
00:09:01.312 --> 00:09:03.346
00:09:03.346 --> 00:09:20.861
00:09:21.744 --> 00:09:23.769
00:09:23.769 --> 00:09:25.493
00:09:25.493 --> 00:09:37.032
00:09:37.032 --> 00:09:38.846
00:09:38.846 --> 00:09:40.289
00:09:40.289 --> 00:09:42.203
00:09:42.203 --> 00:09:42.926
00:09:42.926 --> 00:09:46.140
00:09:46.140 --> 00:09:58.504
00:09:58.504 --> 00:10:00.328
00:10:00.328 --> 00:10:11.830
00:10:11.830 --> 00:10:15.485
00:10:15.485 --> 00:10:20.462
00:10:21.424 --> 00:10:36.715
00:10:36.715 --> 00:10:42.951
00:10:42.951 --> 00:10:43.660
00:10:44.283 --> 00:10:44.823
00:10:44.823 --> 00:10:46.769
00:10:46.769 --> 00:10:48.192
00:10:48.192 --> 00:10:55.173
00:10:55.173 --> 00:10:59.610
00:10:59.899 --> 00:11:02.488
00:11:02.488 --> 00:11:03.350
00:11:04.192 --> 00:11:04.772
00:11:04.772 --> 00:11:05.673
00:11:05.673 --> 00:11:08.875
00:11:08.875 --> 00:11:11.456
00:11:11.456 --> 00:11:12.941
00:11:12.941 --> 00:11:26.296
00:11:26.296 --> 00:11:32.721
00:11:32.721 --> 00:11:33.984
00:11:33.984 --> 00:11:37.110
00:11:37.331 --> 00:11:38.552
00:11:38.552 --> 00:11:39.923
00:11:39.923 --> 00:11:45.849
00:11:45.849 --> 00:12:03.226
00:12:04.230 --> 00:12:05.351
00:12:05.351 --> 00:12:10.105
00:12:10.105 --> 00:12:19.710
00:12:19.710 --> 00:12:23.222
00:12:23.222 --> 00:12:25.205
00:12:25.205 --> 00:12:31.232
00:12:31.232 --> 00:12:36.750
00:12:36.750 --> 00:12:42.365
00:12:42.365 --> 00:12:43.567
00:12:43.567 --> 00:12:45.792
00:12:45.792 --> 00:12:53.005
00:12:53.005 --> 00:13:01.732
00:13:02.279 --> 00:13:03.644
00:13:03.644 --> 00:13:04.466
00:13:11.580 --> 00:13:12.081
00:13:12.081 --> 00:13:22.522
00:13:22.522 --> 00:13:33.873
00:13:33.873 --> 00:13:40.784
00:13:41.846 --> 00:13:43.509
00:13:43.509 --> 00:13:47.645
00:13:47.645 --> 00:13:49.912
00:13:50.480 --> 00:13:51.001
00:13:51.001 --> 00:13:53.770
00:13:53.770 --> 00:14:06.902
00:14:06.902 --> 00:14:08.967
00:14:08.967 --> 00:14:10.230
00:14:10.230 --> 00:14:16.932
00:14:16.932 --> 00:14:19.160
00:14:20.061 --> 00:14:24.885
00:14:24.885 --> 00:14:32.152
00:14:32.152 --> 00:14:57.482
00:14:57.482 --> 00:15:01.325
00:15:01.325 --> 00:15:04.222
00:15:05.475 --> 00:15:06.378
00:15:06.378 --> 00:15:18.162
00:15:18.162 --> 00:15:19.985
00:15:19.985 --> 00:15:21.897
00:15:21.897 --> 00:15:26.456
00:15:26.456 --> 00:15:28.620
00:15:28.620 --> 00:15:30.686
00:15:30.686 --> 00:15:31.827
00:15:32.836 --> 00:15:33.639
00:15:33.639 --> 00:16:00.961
00:16:00.961 --> 00:16:04.717
00:16:04.717 --> 00:16:06.885
00:16:06.885 --> 00:16:09.475
00:16:09.475 --> 00:16:11.760
00:16:11.821 --> 00:16:20.168
00:16:20.168 --> 00:16:27.619
00:16:27.619 --> 00:16:32.808
00:16:32.808 --> 00:16:48.129
00:16:48.129 --> 00:16:54.961
00:16:54.961 --> 00:16:57.287
00:16:57.287 --> 00:17:04.359
00:17:04.359 --> 00:17:13.394
00:17:13.394 --> 00:17:16.785
00:17:19.520 --> 00:17:32.702
00:17:32.702 --> 00:17:46.076
00:17:46.076 --> 00:17:48.338
00:17:48.338 --> 00:17:57.559
00:17:57.559 --> 00:18:14.664
00:18:15.255 --> 00:18:25.695
00:18:25.695 --> 00:18:35.766
00:18:35.766 --> 00:18:44.512
00:18:44.512 --> 00:18:48.903
00:18:48.903 --> 00:18:50.125
00:18:50.405 --> 00:18:54.657
00:18:54.657 --> 00:18:55.500
00:18:55.500 --> 00:19:01.740
00:19:01.740 --> 00:19:06.498
00:19:06.498 --> 00:19:13.021
00:19:13.021 --> 00:19:14.096
00:19:14.096 --> 00:19:17.223
00:19:17.223 --> 00:19:19.016
00:19:19.336 --> 00:19:22.122
00:19:22.122 --> 00:19:26.148
00:19:27.615 --> 00:19:27.796
00:19:28.458 --> 00:19:34.247
00:19:34.247 --> 00:19:39.502
00:19:39.502 --> 00:19:45.584
00:19:45.584 --> 00:19:48.999
00:19:48.999 --> 00:19:50.964
00:19:50.964 --> 00:19:54.394
00:19:54.394 --> 00:19:59.958
00:19:59.958 --> 00:20:00.337
00:20:00.337 --> 00:20:00.799
00:20:00.799 --> 00:20:01.602
00:20:01.602 --> 00:20:05.577
00:20:05.577 --> 00:20:11.798
00:20:11.798 --> 00:20:14.924
00:20:14.924 --> 00:20:16.788
00:20:16.788 --> 00:20:22.067
00:20:22.067 --> 00:20:24.538
00:20:24.538 --> 00:20:26.122
00:20:26.122 --> 00:20:30.298
00:20:30.298 --> 00:20:31.821
00:20:32.103 --> 00:20:37.222
00:20:37.222 --> 00:20:41.519
00:20:41.519 --> 00:20:42.821
00:20:42.821 --> 00:20:45.146