Replay - Winning the Electrical Service Game: Secrets Revealed

Transcript

WEBVTT

00:00:01.340 --> 00:00:03.882
Hello, hello, hello and welcome back.

00:00:03.882 --> 00:00:21.533
It is Wednesday, it's a powerful Wednesday, it's Action Wednesday, joe, and it is another episode of Electricpreneur Secrets, the electrician's podcast, where a couple of no-name dudes, one from north of the border, one from south, try to help you master sales, simplify pricing and deliver premium-level electrical service.

00:00:21.533 --> 00:00:27.957
I said no names as a bit of a joke, but really I'm the pleasant peasant and you, sir, are the sales bot, also known as Gratitude.

00:00:27.957 --> 00:00:29.577
Mr Joseph Lucani.

00:00:29.577 --> 00:00:30.682
How are you doing today, brother?

00:00:31.184 --> 00:00:32.326
Man, it's been a great day.

00:00:32.326 --> 00:00:33.409
It really has been.

00:00:33.409 --> 00:00:41.503
It's one of those things where, like you ever started a day where you wake up and you have two directions it's either I can go back to bed or I could just get up and get it.

00:00:41.503 --> 00:00:46.832
I chose the latter and it has just been great.

00:00:46.832 --> 00:00:48.155
It has been great.

00:00:48.155 --> 00:00:49.926
I ended up hitting the 75E challenge.

00:00:49.926 --> 00:00:52.219
I did legs today, so my legs are like trembling.

00:00:52.219 --> 00:00:52.942
Throughout.

00:00:52.942 --> 00:00:56.406
The majority of the day had my moments of prayer.

00:00:56.406 --> 00:01:02.070
I had all this good stuff in the right direction and I feel like I was set to take on the day before 7 am.

00:01:03.341 --> 00:01:04.507
I chose the former.

00:01:04.507 --> 00:01:06.466
I was mad even when you said that.

00:01:06.466 --> 00:01:06.980
Why?

00:01:06.980 --> 00:01:08.344
Because I'm on the negative side.

00:01:08.344 --> 00:01:10.412
I'm trying to drag you down with me.

00:01:10.412 --> 00:01:16.709
Homie, I'm just kidding, I'm not going to do that to you, but I did wake up sort of on the wrong side of the bed.

00:01:16.709 --> 00:01:18.381
Here's what happened.

00:01:18.381 --> 00:01:21.087
I forgot I booked a meeting early for our team this morning.

00:01:21.790 --> 00:01:31.052
And then I stayed in bed a little bit longer, two dogs cuddling me right and I'm like I could chill for another 10 or 15 and just do my grace a little bit longer.

00:01:31.052 --> 00:01:35.433
And next thing, you know, it's like, okay, it's 6 30, I'm gonna go to the gym.

00:01:35.433 --> 00:01:40.748
And I'm like, oh shit, I got a meeting at seven, damn it so totally gapped out.

00:01:41.228 --> 00:01:42.030
totally gapped out.

00:01:42.030 --> 00:01:45.486
I gotta tell you something about this little chat, though sure go for it.

00:01:45.486 --> 00:01:55.121
Yesterday was the first time I got on a call with someone might have been Monday actually where they said I asked them if they listen to the podcast often and they're like you know what.

00:01:55.121 --> 00:01:58.700
I tried once I got a few minutes in but you guys were just shooting the shit so I left.

00:01:58.700 --> 00:02:03.009
That's the first time that's happened.

00:02:03.009 --> 00:02:07.911
So if you're with us engaging live right now, I need you to help me with a quick vote.

00:02:07.911 --> 00:02:13.790
If you're live in the entrepreneur secrets Facebook group, then tell us do you want more bullshitting or less bullshitting?

00:02:13.790 --> 00:02:15.723
And just more straight to the facts?

00:02:16.425 --> 00:02:21.263
We'll adjust, we can adjust At the end of the day, we're here to serve Um.

00:02:21.263 --> 00:02:23.328
Obviously we we enjoy our time together.

00:02:23.328 --> 00:02:26.361
I get to talk to my best friend and a partner on a regular basis.

00:02:26.361 --> 00:02:29.330
I'm a happy man anytime I have the opportunity to BS with you, man.

00:02:30.300 --> 00:02:37.381
Likewise, hey, man living a passion here, definitely a bit of a passion project mixed with really really helping people.

00:02:37.381 --> 00:02:50.207
As per one of our listeners who I mentioned yesterday and I didn't have the number down it was fourteen thousand three hundred dollar sale and that was his mid or high tier take.

00:02:50.207 --> 00:02:56.872
But either way, it was this full, beautiful message from our friend Bailey who said hey, you guys truly give away too much.

00:02:56.872 --> 00:03:09.358
I'm super appreciative of everyone who just takes action on this stuff and starts seeing the wins because you're the heroes.

00:03:09.358 --> 00:03:12.848
We're just offering a little bit of guidance, helping any way we can.

00:03:13.491 --> 00:03:14.582
Yeah, no one ever thinks the.

00:03:14.603 --> 00:03:15.164
GPS.

00:03:15.706 --> 00:03:16.128
You know what I mean.

00:03:16.128 --> 00:03:20.891
Like, at the end of the day, when you say I'm getting in the car and I'm going somewhere, you don't say the GPS got you there.

00:03:21.431 --> 00:03:26.955
But it made it a hell of a lot easier to do so than going blind and going back in the nineties and taking map quest.

00:03:26.955 --> 00:03:28.135
You know what I mean.

00:03:28.135 --> 00:03:30.257
So, like I get it, I understand where we're coming from.

00:03:30.257 --> 00:03:31.777
And, bailey, I respect you.

00:03:31.777 --> 00:03:31.997
Brother.

00:03:31.997 --> 00:03:37.920
I'm really glad that you had some success, as well as everyone else in the background that's listening, took something away and was able to make some wins out of it.

00:03:38.681 --> 00:03:40.205
Yeah, man, totally All right.

00:03:40.205 --> 00:03:40.966
So throw up a comment.

00:03:40.966 --> 00:03:44.131
Do you want us to bullshit more or less about our personal things?

00:03:44.131 --> 00:03:47.536
We try to have a little bit of a laugh and a smile or two before we get going.

00:03:47.536 --> 00:03:52.510
Joe, today I named the episode and I called it Fail Safe Electrical Biz.

00:03:52.510 --> 00:03:53.312
Do you know why?

00:03:54.659 --> 00:04:00.954
Well, I'm open to learning about it, but I do believe that what we do and what we teach creates a fail safe business when properly implemented.

00:04:01.882 --> 00:04:04.049
That's a good take on it, man, I'm going to lead right into that.

00:04:04.049 --> 00:04:07.379
When properly implemented, that's a good take on it, man, I'm going to lead right into that.

00:04:07.379 --> 00:04:10.342
From the project, from the industrial background.

00:04:10.342 --> 00:04:29.891
And in a lot of industrial facilities you have what we call an ESD loop, a fail-safe emergency shutdown loop, so that, hey, in the case of an emergency, we hit a button that's going to break contact in that loop and ultimately shut down every process to make this place immediately safe in case of a gas leak, in case of you know, any situation, a human personnel emergency.

00:04:31.136 --> 00:04:33.221
Here's how I want to relate that into your business.

00:04:33.221 --> 00:04:35.850
Shouldn't we have that in your business?

00:04:35.850 --> 00:04:42.571
Shouldn't we know that we've got a string that serves us in making sure that this is a failfe operation?

00:04:42.571 --> 00:05:13.922
And if we're speaking specifically to a residential service company, then I believe this ties in perfectly with the quote anxiety, with answering to value, price objections, with knowing how to answer your phone and create that before value, so that you know for sure you can get to at least the 80, 90% of the doors that call you and be able to finish up and present your value and be able to have that reasonable, even a 70 to 80% conversion, so long as you can keep calls coming in.

00:05:13.922 --> 00:05:28.747
Make sure you can get to the door, make sure that you can present as that service provider they want to hire, make sure that you can present options that would actually serve the client and then make sure that you know how to do the exchange and take care of the fulfillment.

00:05:30.511 --> 00:05:32.362
Can we try to fit that all in one podcast?

00:05:32.362 --> 00:05:33.946
Uh, podcast episode?

00:05:33.946 --> 00:05:36.512
It'd be tight but I'm willing to crack at it.

00:05:36.512 --> 00:05:39.440
Okay, here's what inspired me.

00:05:39.440 --> 00:05:44.440
I think just this morning, when I dropped in on class, this topic came up, and it comes up time to time.

00:05:44.440 --> 00:05:45.444
We've talked about it before.

00:05:45.444 --> 00:05:46.148
Let's hit it again.

00:05:46.148 --> 00:06:00.113
If someone's phoning my electrical business service call but they're tire kicking on the phone, you mentioned a really important story that I liked this morning about a time where you were tire kicking on the phone trying to investigate the competition.

00:06:00.113 --> 00:06:01.865
Would you please share that to start us off?

00:06:02.226 --> 00:06:02.930
Yes, I would love to.

00:06:02.930 --> 00:06:07.783
So when we were first starting my business, I was 22 years old.

00:06:07.783 --> 00:06:11.112
I knew electric, but I didn't know anything really about running a business.

00:06:11.112 --> 00:06:17.807
So, like you always say, with the race to the bottom, I'm just going to try and do it a little bit cheaper than someone else.

00:06:17.807 --> 00:06:35.149
So what we did was I remember sitting in my house trying to look up on the computer all the people in our area and I was making calls and saying, hey, I'm getting a quote for a generator and I'm just trying to get a ballpark estimate of what you guys might be at.

00:06:35.149 --> 00:06:35.992
So I know how to proceed.

00:06:35.992 --> 00:06:41.964
And a lot of times people would just be like, yeah, we're about this, and they would just give me a range with no name.

00:06:41.964 --> 00:06:43.708
No, where are you located?

00:06:43.708 --> 00:06:44.670
No, what are you looking to do?

00:06:44.670 --> 00:06:46.112
Nothing, that's about this much.

00:06:46.112 --> 00:06:47.173
You're looking for an automatic Go.

00:06:47.480 --> 00:06:51.249
Just a brief timeout to say, obviously that's not the way to proceed.

00:06:51.249 --> 00:06:55.209
If you're running your company, running your phones, Please do not give them a price over the phone.

00:06:55.209 --> 00:06:57.199
Continue, my brother 100%.

00:06:57.920 --> 00:07:18.166
So what I found was that when I was asked certain questions, it caused me to pause, and the questions weren't actually ones that you'd think would cause you to stumble, and what it was was what's your name, what's your number, where are you located?

00:07:18.166 --> 00:07:33.850
And I remember, if I gave more than one bit of information, I felt like I was really under the microscope and that someone would actually continue to call me or knock on my door, and I didn't want to do that because I had my service van in the driveway.

00:07:35.540 --> 00:07:36.303
I didn't want that.

00:07:36.303 --> 00:07:37.105
I didn't want it.

00:07:37.728 --> 00:07:40.146
I can see that, just trying to investigate price here.

00:07:40.146 --> 00:07:40.687
Leave me alone.

00:07:40.687 --> 00:07:41.922
I don't want to tell you my stuff.

00:07:42.663 --> 00:07:53.843
So the thing was, is I actually have such a situation like that happen, where, eventually, I gave the guy my number and he just kept calling and calling and calling until I eventually was like hey, man, I went with someone else, I got a cheaper price, sorry.

00:07:53.843 --> 00:08:09.005
The thing that really threw me, though, was that when you actually do the research into why it's that, when you give your name, your number and your address, you are putting your hand up saying I'm a real person.

00:08:09.005 --> 00:08:11.031
This is the I'm not a robot button.

00:08:11.031 --> 00:08:18.759
I'm actually trying to get information, and once you give it, the momentum starts to swing to.

00:08:18.759 --> 00:08:20.403
Well, I've already given you all my information.

00:08:20.403 --> 00:08:21.165
Yeah, you want to come out?

00:08:21.165 --> 00:08:21.846
Fine, just come out.

00:08:22.889 --> 00:08:25.483
Compared to I haven't given you the information.

00:08:25.483 --> 00:08:26.728
I want a ballpark.

00:08:26.728 --> 00:08:28.814
If you don't give it to me, I've got the control.

00:08:28.814 --> 00:08:29.937
I can hang up the phone right now.

00:08:29.937 --> 00:08:43.296
So such a slight tweak not only helps you do better service, but actually starts actually qualifying your content or qualifying your customer, before they even realize it.

00:08:43.296 --> 00:08:56.914
A tire kicker will not give you this information or, if nothing else, even an autistic individual who doesn't pick up on social cues will realize that people are starting to judge you or ask and be like something's not smelling right in this call.

00:08:57.836 --> 00:09:00.446
All right, awesome man, huge value right there.

00:09:00.446 --> 00:09:11.405
So already in this single podcast we've been able to answer to the first potential stumbling block in your service electrical biz, where people call and they're tire kicking and want to price over the phone.

00:09:11.405 --> 00:09:13.086
What's going to happen next?

00:09:13.086 --> 00:09:19.321
There's no price low enough that you could say, oh boy.

00:09:19.321 --> 00:09:21.187
Where they would actually say to you, oh boy, you better get over here now and do this.

00:09:21.187 --> 00:09:21.690
I gotta catch this price.

00:09:21.690 --> 00:09:22.192
That will never happen.

00:09:22.192 --> 00:09:23.818
You know it, I know it, joe knows it.

00:09:24.500 --> 00:09:39.072
So we got to overcome that and those simple questions that are in your crm anyways, if you'll just get back to the script, if you'll just get back to how do or what information do I need to collect from this person, you'll begin to weed out those tire kickers already.

00:09:39.072 --> 00:09:43.744
Everyone on board here, aye, aye, okay.

00:09:43.744 --> 00:09:50.166
So the next challenge is, honestly, I mean, let's go through the process just at a high level and find that challenge.

00:09:50.166 --> 00:09:52.051
Are we going to have trouble getting to the door?

00:09:52.051 --> 00:09:53.903
Well, probably not.

00:09:53.903 --> 00:09:55.086
They're expecting us now, right, yeah.

00:09:55.086 --> 00:09:56.168
Are we going to have trouble getting to the door?

00:09:56.168 --> 00:09:56.570
Well, probably not.

00:09:56.570 --> 00:09:58.875
They're expecting us now, right, yeah, we're gonna have trouble getting an invite into the house.

00:09:58.875 --> 00:09:59.256
Well, probably not.

00:09:59.277 --> 00:10:04.270
They're expecting us to come in and look now, right, let's avoid even talking about going to the panel first.

00:10:04.270 --> 00:10:13.565
Let's just focus on the real stumbling blocks here that could absolutely destroy your conversions and or ability to have a fail-safe electrical biz.

00:10:13.565 --> 00:10:14.846
Okay, I, I'm all ears.

00:10:14.846 --> 00:10:18.453
If calls can come in and I can get into the house, then I'm up.

00:10:18.453 --> 00:10:24.725
Process one check, developing options.

00:10:24.725 --> 00:10:35.044
And what we're answering to here really is can I create a situation where this client chooses me 80% of the time, assuming I've qualified them?

00:10:35.044 --> 00:10:37.361
Do you see it that way?

00:10:37.361 --> 00:10:38.745
This is almost like bumpers.

00:10:38.745 --> 00:10:40.168
We've described it like that before.

00:10:40.168 --> 00:10:41.682
It's like bowling with bumpers up.

00:10:41.682 --> 00:10:43.272
We know what we're trying to do.

00:10:43.272 --> 00:10:44.398
We know what we're trying to accomplish.

00:10:44.398 --> 00:10:50.120
I don't know how many pins I'm going to knock down, but with the bumpers up, I'm not going to get through there and knock some down.

00:10:50.120 --> 00:10:50.741
Go ahead, brother.

00:10:50.961 --> 00:10:56.769
Yeah, no, I actually love that example and I think what we're doing is pretty much reverse engineering it at this point.

00:10:56.769 --> 00:11:07.287
Yeah, because we've realized and granted, when you said, like let's even forget about going to the panel at the front door, that like cause a cringe moment, because I feel like that's a huge value add right there.

00:11:07.287 --> 00:11:10.221
Yeah, but, for the sake of the exercise, understand where you're coming from.

00:11:10.221 --> 00:11:23.096
Now, when it comes to the option design, I feel like that's adding such a level of value and distinction because the average contractor doesn't even present in person.

00:11:23.096 --> 00:11:28.892
Then, in addition to that, they usually only offer one bottom option.

00:11:28.892 --> 00:11:33.830
Maybe the best of them are offering good, better best, but they're presenting from the bottom up.

00:11:33.830 --> 00:11:37.600
Them are offering good, better best, but they're presenting it from the bottom up.

00:11:39.899 --> 00:11:53.134
When we can learn how to design options that not only focus on the immediate thing they called me for, it connects to say what else is directly related to what you called me for, acknowledging what's already good in the home and then being able to directly tie the what else we found.

00:11:53.134 --> 00:12:05.722
Now we're creating a situation to where we're able to emotionally engage with the customer on a relevant finding that improves their quality of life, their convenience or their safety.

00:12:05.722 --> 00:12:14.490
At that point, very few people will say no, I don't value quality, no, I don't value reliability, no, I don't value safety.

00:12:14.490 --> 00:12:15.312
Value safety.

00:12:15.312 --> 00:12:25.568
If nothing else, you've earned the right to them to turn their ear to you, and if you have someone willing to listen and you've already been someone they like, trust and respect, this is your job to lose at this point, isn't it?

00:12:25.589 --> 00:12:28.696
100, 100.

00:12:28.696 --> 00:12:39.105
By creating those options obviously just to summarize that you're creating a greater potential for anyone who you've qualified to work with you.

00:12:39.105 --> 00:12:46.166
So the challenge just is at this point, can I create options, three to six even?

00:12:46.166 --> 00:12:48.028
Let's back it up again.

00:12:48.028 --> 00:12:54.090
I'm going to violate our own concerns here and saying like, yeah, we want you to do six, but even three to six like options.

00:12:54.090 --> 00:12:57.188
I'm going to commit to options and I'm going to commit to presenting in person.

00:12:57.188 --> 00:13:01.009
Are we in more feel safe operation at this point.

00:13:01.760 --> 00:13:03.847
The thing you just said there was huge.

00:13:03.847 --> 00:13:21.441
Okay, guys, I'm going to put up like, if there was a way I can hold up a neon sign and I'm flashing like I'm the, I'm like the wacky waveling arms guy, like, picture me like this, right now, present in person.

00:13:21.441 --> 00:13:24.246
It has to be that way, and if I could just touch on the why if that's okay, please jump in.

00:13:24.407 --> 00:13:34.892
So anytime you guys send an emailed quote over what you're saying to the customer subconsciously is either a this conversation isn't worth my time.

00:13:34.892 --> 00:13:36.695
You either take it or you don't.

00:13:36.695 --> 00:13:46.187
B it assumes that the customer has just as much knowledge electrically as you do and that they should know everything that's in this breakdown you just sent them over.

00:13:46.187 --> 00:13:51.424
And three, it shows how little you actually care about getting this job.

00:13:51.424 --> 00:14:06.028
An expression that came to my attention when I was learning this was if I'm not even willing to show up to get the money, would I be willing to show up when it's a warranty call and I need to give you the money?

00:14:07.010 --> 00:14:07.491
Deep thought.

00:14:08.900 --> 00:14:11.047
And the odds are what are you telling to the customer at this point?

00:14:11.047 --> 00:14:14.222
If I won't even do this, I'm just going to send you an email and wait.

00:14:14.222 --> 00:14:16.246
You won't be able to handle objections.

00:14:16.246 --> 00:14:18.292
You won't be able to pick up on their articulations.

00:14:18.292 --> 00:14:22.812
You won't be able to pick up on their body language, their tonality, the in-person effects.

00:14:22.812 --> 00:14:25.461
There's so much being missed by not being in person.

00:14:25.923 --> 00:14:29.456
To go back to the ESD loop and this fail safe industrial operation.

00:14:29.456 --> 00:14:38.302
That's the equivalent of going back to your office off location and running a remote shutdown switch with no understanding of what's actually happening on site.

00:14:38.302 --> 00:14:41.090
You have no information.

00:14:41.090 --> 00:14:43.623
How can we collect or make any decisions at that point?

00:14:43.623 --> 00:14:52.188
And, from as far as I can tell, in building this fail safe operation, every business has the same single standard that has to be met.

00:14:52.188 --> 00:15:09.311
The person running the business has to be a professional that believes in their business and they need to be able to go and articulate that to a customer or a prospect Right Like think about networking, think about marketing, think about your offer.

00:15:09.311 --> 00:15:11.884
If you don't believe in it, why would they?

00:15:11.884 --> 00:15:18.764
If you see someone who believes in their offer, truly believes I mean, you've spoken to someone.

00:15:18.764 --> 00:15:20.350
Think about today's age.

00:15:20.350 --> 00:15:27.374
We don't go political very often, but have you ever talked to someone with a strong belief in a principle that you disagreed with?

00:15:28.398 --> 00:15:33.471
how frustrating is that conversation it is, and it takes a lot to get under my skin.

00:15:33.471 --> 00:15:45.205
I mean, you've seen me in some very unusual conversations, but the goal is is that it doesn't matter what the other person says, as long as you're willing to not be tied to the outcome.

00:15:45.205 --> 00:15:56.254
What I mean by that is, when someone has an opposition, it's not you versus them, it's you and them versus the problem.

00:15:56.254 --> 00:16:15.635
And if you can always get on the right side of the line with the client, you'll find that a lot of these arguments can start to dissipate very quickly, simply by you saying I understand, I'm going to acknowledge what you're saying, I'm going to reframe what I'm saying so that it's lying parallel to what you're talking about, and then I'm going to make my case again.

00:16:17.265 --> 00:16:24.833
Nailed it and you just tied us right into the next piece, which I believe is that value, price objection, the articulation of that objection.

00:16:24.833 --> 00:16:36.539
Handle and understanding your value and being confident and being able to speak to it with the level of conviction that we just described, like when someone truly believes something right.

00:16:36.539 --> 00:16:40.856
I'm talking about like try and talk a Christian out of Christianity here.

00:16:40.856 --> 00:16:43.453
That's how much you need to believe in your cause.

00:16:43.453 --> 00:16:47.354
That's how much your why needs to be the forefront of your operation.

00:16:47.354 --> 00:16:56.697
If you don't believe in it that much and you start losing debates about whether you're valuable or not, isn't that a massive red flag?

00:16:56.697 --> 00:17:02.094
So we've assumed you can take a lead, know how to get to their house.

00:17:02.533 --> 00:17:20.728
We've now had the ability to create options and create a presentation where you can speak to what the needs are and that you can articulate the value as the owner and or representative of this company, to the, the ceiling, to the absolute ceiling of what you believe it is.

00:17:20.728 --> 00:17:42.278
If you could do all of that and we missed something so far, but it's important and this really is before or after, wherever you want to put it you got to be able to believe in that price If you ran the pricing exercise and then you went to the door and built your options out of anything less than your service rate.

00:17:42.278 --> 00:17:50.710
I'm sorry, my friend, but that reflects your confidence in your value and it reflects your fail safe electrical biz operation.

00:17:50.710 --> 00:17:52.791
Does that make sense, joe?

00:17:53.492 --> 00:17:58.679
It really does, and I feel like a lot of times we will face price objections.

00:17:58.679 --> 00:18:06.673
No matter what you do, if you're a premium service provider you're obviously going to come in.

00:18:06.673 --> 00:18:07.898
I mean one and a half times, two times, three times.

00:18:07.898 --> 00:18:10.146
I mean there have been times I've been as much as five times more than my competition.

00:18:10.146 --> 00:18:16.511
It's not fun being in that circumstance, but at the same time there was never a moment where I didn't believe I was worth it.

00:18:16.511 --> 00:18:27.019
And the moment that you're willing to lower the price even prior to getting the objection, that shows I didn't believe that I'm worth this.

00:18:27.019 --> 00:18:36.695
Or the fear of rejection is so great that, preemptively, I'm going to lower it, just on the chance that I can avoid this confrontation.

00:18:37.924 --> 00:18:38.586
A hundred percent.

00:18:40.652 --> 00:18:59.528
All that's left here, guys really crushing all of this value into a single episode is the after value, and if you don't realize yet, we're hinting back to a value piece that we gave away with this value, price, objection handle, and it's the before, during and after value.

00:18:59.528 --> 00:19:08.895
And we've just touched on that when, before, you spoke to a real person trained in getting to the root cause and helping you get solutions to your problem.

00:19:08.895 --> 00:19:21.751
And helping you get solutions to your problem, getting a real master electrician to the door to help you with that during value and provide everything that has gone into the value offer that we have and that we articulate.

00:19:21.751 --> 00:19:57.837
And now the after value, meaning after you choose one of our options, when you fall into the 80% as a new client to Service Loop Electrical, we're also going to take care of you after by communicating further at different touch points to also address other things we found in your home that you did not correct yet, to also offer you club memberships with advanced VIP level service, to also talk to you when we're in your neighborhood, to also service your neighbors and make sure that everyone around you has that same level of service.

00:19:59.185 --> 00:20:06.555
What that implies, then, is that we're not just looking at new leads all the time, we're also serving the old leads over and, over and over.

00:20:06.555 --> 00:20:16.576
And that, my friends, in 20 minutes flat, with three minutes of us bullshitting as some people can't tolerate, is how you create a fail-safe electrical biz.

00:20:16.576 --> 00:20:18.326
The question is are you doing it?

00:20:18.326 --> 00:20:25.906
Do you have those simple processes in order, cut through all the shit, all the fat, and just answer that?

00:20:25.906 --> 00:20:29.232
Is that a mic drop moment?

00:20:30.074 --> 00:20:40.008
I'm sitting here just for those who can't see me right now, I am just beaming, beaming with pride for my partner, because everything you just said was literally hot mic.

00:20:41.049 --> 00:20:41.550
Thank you, man.

00:20:41.550 --> 00:20:46.750
Hey, I'm a 30,000 foot view guy and today, this morning, it just kind of hit me in that way.

00:20:46.750 --> 00:20:51.589
And what we're talking about this week is perfectly relevant because it fits right in the middle.

00:20:51.589 --> 00:20:54.759
Why do I have anxiety over my pricing and my offer?

00:20:54.759 --> 00:20:58.147
Why am I having trouble overcoming that?

00:20:58.147 --> 00:21:00.152
Why don't I believe in my pricing?

00:21:00.152 --> 00:21:02.617
Why won't I deliver in person?

00:21:02.617 --> 00:21:05.489
Why do I email it over?

00:21:05.489 --> 00:21:06.451
These are all questions.

00:21:06.451 --> 00:21:08.797
Why do I keep giving a price over the phone?

00:21:08.797 --> 00:21:11.671
Why, when people ask for a price over the phone, can't I to them?

00:21:11.671 --> 00:21:15.077
Why, when I found my price, am I discounting it at all?

00:21:15.077 --> 00:21:20.885
And why, when we're done serving someone who's proven to be our customer, is that the last time that we talk to them?

00:21:20.885 --> 00:21:25.573
Those are all valuable and heavy questions, aren't they?

00:21:25.573 --> 00:21:32.142
And if you just solved those five, six whys, what would be your problem then?

00:21:32.142 --> 00:21:46.896
Keeping up with the work, yeah, keeping up with the work, getting more staff to do the work, keeping up with all the happy customers that you have, prioritizing club members and intent behind the sale.

00:21:46.896 --> 00:21:49.612
Henry's with us.

00:21:49.612 --> 00:21:51.696
Thank you, hen, for the vulnerability Henry says.

00:21:51.696 --> 00:21:53.430
Ask for the sales when I struggle with.

00:21:53.430 --> 00:21:55.895
Definitely, brother, there's work to do.

00:21:55.895 --> 00:21:57.209
You can do it, though.

00:21:57.209 --> 00:21:58.173
We believe in you.

00:21:58.173 --> 00:22:02.429
We've got tons of value for you, henry and anyone who's willing to get vulnerable.

00:22:02.429 --> 00:22:08.670
Hold that mirror up and just ask themselves those questions when are we stuck and why, and if you know what?

00:22:08.670 --> 00:22:14.890
If you didn't quite figure it out yet, then put this episode on repeat, listen to it again and I bet you that'll help.

00:22:15.384 --> 00:22:17.353
Joe has a base action today.

00:22:17.353 --> 00:22:19.732
I want you guys to consider that.

00:22:19.732 --> 00:22:21.550
Listen to this one again.

00:22:21.550 --> 00:22:31.589
I'm going to save it as one of our favorites that I'm going to be sharing going forward, because we just simplified service electrical and it's very, very valuable.

00:22:31.589 --> 00:22:36.009
I do feel that If you know what, we've actually got a few value pieces.

00:22:36.009 --> 00:22:47.253
So if you felt like you wanted help at any one of these steps, all you have to do is comment on this podcast at the service that you're listening to it, or on our Facebook group or on any of our posts today.

00:22:47.253 --> 00:22:49.520
At what point did you need help?

00:22:49.520 --> 00:22:53.434
Was it in your brighter day call process and getting through those price objections?

00:22:53.434 --> 00:22:57.952
Is it the value price objection handle and getting your pricing across?

00:22:57.952 --> 00:22:59.077
Is it the pricing tool?

00:22:59.077 --> 00:23:08.368
I'll give you anything you want that we talked about today, you just have to put your hand up and let us know Do you have an answer in mind, Joe I feel like I'm steamrolling this thing.

00:23:08.670 --> 00:23:09.029
No, no, no.

00:23:09.029 --> 00:23:15.398
First off, I love the fact that those are the three value pieces, because normally give away one and now we're given three times the value.

00:23:15.398 --> 00:23:16.160
I'm down with that.

00:23:16.160 --> 00:23:16.861
Give it away.

00:23:16.861 --> 00:23:20.836
Now I do have an all-star action, all right, okay.

00:23:20.836 --> 00:23:35.589
The all-star action is more of a beatdown of one particular point that I mean very seriously, okay, and that is I feel that people are hiding from being in person because we're so afraid of the rejection.

00:23:36.531 --> 00:23:40.486
There is actually a concept of Bushido that I want to apply to this.

00:23:40.486 --> 00:23:46.798
There's a concept that in Bushido, you believe that you're already dead.

00:23:46.798 --> 00:23:59.549
Therefore the enemy has no power over you, because someone who's afraid of death will rush in and will surely die, whereas someone walks in accepting they're already dead and they'll surely win.

00:23:59.549 --> 00:24:22.136
What I'm trying to say and how I'm making this a parallel is, if you go into the call and you assume that you have to do in person one way or the other and that they're already going to give you a price objection, but you're choosing to face it anyway, you will find that that confidence and that fearlessness prevents the objection in the first place.

00:24:23.665 --> 00:24:24.469
I like that a lot.

00:24:24.469 --> 00:24:32.470
It immediately makes me think I'm going to assume the price objection on every single job, instead of waiting for it to sneak up on me.

00:24:32.470 --> 00:24:34.315
And what does that mean about your training?

00:24:34.315 --> 00:24:35.667
What does that mean about your process?

00:24:35.667 --> 00:24:41.575
What does that mean about how you prepare for that situation, as you always say with your favorite Arnold Palmer quote?

00:24:42.726 --> 00:24:42.905
Yep.

00:24:43.047 --> 00:24:44.111
If he didn't bring it with you.

00:24:44.151 --> 00:24:45.013
You won't find it here.

00:24:45.744 --> 00:24:47.069
Man, absolute fire.

00:24:47.069 --> 00:24:49.238
Guys, if you love this episode, let us know.

00:24:49.238 --> 00:24:51.045
Leave us a review where you heard it first.

00:24:51.045 --> 00:25:07.156
We cannot wait to join you again for tomorrow's episode, thursday, as we continue this chat, fail-safing your electrical biz, hooking you up with the value pieces you need to make a good go at it and seeing you succeed at the highest level as you serve your clients at that level as well.

00:25:07.156 --> 00:25:10.413
This has been episode 200, joe.

00:25:10.413 --> 00:25:13.211
We didn't even celebrate that, that's a 200.

00:25:13.653 --> 00:25:14.355
I love that.

00:25:14.704 --> 00:25:23.210
Electric Printer Secrets the Electrician's Podcast, where we keep showing up to help you master your sales, simplify your pricing and deliver premium level electrical service.

00:25:23.210 --> 00:25:24.728
Well, let's keep rocking it.

00:25:24.728 --> 00:25:25.651
You guys got this.

00:25:25.651 --> 00:25:26.473
We believe in you.

00:25:26.473 --> 00:25:26.954
Let's go.

00:25:26.954 --> 00:25:28.470
Y'all have a wonderful day.

Replay - Winning the Electrical Service Game: Secrets Revealed

Listen On

Recent Episodes