5 Proven Sales Fundamentals for the Home Service Industry

Are you the greatest gardening guy in your area, but no idea how to be the salesperson in your business? Maybe you are a clean freak who just joy out of making your clients homes look sparkling, but just don't have the "gift of the gab" needed to sale yourself ? Are you in any home service business and need to learn how to sell?
Our James Family business, James Home Services, grow form a one man band car cleaning business that grow to a national Franchisee Network of 400 franchisees servicing $20 million of clients home service needs annually.

For many people there is a lot of misunderstanding of our the basis for elite sales skills.There is no sneaky tricks ,smoke and mirrors or black magic. It is a systematic professional approach to understanding the clients needs and wants to the services you provide and negotiating a solution that suits both parties.

These Proven Sales Fundamentals are specialised for the home service industry, but they can easily be adopted to other service industry.

 #1 Always quote in Person. Never Quote Over The Phone or Internet

I know this sounds too "Old School" for many people. Everybody wants to be connected on the "Net". If you are providing a service that allows you in enter a persons home then they will be more comfortable if they have meet you.

The woman is frequently the decision maker ,she will not let your in her home if she does not trust you. It tajes time to build trust. Invest the time. If you quote face to face you will be successful up to 90% of your home service quotes. If you quote "invisible", phone or internet your success rate will drop to 10%.

 

The home service industry is all about top quality reliable personal service, invest time before you do the quote and you will get the job.

 

Love at first sight? First Impressions Count/

#2 First Impressions are Vital

We do judge the book by the cover. You maybe a beautiful diamond in the rough, but if you look rough you will be pushing it up hill from the first time your potential client lays their eyes on you.

This is very straight forward. Do all of the following.

a) Wear a clean professional uniform.

b) Have your vehicle clean, tidy and professionally sign written.

c) Communicate professionally.Talk with courtesy manners and respect. No tech talk.

d) Written detailed quote on a professionally printed quote book.

e) Professionally printed business card.

 

Your first impression will be the major influence on your sales results.

 

#3 Ask Lots of Questions

Great service is about delivering the service that exceeds your clients expectations. The only way to exceed those expectations is to know what your clients expect. The only way to find out is to ask.

Professional sales is negotiating the solutions to your clients needs and wants. The more questions you ask the closer you can make your quote match your clients wants.

 

If you personalise the quote to suit your client, The clients will buy your service.

 

We all want a Gardener that is obsessed with detail

# 4 Always Give a Written Detailed Quote

 Write all the details you have learnt down. You can't write too much detail in your quote. The more detail the clear the picture is for your client.

Attention to detail in the quote process demonstrates a attitude that is through and values the detail that makes a great home service provider. Write in down.

 

We all want a through, home cleaner, gardener, window cleaner, pet groomer or car detailer who is obsessed with the details.

 

 

# 5 Ask For the Job

 This is the most straight forward rule of the sales process but is the most ignored. You do have to ask for the business. That is how it works.
If you ask for the business there are only 2 possible outcomes. They give you the job in or they don't. If your client doesn't give you the job ,ask what are their concerns? Deal with them and ask again. repeat the process until your negotiate a mutually workable solution.If your client accepts your quote,then put them in the diary or do it now if possible.
Many people don't ask for the job because of their own fear of being rejected. Many see the word "No" as a sword through their heart. Truly move on, the client is rejecting the quote not you personally. Just renegotiate a workable solution.
If you do this you will be successful in 90% of your quotes. That is 9 yes to every 1 no, you will be doing all right.

 

 

 The James Family business James Home Services helped over 2000 family business succeed in the home services industry for 20 years. We want to share the secrets that made our business work. Follow for more help in valuable tips.

  James and Co Business Strategists/