How Upfront Value Drives More Sales

Hey, everybody. Kenny Chapman, the blue collar coach, coming to you live with this week's video version of Freedom Friday focus. And this week I'm still talking about value. Yesterday we did our national teleseminar talking about the importance of building value earlier in the service call. And today I'm going to be quick with thinking about, you know, what drives value, what brings people to say, Las Vegas. Maybe it's value. Maybe it's Sin City. Maybe what in Vegas stays in Vegas, whatever. But there's a perceived value to everybody that decides to invest in a plane tick. And I'm here with 12 of my friends, 12 of us from little Grand Junction, Colorado that came down to celebrate this buddy's birthday because he chose Vegas. Why? Because it represents some level of value. What about in service sales? When we're working with our customers, when we're talking about investing in our goods and services, we need to remember some things. And I want you to read this week's Freedom Friday because I get you three categories of how you can improve this. But today in the video, I just want you to realize that the more I ride with technicians, the more I realize we don't connect until after a presentation is made. We go in, it's a demand call. We go right to the issue, we go right to the problem. If it's a maintenance call, we just start performing the maintenance and we don't keep the client involved. Ladies and gentlemen, they need to know more about your technician, they need to know more about the company, and they need to know more about the product before they can make an investment with you. You've got to build more value. Early in the call, I'll sit on ride alongs and watch technicians make presentations. And as soon as a customer says yes, I'll invest in that. Then they relax and all of a sudden it's like, oh, you know, I noticed there were some drums in the basement. Is somebody a drummer in the home? Oh, I saw that you had an easel over there with a picture on it. Is somebody an artist? After we've made the presentation, draw that out earlier in the call. That's what I'm beggin this week is to focus on connection. Connect with the customer first and foremost. Connect with the solution that they might have. Connect with the questions that you need to ask in order to derive what they might want, need or desire in their home. But the better that your technicians provide value up front, which means connection up front, the more sales that you're going to make. I'm Kenny Chapman, the blue collar coach until we talk again. Have a better than fantastic week and I'll see you next.