Kenny Chapman explains why people ask what's in it for them and how leaders can use it. Technicians decide which options to push based on three things: will the client buy it, how hard is it, and how much do I earn. Have honest conversations about what motivates your team.
1) Will the client buy this (client interest)? 2) How long / how painful will it be to complete? 3) How much money will I personally earn (incentive)?
Hey, my friend Kenny Chapman here, the blue collar coach coming to you with a quick message about what's in it for me. Many people are calling this the what's in it for me or the wiifm revolution. Now we've had many revolutions over the course of time. They've some serve their purpose, some have not served their purpose. But here's the thing, this is not a what's in it for me revolution. This is human behavior, this is human nature, this is the way people do certain things and what motivates them. Here's what I want you to take away today. Be with me. Just real quick, number one, team members need to really understand what's in it for them and what's in it for the client. Then what's in it for the company? Many of us talk, win, win, win. I want the company to win, I want the client to win, I want my team member to win all those types of things. But when it comes to the team member we need to focus there. One of my business partners sat down with all of our plumbers recently, was going through. What motivates you? It's not just compensation. That's where everybody just goes right away, oh, it's compensation, it's compensation. Compensation has to levels be met. Then from there other things come into play. But what is it? Does your team member want to make an extra little bit of dough? Do they want to make sure they take care of their client? Do they want to fit into your culture? What does that look like? Because here's the three questions I want you to think about today. Think about this with your team. There's three things that they answer when every time they get ready to put to provide an option sheet they go through, they do a great discovery process, they're following our 12 step process to the ultimate client experience. They go back out to the truck, they're getting ready to craft their options and there's three things that happen. Number one, they answer a question whether it's subconscious, unconscious or conscious. Here's something that they say, is the client even going to buy this? Do they have any interest in investing in that? One question, they're going to make an answer. Second question, how long is this going to take me? And what kind of a pain in the, you know, what is this going to be to complete this work? Second question, usually subconscious. Third, how much money will I personally earn? If you're on an incentive based pay program, your technicians go how much is this going to mean to me and my family and is it the right thing for the client. Those are three questions that are being answered, my friend, and based on the answers dictates the type of presentation they're going to make. It totally dictates the option sheet that they're going to provide and the level of enthusiasm and benefits that they bring to offering those things to your clients. Think about it. Have an open, safe environment conversation. Get to the point where you get that they're answering these questions. Let's help them find the answer of what's in it for them and their client. Then the company wins. I'm Kenny Chapman, the blue collar coach. Until we talk again. Have a better than fantastic day and I'll see you soon.
