If you want to boost your plumbing business, then it’s time to set your plumbing sales representatives free. Yes, that’s right – set them free.
In the economic times that we stand in, business becomes more and more uncertain. Why? Well, it’s rather simple. Buying behavior changes with the customer and the customer becomes more demanding as they are more educated about services available to them with tools like the Internet in the palm of their hands. As a result, it has become more difficult to drive sales and close the deals. This requires a special touch and technique, which is why plumbing business owners hire sales people.
So, within the plumbing sector, what exactly is the definition of successful salespeople? Usually, high performing sales representatives have very strong personalities and they are social and rather aggressive at times. They’re very optimistic and are visionaries, not to mention how good they are at persuading people. However, they can also be demanding, impulsive and unrealistic at times. They also have the tendency to lack attention to detail and others in your plumbing business may see them as rather disorganized.
So as a business owner, how do you manage these plumbing sales representatives?
Avoid making too many rules
If you want your sales representatives to get your plumbing brand out there and sell services, you want to give them freedom, because freedom is what they want. They like autonomy and they hate compliance, so bear this in mind when giving them a list of rules on their induction day. The fewer obstacles they have, the more results they will generally produce. But we also know that as a business owner you do need to have some rules which can include the following:
• Always be groomed well
People feel that poor grooming is often the one element that makes them uncomfortable when they are having a conversation with a salesperson, so make this a number one rule always. Expert plumbers should always look tidy and keep their vehicles as clean as possible. Plumbing is a messy job and as a result, it is imperative that you ensure your salespeople are kept clean from client to client.
This is sales 101 and it is imperative for your sales representatives to always smile. Clients will generally warm up to them easier and they will have a willingness to pay decent prices if the salesperson is on their level. Smiling releases endorphins which make people feel better naturally and boosts their self-esteem. So smile, and smile for every customer.
• Stand up straight
Ensure that your sales team are not slouching or looking sleepy on the job. It is a bad image all-around for your company. They need to be energetic, be able to answer questions on their feet and substantiate the fact that your plumbing business is great to work with, and why. They need to seem trustworthy to the customer and having a good posture alludes to this.
• Present the options
Generally, in plumbing, you will find that there is more than one solution to a problem or a plan, if it is a brand new renovation, for example. It is imperative to get the salespeople to make the customer understand all the best options before they choose. It makes your company seem like they do their research on work and are credible, instead of just trying to push a sale.
• Repeat for clarity
When you repeat the various options to a customer, they gain a better understanding of what is available to them. Remember that they are not the expert in plumbing, your team is, so try to get the salespeople to make them feel as comfortable as possible.
Become a coach to your team
Ask your team what works and what doesn’t in the sales department of your plumbing company. They need to learn from you and each other as to how they can improve for future sales. Discuss possible changes and options, as well as product development sessions to ensure that you are selling products and services that clients actually want.
Allow the team to do what they do best
Keep the sales representatives motivated and lead them successfully, but focus on what drives them. If you keep them motivated, they will yield results for your business. Offer incentives and ensure that they keep wanting to grow and innovate.
Give credit where credit is due
Sales representatives love feeling loved, and there’s no better feeling to them than when they sign on a massive plumbing contract for you. So let them have their moment of glory and take them out to lunch to say thanks, give them a good bonus and let them carry on doing what they know to do best – which is sold. After all, this is the crux of your plumbing business.