This archive report was first published on 14 May 2020.
On a typical day, we often focus on matters related to the COVID-19 pandemic. However, let's take a break and talk about my plumber, who is a living testament to how professionals can deepen sales.
According to John Kageche, a professional can initiate a sale, but it's the technical staff who can deepen it. When a seller convinces a project owner to install solar panels estate-wide, they have initiated the sale. However, when the technical staff, such as electricians, start the installation, they are delivering the promised heaven.
As the installation progresses, the tension between the seller and buyer decreases, and trust is established. The seller and buyer interact more intimately and for longer periods, creating an opportunity for the technical staff to see other potential sales opportunities. For instance, while installing panels, electricians may notice that the wiring may create an unhealthy load when Phase Two starts, prompting them to offer a solution to the client.
Similarly, professionals like auditors can identify opportunities to inform clients about services that can alleviate recurring cash flow problems. This approach is similar to that of my plumber, who provided a solution to a problem without any pressure or sales pitch.
My plumber's story began four years ago when he was hired to unblock the drainage at the laundry area. He identified the problem as the outlet, not the inlet, and cleared the sludge, solving the issue. He established trust with me by pointing out the problem and offering a solution, including the cost and time required.
Over time, my plumber has repaired various issues, including a perennial airlock, leaking kitchen sink, and broken hanger. He uses a simple formula to make sales: problem, solution, cost, and ready-when-you-are. While working on a job, he casually asks for my advice on the issue, which keeps the potential sale alive.
