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Monthly Business NewsletterView as Web Page |
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Our advice to clients as they set up their sales process and their Flat Rate Books always includes providing choices for the customer. At its simplest, this concept offers Good, Better, Best solutions to common problems. This is easy to set up, and easy to understand for the customer and the technician. This type of sales presentation frames the choices available to the customer, and can significantly increase close rates. In the recent March edition of PM Magazine, Jack Tester has an article that explains and builds upon this concept. The article highlights the customers dilemma when it comes to purchasing an item, in this case a water heater, they may only buy once a decade. Mr. Tester's answer is to offer multiple solutions to the homeowner's problem ranging from a low cost replacement item to the top of the line item with complete repiping and 20 year warranty. This advice mirrors the advice we give to our clients. Present a range of solutions at different price points so the customer can get a bit of orientation on the range of costs and technologies available. Offering a range of water heater solutions that runs from a standard warranty 40 gallon to a tankless with extended warranty can give your customers the context they need to make the correct purchase decision.
Some companies try to accomplish this same effect by listing up to six columns of pricing in their Flat Rate books. We have found that his just overloads the customer with numbers. It does not help explain the true range of options available in an easy to digest way. We have found that the best results are often achieved by using just one or two price columns combined with a range of quality and warranty options. This format is less confusing for the customer, and can improve close rates significantly.
Click Here to Crunch your Numbers Today! Quick Tech Tip
You're ready to print your new "Water Heater Solutions" section of your Price Book. You can repeat this process for any other product or service you sell until you have a complete custom sales solution for your technicians to use in the field.
You can meet NSPG's Mike Conroy at the QSC Power Meeting on April 7 - 9, 2011 at the Opryland Hotel in Nashville, TN. You may still be able to register to attend, so contact visit the QSC website to find out. While Mike is at the Power Meeting, he will be offering a free printed Flat Rate Price Book to anyone who orders our Flat Rate Software (National Standard Price Guide) during and shortly after the Power Meeting. QSC Power Meeting Special Offer Get your first Custom Printed Price Book for Free direct from NSPG with your purchase of NSPG Flat Rate Software. We make it easy to Rise Above the Competition. Here's how easy Flat Rate can be:
That's all there is to it. You spend no time printing and binding your books. You spend no time hassling with your local print shop trying to get the quality you need. At NSPG, We Make It Easy to get your own custom printed Flat Rate Price Book. Just place your software order at the show or via our web store at nspgweb.com before April 19,2011. You will automatically receive credit for your free custom Flat Rate Price Book when you mention the QSC Power Meeting when you order. This is a limited time web store only offer, so don't delay. Click here, and save some money now.
Wall Street business reporter Betsy Stark kicked things off by reminding all in attendance that small business owners have the power to prevail, come what may. She said, "It is in your DNA as entrepreneurs - and Americans - to find a way". Dr. Dileep Rao, advisor, author, and speaker on business development, offered advice that improved business growth lies in identifying what people need, finding a way to deliver it conveniently, and doing it with your cash flow in control. Boaz Rauchwerger, a personal and business coach, believes the root of success is a positive attitude and a focus on the basics. He repeatedly asked the question, "How's business?" to which he encouraged all to positively reply, "Unbelievable!" whether they believed it at that moment or not. His small business training centers around a series of questions and answers that he says will positively build business by getting to the heart of the matter inside and outside the shop. Nexstar Network is a business-development and best practices organization delivering comprehensive business training, systems and support to independent home service plumbing, heating and air conditioning professionals. For more information, call Lisa Schardt or Bryan Martin at 888.240.STAR or email at info@nexstarnetwork.com.
The Economy We are seeing service industry materials price increases over the next few months from 5% to 14%. How much have you raised your rates this year?
Toilet Protest Copper Thief Applies for a Job Free On Line Storage and Music Player
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Free Numbers Cruncher Review
It's
easy to create a range of solutions in your Flat Rate
Price Books with NSPG software. Let's say you want
to set up a special group to improve your sales process
for water heater replacements. The idea is to set
up your books to automatically print the range of
options together on a single page. Here's how to
do it.
Special Offer:
Another
successful
ADP
reports that about 201,000 private sector jobs were
added in March. This is considered moderately good
news. This number of new jobs is higher than most
months during the previous ten years of anemic economic
growth. The response from the Federal Reserve is
to continue the fight against potential inflation rather
than trying to stimulate job growth.
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Numbers Cruncher - Breakeven Calculator, Performance Monitor |
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Call 800-841-8542 now so we can answer your questions
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NSPG, Inc. PO Box 1168, Manahawkin, NJ 08050
800-841-8542
201-767-5520