We always encourage our Trenchless sewer repair contractors to focus on the close. After all this is the name of the game we are all in business to conduct business and in order to conduct business you must CLOSE business. There is no way around this, it’s simply a fact of life. So let’s practice and be the very best possible closers in the trenchless pipe relining business.
We’ve noticed one of the best closing techniques is what we call the “testimonial close”. Yup, this is pretty straight forward, in our opinion every C.I.P.P. contractor needs to do this close, everyday. By using a happy customer help you close future customers is a valuable tool. You should be organized and show letters of testimonials – be prepared to leave them behind or you could even have the customer call one of your prior customers right there on the spot. Of course you would need to set this up in advanced to make sure it goes off without a hitch.
Incorporate a certain degree of empathy as well. Let your potential customer know that “Mrs. Miller on the other side of town had a very similar problem with her sewer line. We were able to remedy her situation and in as little as a day her sewer was rehabilitated and working like new”… It is important to make the right connection with your potential new customer. When you do this and use the testimonial your close ration will improve over night.
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