The Sales es Meeti ting ng Like A BO BOSS! S! James & - PDF document

19/02/2016 Welcome to the webinar! (Don’t worry if you can’t hear us yet – we’ll be muted till 9.20am) Grab yourself a piece of paper, a pen and a coffee or tea and we’ll be getting started bang on 9.30am Tony How To Own The Sales es Meeti ting ng Like A BO BOSS! S! James & Tania Calvin Damian Brendan & Paula Russ & Elaine Emma & Duncan 1

19/02/2016 26 th BOOTCAMP MARCH 25 th Friday 26 th Feb. Auckland Novotel Exclusive Workshop: For Plumbing Business Owners Who Want To Systemise Their Business, Work Less Hours And Grow Their Profits CASE STUDY TIPS 2

19/02/2016 Getting the Sales s Process s Sorted d is Critical to Moving up the Million Dollar Plumbe mber L adder… Insert Triangle model 3

19/02/2016 The Problem blem 4

19/02/2016 The Opp ppor ortu tunity nity 5

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19/02/2016 Margins up by 33% Operations Manager Onsite Systems 2 Weeks Off With New Child From 70 Hours To 40 Hours Margins Up 28% - 38% Extra $151k Gross Profit Operations Manager New Van New House 7

19/02/2016 Plumbers Sales Process Map Maintenance Jobs Completed Site Visit / Quote / Pre-Visit, Follow up After Sales Information Tender Value Process Service Marketing Enquiries Gathering Prepared Building 1. Follow up 1. Client Survey 1. Rapport 1. Turn quotes Scripts 1. Website 1. Enquiry Script 1. Client 2. Testimonials Building into sales 2. Opportunity 2. Signage 2. Qualify Client Questionnaire 3. Client Gifts 2. Site Visit/ Info letters to re-price 4. Critical Non- 3. BNI 3. Type of Work? 2. Plumber on 3. Win Job/ Lose 3. Quote Essentials 4. Direct Mail 4. Start/ deck call Request Form Job Completion Date? 3. Wow Pack / 5. Strategic Alliances 4. Plumbing Plan 4. Find Out 5. Leads added to Company Profile 6. Social Media Reasons Why? 7. Flyers Database 4. Confirm Appointment 8

19/02/2016 25 Monthly KPI Report Sheet for ___________________________ (company name) for month ended __________________________. Keeping score is critical for managing your business, improving your financial performance and creating a great lifestyle. Please complete this worksheet and return to our office by the 15 th day of the month following. We can then discuss your results during your coaching sessions and make adjustments as necessary. Feel free to add additional KPI’s if you wish to. KPI Budget Actual Sales Conversion Rates… Gross Profit (Dollars) Gross Profit (Margin %) Net Profit (Dollars) Number of Jobs Number of Leads Leads by Source (please list) Conversion Rate (Enquires to Jobs) Average Sale Accounts Receivable (% plus 30 days) Accounts Payable (% plus 30 Time Spent Quoting… Days) Labour Utilisation Rate Please include any notes required to explain your KPI’s: 9

19/02/2016 Guarantees… 10

19/02/2016 Website… Vehicles… Signage… 11

19/02/2016 onstant nd ever Ending mprovement 12

19/02/2016 The Fight Is Won In The Gym… 13

19/02/2016 Rapport Agenda (take control) Decision (why now & why me?) Hi _______this is______from XYZ Plumbing. How Is there somewhere we can sit and talk? Is it  are you? (Big Smile) OK if I outline how we’ll go through things Why is now a good time to look at this?  Best place to park my ute? today?  What made you call us?  Business Card 1. Result — what are you wanting to  Build rapport with small talk – weather, achieve — the outcome? sports, news, photos etc. 2. Reality — What is the situation now 3. Road Blocks – anything stopping Check Decision Makers you getting started? 4. How can we help? 5. The next steps from here… Result Reality Road Blocks 1. How will your home/property/project So what are the things that are slowing you down look when it’s finished? 1. What are you not happy with now? from getting you what you want? 2. What will that give you? 2. How is this affecting 1. Finance 3. How will it help your you/family/property /bank accounts 2. Plans family/lifestyle/property? etc.? 3. Consents 4. 5 key questions 3. Walk through the house/site & 4. Options - What is your #1 priority? inspect/measure up 5. What is the budget - Why did you choose that one? Later or Sooner? Making Sense? Comfortable so far? - Is it that important to you? - What would be the consequences of Shoot Silver Bullets (give suggestions & options) not sorting this? - Would that worry you? Temperature Check Value Question Loop Comfortable? Make sense? Magic Pills Okay, so let me make sure I have this right._ Where To? The next steps are... [RESULT, REALITY, ROADBLOCKS]... Did I miss Problems. It sounds like the big 1. Book in job if appropriate anything? problems to solve are... (3 question 2. Draw up Plans/Consents Sit back down, go through your solution 3. Put a price together and get that back to you by loop) (company details) _________ Solutions. You need______________ - Problems with Plumbers Ok, great to meet you — If you have any questions (got through the solutions) - Testimonials please give me a call us. I look forward to talking 1. Reconfirm budget - Before and After pictures soon & getting your project sorted for you (assume 2. Reconfirm timelines - Company Values the sale) 3. Give estimate/quote onsite if possible - Guarantees Promise. We help______________ with ________to ________. Add your clearest benefit for them (3 Question loop) 2. Agenda (Take Control) … 14

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19/02/2016 Like? Nodding Yes? How Does That…? (Affect, Concern) 5 Key Questions… What's Your #1 Priority Why That One? Is It Important To You? What Would Be The Consequences? Would That Worry You? 16

19/02/2016 Quote Request Form Customer ……………………………………… Plumber ………………………………. Address ……………………………………… Job # ………………………………….. Phone number ….……………………......... . Date ………………………………….. (The highlighted grey section must be completed for every job…) Hot water cylinders Description of plumbing work to be done What type is the existing HWC? LP MP What will the new cylinder be? LP MP Model …………… Liters …………… Dimensions …………… What new valves will it require?  MP combo set Yes No RMCCOM75H  Pressure relief valve Yes No 3.7 7.6 NEFAR………  Pressure reducing valve Yes No 3.7 7.6 NEFAF………  3 in 1 valve Yes No NEFA3IN1  Low pressure Tempering valve Yes No RMCTVA1003HF  Cold water expansion valve Yes No RMCH50.700  Ball valve 15mm Yes No BVTHMF15  Ball valve 20mm Yes No BVTHMF20 Will the drain need upgrading Yes No Will it require seismic restraints Yes No Will it require new pipe work Yes No Do they want us to take away the old cylinder and valves? Yes No Do we require an electrician to reconnect the wiring? Yes No Did you leave them one of our heat pump HWC brochures Yes No 17

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19/02/2016 Visual 40% Auditory 20% Kinaestetic 40% 19

19/02/2016 Visual Sales Presentation Contents… About Us… Common Problems With Tradies … Testimonials/ Case Studies… Guarantees… Supplies…Fixtures & Fittings… Next Steps… 20

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19/02/2016 Turnover Doubled Bigger Jobs Less Tyre Kickers Margins Up 23

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