In many businesses, the owners and leaders are fantastic in their field. Many people go into business because they have a great working knowledge of their craft and they can provide a great service to their communities. While it’s important to understand your business and how to do your specific job, building a business can be accelerated greatly if you’re proficient in your field and as a salesperson.
Sales is the lifeblood of any business, and even if you have the best service in town, your business could still struggle if you don’t know how to grow your clientele. This situation is especially common in companies which deal in trades, and if you know how to sell your services then you can have a significant competitive advantage over other companies in your area.
As a business coach, I aim to combine my business acumen with my client’s expertise in their field to help them achieve their goals. One way I do this is through sales training, and it can be extremely beneficial for plumbers or other tradespeople.
In the sections to follow, I will discuss a few key elements of my sales training process, specifically discussing how it can help plumbers thrive. Hopefully this will give you a better idea of how sales training can help your business grow.
Prospecting
Sales is a continuous process. The best salespeople are the ones who can produce a steady stream of new clients, rather than landing new ones every now and then. The best way to keep your client list growing is to continually search for new potential clients and pitch your services to them. There is no magic bullet for prospecting, it’s only done through constant work and commitment, but regular prospecting can separate a thriving business from one which struggles. I can help you learn how to prospect, who to prospect to and best practices for your pitch.
Following Up
After you have made first contact with a potential client, it’s important to stay on the top of their mind until they make a decision. There is a fine line between checking in with your prospects to see if you can help them and being too pushy or annoying, and rather than learning through experience, I can use my knowledge to help you learn the best ways and how often to follow up with your potential clients.
Closing
You will never earn new clients if you don’t ask them to be your clients, so closing is an important part of the sales process. When done correctly, closing can be natural and unforced, it just takes practice. I am happy to help my clients with their closing skills so they can confidently ask a potential client for their business. Whether you’re offering plumbing services to one family or an entire organization, closing with confidence can help you earn more business.
If you want to grow your plumbing business, sales training is a great place to start. To learn more about my business coaching services and sales training, give me a call today and I will be happy to help.