Jan. 31, 2024
Ep 252 - 1M Launch Series 2024 - Objection Skills To Pay The Bills
Ever felt like you're on the verge of a big breakthrough, only to have sales objections slam the door in your face? Join us as we unpack the secrets to turning a 'no' into a resounding 'yes.' We're peeling back the curtain on our million-dollar launch strategy to show you how nailing the art of the close and mastering objection skills can skyrocket your success. In our latest session, we roll up our sleeves and get down to business, discussing the finesse needed to navigate initial client in...
Ever felt like you're on the verge of a big breakthrough, only to have sales objections slam the door in your face? Join us as we unpack the secrets to turning a 'no' into a resounding 'yes.' We're peeling back the curtain on our million-dollar launch strategy to show you how nailing the art of the close and mastering objection skills can skyrocket your success.
In our latest session, we roll up our sleeves and get down to business, discussing the finesse needed to navigate initial client interactions without jumping to price-based conclusions. We take you through the dance of the two-call close—why it's a game-changer, and how offering a variety of service options can lead to higher conversion rates. We don't just tell; we show, with real-life examples that spotlight the cost of underestimating a lead's potential. Plus, we'll tackle some tricky client scenarios, giving you a front-row seat to the strategic choreography of presenting complex service options amidst the hustle of a client's demanding schedule.
Wrapping up, we dive into the heart of client communication, revealing how to decode a soft 'no' and flip it into a golden opportunity. Learn from our own experiences as we role-play through the critical choice between silver and gold home electrical service packages, demonstrating how to strike that perfect balance between value and affordability. Whether you're a seasoned entrepreneur or just starting out, this episode is packed with actionable insights to beef up your business acumen and help you navigate the sales ring like a champion.
Join us LIVE 5 days a week on the Facebook Community page:
https://www.facebook.com/groups/electricpreneursecrets
And see us and our stories and wins at:
https://www.servicebyelectricians.com
00:02 - Closing Sales With Objection Skills
09:18 - Discussing Options for a Service
15:47 - Silver or Gold Home Electrical Options
27:32 - Understanding and Overcoming Objections in Sales
WEBVTT
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Hello, hello, hello and welcome back to yet another episode of Electricpreneur Secrets, episode 252, where we're going to cover some objection skills to pay the bills.
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We're going to keep this short suite simple as possible, but it's going to help you massively in this million dollar launch series as it's going to help us break through the million dollar mark sustainably in our first year.
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This is how we would do it.
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I am your host, clay Neumeier, with me, as always, my esteemed co-host, joseph Lukens, danny, and we are the Electricpreneurs Just a couple of master electricians with business addictions here and ready to serve.
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Welcome to your free daily premium coach call.
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I said free twice there for some reason, but welcome to the admission.
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Twice is actually nice.
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Yeah, twice is the cost for this.
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Sit back in the hot seat, take everything we give.
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Just promise to take action, you guys, because we're here to help you master your sales, simplify your pricing and deliver premium level electrical service.
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If you want to see this live, join us on the Facebook Electricpreneurs Secrets Group where you can join in comment.
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We're going to comment back.
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Reply.
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Get all the value pieces that we offer here today.
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In fact, we've got some great stuff to offer, joseph.
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How the hell are you, my friend?
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I'm feeling a lot better.
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It's one of those things where I've been pretty rough the past few days, mentally and emotionally, but it's starting to really start to click together.
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My faith has been a phenomenal thing to guide me back in.
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My wife has been wonderful.
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We've been wonderful.
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I'm very grateful to be where I am and I'm grateful that I can continue blessing others through the knowledge we have.
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Appreciate it, man Are we in the same way.
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Yeah, I feel in the same way.
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It's a big movement.
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We're finishing up and closing out January already.
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I can't believe we're going into month two of 2024.
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I feel like I'm still writing and typing 2023 on half of the shit I do.
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We're going to get that fixed, but not before jumping into some objections here today.
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Excuse me, I just about choked on this mic.
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The last two episodes we've been talking about converting at a premium level presentation success, especially with the partners dealing with some anxiety.
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I'm still choking, partly, forgive me.
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Today we're following this up, but what we just talked through really was what we call a two-call close, which is something that we utilize on opportunity calls.
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I know for one, we're already going to see some objections out there.
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People listening thinking why the hell would you go back again?
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There's some really good feedback that I want to encourage from you.
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Then even go into a pre-objection to that process.
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If we could with a client or maybe they don't want you to do a second visit and presentation live.
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That sounds fair.
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First question why the hell would we go back?
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By the way, not charging for this, we do this free.
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Yeah, this is actually a massive benefit to the customer, but it's also significantly more effective and efficient for us.
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If you follow the logistics of things, think about how much it costs to acquire the lead.
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You literally had to say the lead had to come in, you had to pay for it, your CSR had to answer for it, you had to dispatch ever and go out there.
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Right now your costs are already sank in this particular investment.
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The only way you actually get a return on your investment is if they buy.
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Would it make sense that the best way to recoup the previous investments is to capitalize as much as possible on the call you're already on?
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I agree with you.
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I know there's a pool of people out there that are thinking well, I'll just qualify them over the phone.
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We've spoken to this in the podcast before.
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I'll qualify them using price over the phone, Then I'll get to know if they're a serious buyer or not.
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That's the thing is that people think you can call over the phone, and I'm guilty of it as well.
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I used to do that.
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The concern is that the only real metrics of qualification is price.
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There are times that I've gone into homes where people I'm like there's no way they got $500 and they're putting $35,000 down.
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One of my favorite calls where I was called out for two GFIs and if I had price conditioned it it would have been like well, listen, how much it cost to change two of GFIs?
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I don't know how much it costs $500, but we ended up doing once again another high $30,000 job where it ended up being a rewire and most of the Tesla installations.
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You don't know.
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You don't know what opportunities are there.
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The only thing you're qualifying is your preconceived notions of who can buy your services, not who can, who you think can buy your services.
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That's an extremely limiting thought.
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That's a problem for sure.
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I've been known people have seen us say this online go ahead and pre-qualify with prices.
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Our electric printers are going to follow that up and close 80% of those with one of the six options that they're offering, from the finest money could buy to that most economical that they could provide.
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If you're providing that choice for everyone, what are the chances that 80% are going to convert, even in those situations where someone else disqualified In fact, the $35,000 example you mentioned likely was disqualified by someone else.
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It very likely was.
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In fact, they actually told me that they had someone else that wanted to come out and do jobs for them.
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It was one of the only female electricians I knew in my area but from what I understand, she was supposed to go and quote on this, but it was too small of a job and said give me a call when you've got other things going on and I'll take care of it all at once Wasn't over.
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Instead they called someone else and I came in and we were changing panels and we were putting in new lighting and we were adding a new circuit.
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It was a great job with long lifetime, continuous work with them.
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I'd say we easily got the six figures with them over time.
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The fact was is that those two GFIs that would have been disqualified actually qualified me in.
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Now there's one last thing, and I know we're speed running this thing.
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The other day we talked about an endurance race.
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Right Now, when you're getting ready to run long distance, you know that you've got to keep a pace and you've got to keep going.
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But when you're on that final lap and you're towards the finish line gas is out of the tank you're going Like I'm just like everything I've got, I'm sprinting out to this finish line.
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When would it be best to get into a sprint?
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When you're able to take a step back and rest, or after running two, three miles already?
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It's when you get that breast right.
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Yeah, you're going to be more effective.
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So two factors are being considered.
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One you're probably doing a diagnostic or an opportunity call, meaning you've been there for about an hour to an hour and a half.
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You've bonded, you've connected, you've evaluated.
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Now you're going to have to design the solutions, which for some people can take as much as 30 minutes.
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So now you're two hours in.
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Then you're going to go to a presentation the presentation.
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In some situations, if you really want to stretch, it could be an hour and a half.
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So now you're in this customer's home for four hours.
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What are the odds that they've got the attention span for four hours?
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Not likely.
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Not likely.
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So you taking a step back actually benefits them because they're able to prevent information overload Like huh man.
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Josie is like a really nice guy.
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I wonder what he was saying.
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He made some weird noises when he was looking at the panel.
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Whatever, we'll talk to him when he gets back to it and then, coming back, the lights flicker.
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I can't wait to figure out what he said when he's coming back.
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And now I show back and I'm going through all the pre-politication questions.
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Has anything changed?
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What new is exciting Talking to your spouse.
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Has anything changed here?
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Are our needs the same?
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So now I have two fresh people.
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I'm fresh.
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My presentation has been mentally rehearsed.
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I was an anal person.
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I rehearsed every presentation before I did them.
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And then now I'm in presentation with someone with fresh ears.
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I am far more likely to get that call, because the right presentation to the right people at the right time equals a sale.
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Nice.
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So even if I had all the information right and I was doing a one-legged call, it would make sense that they'd say email it over.
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But in this situation we can handle the email it over.
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Yeah, I like to look at this like I'm trying to get to the value price objection.
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Yes To me, when I get that on a call, I'm like, hey, we're in the right place because I am at a premium.
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It means they're really considering us and everything that we have to offer here, and it likely means that what they want is above the budget that they had set expectations around and that's the perfect place to be.
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In fact, I would encourage everyone to get comfortable in that place, because, as a premium service provider, we should just assume we're going to meet that place many times every week.
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If you got great at that, what would stop you then?
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And that's what we're talking about today.
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So let me back up a moment and ask you this then For the clients that simply just want a piece of paper with a number on it so they can make their own decision without you, that was the expectation they have and they really don't want to oblige a second visit in person anyway.
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What do you say to them, joe?
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That's sort of pre-objection to your process in the first place.
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So it depends on their reasoning.
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If they were to say well, I am someone who's completely out of state and I am a doctor who works multiple 12-hour shifts and I'm always on call and there are considerations we can make, such as I'm going to have an in-person with one and I'm going to have a phone with another, or I'm going to have a Zoom presentation with both people, those are options to consider.
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But at the same time, if someone's truly so busy, do they want the thing or do they not want the thing?
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You called me for a service that you're going to provide.
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Is it wrong of me to want to make sure that I can be sure you're here so that, if you have any questions, I can walk you through exactly what I'm seeing, how I'm seeing it, and describe it in ways that you'll understand?
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Otherwise, I give you a piece of paper with all my engineering notes.
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You, as a doctor, now need to translate and become an electrician, or get outside help, or follow up with me again for clarification.
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For the sake of all of our times, would it be wrong of me to want to make sure we're doing it all together?
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No, not wrong of you, Joe, I just we do have a busy schedule and we really didn't expect to have to have another visit with you.
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I completely understand.
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So if you don't want me asking, no matter what I was going to offer you today, is it safe to say, like we were just looking into this, there was no checks out, we weren't looking to do this today, right?
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That's right.
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All right, perfect.
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Well, that actually works out perfect, because my goal is to make sure I'm giving you the best pricing possible, and it's going to be anywhere from an hour and a half for me to sit down and do these designs, and the last thing everyone would do is just expect your time just sitting there watching me work.
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Is it wrong of me to want to get this together and then physically explain it to you?
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Not wrong of you.
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What do you say, though?
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Could you just get it together and send it over?
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That would definitely make my job so much easier, and I appreciate you even voicing that.
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But can I ask you a question?
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Sure, if we're going by email and I'm sending six engineered documents over, is it going to be the easiest thing to follow, or do you think it's possible that there's going to be some questions that come up with it?
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No, could be some questions also, more than I expected.
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Yeah, it's a.
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Most times people email a choice over it's because it's one choice and it's already broken down to such an extent that you can see every wire, screw and switch.
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What we do is we focus more on the emotional experience you're going to get from this.
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So I've designed choices from truly the most Rolls Royce way of getting it done finest, turnkey, professional and permanent, all the way down to the outside, which this is the most unpermitted.
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Look the other way.
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It's basic and barely minimum standard, but you would at least understand what you're getting for it.
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The reason why we want to come back is so that you have that understanding.
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Additionally, there's only three outcomes to this call.
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Either a, you love what I have and you're in a position that we don't have to waste more of your time having to come back to do our pictures, deposits and paperwork.
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Two, you'd have questions I'm we're talking about, which is great because I'm in person, right in front of your system, to ask them, answer them, or see, I'm just not the right fit for what you're looking for.
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And if I'm not the right fit, then you can simply cancel this appointment and we'll give it to someone who really needs it or wants it.
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So, once again, when could you like me to set a tentative appointment to come back to discuss this with you and Marial?
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Okay, man, sounds fair.
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Do you have any times at XYZ?
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We're gonna pull out a role play on that one, just because the time.
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But also that fed right into.
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I noticed a email objection handle that we're gonna tie into here in a moment anyways.
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So everything you did and what we got to seemed like Did we get to a little poll there actually at the end?
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So there was.
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It was because it was along the lines of like, I'd love to stay and help you.
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If this is not something You're interested in, then now we can gladly part as friends and I'll give that appointment to someone who really needs it or wants it, right so it's a thought of saying like I have other people who could use and want my time, mmm, and if you're not interested in that, I won't have any feelings.
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Part as friends and I'll just serve someone who really needs that and that serves us too, because now we're not going to fight for an appointment that doesn't belong.
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So that poll.
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That's why I brought attention to that.
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It seems it feels very important to make sure that again, they have a voluntary commitment to say, no, look, you're still in the right place.
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Let's do this.
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I'm interested, exactly, love that man.
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Okay, so let's say we got through that.
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We got to the second call, or present to the partners.
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There's a few concerns, and these ones are really common and and some people get it right Some people hit it over the park once in a while.
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Many people struggle with these.
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First couple, though.
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The first one, let's just get it out of the way.
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The email it over.
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We just discussed some of that, joe, love that you came back.
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Presentations wonderful man.
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Listen, we're gonna need some time to think about this.
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Still, do you think you could just email a copy of this over and we could discuss that and get back to you?
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I'd be happy to help you with that, so play.
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Which of these options are you looking to have you know more.
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Well, I was really hoping I could just get all of them.
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Okay, and that's definitely something to be taken into consideration.
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But can I ask you a question?
00:14:38.975 --> 00:14:41.413
Sure, we design choices.
00:14:41.413 --> 00:14:43.445
I'm a little confused here, so please help me out.
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Okay, we design choices from like literally the absolute most finest we can do, like we're talking about a full-gut rewire renovation, serious ticket on that, all the way to the bottom end of the spectrum of finding the old ULS did breaker and swapping it out, even though we know it's probably not the best thing to do.
00:15:00.070 --> 00:15:05.998
Do you mean to tell me that every single one of these levels is equally considered at this point?
00:15:07.765 --> 00:15:09.130
Well, no, you got me there, man.
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I think the bottom is definitely, you know, not enough.
00:15:12.865 --> 00:15:15.355
I don't think we even feel safe with that.
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We want something more.
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We're just kind of in the middle on where that is and I think it's fair to say, you know, the top is is more than we want to spend, for sure, okay.
00:15:25.682 --> 00:15:26.384
So how do we do this?
00:15:26.384 --> 00:15:32.188
Let's start eliminating, but you mentioned the bottom wasn't the right fit, so let's get rid of that one and also the top one.
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Is it safe to say it's too much of a premium investment at this time?
00:15:35.527 --> 00:15:39.350
Yeah, we really didn't expect to spend $16,000 today.
00:15:39.855 --> 00:15:40.256
No worries.
00:15:40.256 --> 00:15:40.721
Well at this.
00:15:40.721 --> 00:15:44.038
Remember earlier I said you probably weren't gonna like that anyway because it was gonna cost.
00:15:44.038 --> 00:15:45.485
So you're not hurting my feelings.
00:15:45.485 --> 00:15:46.708
Let's get rid of that one too.
00:15:46.708 --> 00:15:53.716
Now there were four options when it comes to taking care of things, when it comes to quality, reliability or safety, your home and family.
00:15:53.716 --> 00:15:57.076
Do you usually do things more premium, or mid-range, or more economy?
00:15:58.508 --> 00:15:59.653
I'm you know what, joe.
00:15:59.653 --> 00:16:01.845
I hate to say it, but I'm a deal shopper.
00:16:01.845 --> 00:16:07.979
I love to see where the value is for the price point, and that's usually where I put my bets.
00:16:08.806 --> 00:16:11.335
Okay, so, based on these, where do you feel the most value is?
00:16:12.905 --> 00:16:17.514
It's really between, probably, bronze and gold, so somewhere in those three options.
00:16:18.155 --> 00:16:19.418
Okay so we're doing bronze and gold.
00:16:19.418 --> 00:16:20.916
Okay, so let's take a look at that.
00:16:20.916 --> 00:16:22.085
Let's dig into that a little bit further.
00:16:22.085 --> 00:16:23.788
What was it you liked about gold?
00:16:24.850 --> 00:16:27.977
and of course we don't have a specific situation here, but x?
00:16:27.977 --> 00:16:29.947
Yz Really enjoyed that.
00:16:29.947 --> 00:16:39.035
Again, the price is a little more than than what we expected to pay, but I can see why you put it there and I appreciate how you presented it.
00:16:39.745 --> 00:16:42.895
Yeah, well, if the price is more than what you're considering, why don't we remove that option too?
00:16:43.765 --> 00:16:47.437
It's just that we do like the Z factor there.
00:16:48.287 --> 00:16:48.589
Okay.
00:16:48.589 --> 00:16:50.077
So why do you like that so much?
00:16:50.077 --> 00:16:51.024
Why not consider going down?
00:16:51.706 --> 00:16:56.144
It seems important both to our safety, but also that just the convenience of using the system.
00:16:56.144 --> 00:16:57.647
I Agree.
00:16:57.746 --> 00:17:01.339
And additionally, it also still has the electronic safety system that protects everything.
00:17:01.339 --> 00:17:04.269
So, with all that being concerned, I would like to proceed.
00:17:07.041 --> 00:17:09.249
I guess we're kind of between silver and gold, aren't we?
00:17:10.429 --> 00:17:11.357
Well, it's only you can decide.
00:17:11.357 --> 00:17:12.970
That Is that where you feel like you're at.
00:17:12.970 --> 00:17:15.953
I do, I do Okay, so let me help you through this.
00:17:15.953 --> 00:17:23.307
So is it really that we're not sure which of these we're doing, or we're not sure if we're doing any of these?
00:17:25.667 --> 00:17:27.519
No, I think we definitely want to go with you, Joe.
00:17:27.519 --> 00:17:33.519
We were hoping that we'd have a bit of time with these options to really talk through that.
00:17:34.611 --> 00:17:35.519
That makes complete sense.
00:17:35.780 --> 00:17:37.826
And I have a way that I think it can help you without any pressure.
00:17:37.826 --> 00:17:41.146
Okay, so we're torn between the gold and the silver.
00:17:41.146 --> 00:17:45.411
My recommendation is going to sound opposite to someone who does any sales.
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