Service agreements are often described as “the food” of your business. But a better description would be that service agreements are “the storehouse” of your business.
A storehouse is a place where valuables are put away for the future. Farmers have used storehouse for years. They put away grain and seeds for the future needs of their family, farm animals, and crops.
A healthy supply of service agreements is critical for any plumbing, HVAC, or electrical company. Building the service agreements in your home service business should not be hard. Your technicians should have a clear and easy path to selling service agreements, which you can find below.
This will set your techs up for success. The CSR should include the service agreement introduction in her call reminder script.
“Mrs Smith, when John gets to your home, he is going to review with you our Service Agreement. There are 6 Key Benefits that every homeowner should have. One of those benefits includes savings on today’s service call.”
Before the tech starts his diagnostic, he should plant a simple seed about the service agreement.
“Samantha, this is the service agreement that Ashley told you about on the phone. I’m going to leave it here for your review. Take a moment and look over the 6 Key Benefits that every homeowner should have. When I’m done, we can review the agreement together.”
Most items in a home would last longer and perform better if they were well maintained. This equates to substantial savings for your client. Communicate this as you explain your diagnostic findings.
Richard Saxton of Steve’s Plumbing may be the best at tying in the service agreement when it comes to asking for the order. I’m going to give you a few of the points he uses on every call:
Implement these 4 easy steps, and experience explosive growth in your service agreements!
This blog was updated on Feb. 4th, 2020.
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