Blog

3 Truths About the “Low Price” Service Technician

By Todd Liles 3 Truths About the “Low Price” Service Technician
Low Price Service Tech

Being a “Low Price,” or “Low Ball” service technician is repulsive to the flat rate contractor.  Time and material technicians feel the same about flat rate service techs. Here’s my confession:

I was a “Low Price” / Time and Material service technician.

On the first day of work, the owner of the company introduced me as follows:

This is Todd Liles.  This is the man that is going to get us from $50 an hour to $75 an hour.

At the time, that seemed like a near impossible task for the company.  A 50% jump in prices just because the guy is joining the team!? I consider myself something of a body language expert, and the faces of the other techs said 3 things:

  • I don’t like this guy.  Who the hell does he think he is?
  • Why in the hell would people be willing to pay more money for the same work?
  • How in the hell I’m I supposed to ask for more money?

What’s interesting about those 3 thoughts is that I have seen it repeated hundreds and hundreds of times.   In every PRESS PLAY Training Series that I teach; techs plumbers, and owners are thinking the same thing. As with any good salesperson, I took those thoughts as an objection to be conquered.  How can I help these people? From that question, I learned 3 truths about the “Low Ball” service technician.

Truth #1 – The Low Price Technician does not like change.

Before you can change his mind, you must win his heart.

Truth #2 – The Low Price Plumber does not understand what the homeowner values.

Before he will charge more money, he must see value as more than just turning wrenches.

Truth #3 – The Low Price Tech does not have the tools he needs.

Before he will ask for more money, he has to know how to ask for more money.

The 4th Bonus Truth

Truth #4 – Give the Low Price Service Plumber what he needs, and he can become the High Value Service Technician.

Interested in converting your “Low Ball” service techs into “High Value” service techs?  CLICK HERE TO DISCOVER HOW Special thanks to the following people for contributing their thoughts and feelings: Matt Michel, Todd Burton, Dave Bridges, Gary Freeman, Robin Sykes, and Steve Scott. *Thank you to those who will submit their thoughts after this post was published.

What SETs Us Apart?

Proactive Business Plans

A proactive business is a successful business. That's why our team takes the time to make sure every client has a proactive, not reactive, business plan. Our strategies make your business run more smoothly and profitable.

Proven Results

Our training services help businesses identify and achieve their key performance indicators (KPIs). Whether it's increased revenue or higher satisfaction rates, our methods allow you to see immediate and continued results.

Personalized Training

Our team of experts works hard to make sure your business gets personalized training. We'll work with your team one-on-one or in group settings to set and achieve your business goals. We develop training based on your goals!

Prioritizing People

We believe that people are the most valuable asset. We strive to provide outstanding benefits, life balance, leadership, and support to our team. We believe in helping people reach their greatest level of growth, contribution and satisfaction.

Success Stories

I've increased my sales from $250,000 a year to over $400,00! This really works.

-Scott Putman, Putman Plumbing

Success Stories

Over $2,400,000 in sales my second year after training with SET!

-Chris Yanez, Selling Tech

Success Stories

I sold $18,867 on my first call after SET's Press Play for Sales event series!

-Jake Pettit, Selling Tech

Success Stories

We have been with Service Excellence Training since 2015 and believe it is an integral part (training, coaching, mentoring) to our overall business model.

-Judy Mueller-Hyde, Director of Operations
Hydes HVAC Company Logo

Trusted By

horizontal red and purpler plumbtite logo
142 Cimarron Park Loop, Ste E, Buda, TX 78610
Join our newsletter
© 2024 Service Excellence. All Rights Reserved
Website by Leadhub