The other day I was scrolling through Facebook when I came across a video titled, “This is Why Some Watches Are So Expensive!” After watching several videos on how expensive timepieces are made, I found the most expensive timepieces all had a couple of things in common. The most important being they are handmade and have their own unique movements built into the timepiece.
Now, you may be asking yourself what does this have to do with the trades? In my opinion, everything. Patek Phillipe, Tag Heuer, Cartier, and Rolex did not become world-renowned for just being functional. They are world-renowned for their attention to detail, doing the small things right and taking their time…no pun intended.
Price vs. Value
There are hundreds of companies providing the exact same services as you, on paper. Competition in the marketplace is great for the customer and poor for you, right? Wrong. The fact that there are hundreds of competitors out there operating like a Casio, gives you the ability to perform like a Rolex.
Have you ever heard the saying, “the dollar is in the details”? This statement could not be truer. Any technician can walk into a home or business, troubleshoot a problem, and provide a solution, but do they do the whole job? More often than not, the answer to that question is No.
If you can walk into a home or business, take your time, be aware of your surroundings, ask great questions, and design a solution for your customer in a way that empowers them to make an educated decision, then you will be compared to a Rolex and not a Casio.
5 Keys to Building Value Like Rolex
- Be Prepared (Training, Reading, Certifications, Etc.)
- Speak the Client’s Language
- Do the Whole Job
- Provide Several Solutions
- There is No Substitute for INTEGRITY
At Service Excellence Training, we teach our principle-based approach to sales, and in turn, help our clients go from a Casio to a Rolex. Now there is nothing wrong with a Casio, it tells time just like any other watch, but the Rolex goes above and beyond.
Like watches, you are not the only business in your market that is providing the services that you do. It’s important to distinguish yourself. Wouldn’t you like to be considered the Rolex of HVAC, Plumbing, or Electrical?
If you are unfamiliar with Patek Phillippe, and are curious about what sparked this blog, below is a link to the video.