On the podcast today, Chris Elmore and Chris Loudermilk are discussing the whole home inspection. Specifically, they talk about how to make it make sense for the customer. Most customers expect you to “just fix it” and don’t expect that you need to check the whole system. Here’s some things to use to help with the transition from the problem to the whole home inspection.
Change the Expectations
Customers probably expect you to just one thing and fix it. Make sure the customer knows that you will need to check the whole system because it is all interconnected and related. The problem today could be a symptom of a larger problem. Also, you may need to check the whole system to make sure you can do what they called you to do.
The Three Ps
Make sure the Custer knows you will find the Problem, find the Possible cause and effects, and how to Prevent it from happening again.
“How it works” versus “What it does”
Most customers understand what something does or is supposed to do. Make sure they also know how it works. Explaining how it works will involve talking about the whole system. This opens the conversation to other components.
Age and Lack of Maintenance
Set the benchmarks of age and maintenance. How old is their current systems or item and how long should it last? How often should it have maintenance and when was the last maintenance or inspection? This will allow the customer to draw the conclusion that it is old and does need maintenance.
Completing the whole home inspection leads to higher ticket averages, more membership conversions, and more opportunities for replacement.
Download the podcast!
Check out these upcoming classes:
Tech Series
Sales Series
CSR Series
Manager Series
Owner Series
