How can Electricians Communicate Pricing Effectively?
Pricing can be tricky, but you need to be transparent about pricing.
Every time you are on a job, you have got to justify what you are doing so that your customers know what they are paying for.
As an electrician, you should have the confidence and ability to back things that you are doing with words. You also need to justify the things that don't meet the set standards or norms. Explain to the customer why you are doing it in a particular or a different way as opposed to the set away. You can also set yourself apart by saying, "This is the right way to do it,” and then go on to explain it. Thus, you can add more value for the customer.
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In one incident, one of the clients had a weatherproof powerpoint with no RCD in the garden lot. When the team explained the dire situation to the customer, they were glad. At the end of the job when they pay the invoice, they were happy because they just avoided a potential tragedy.
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A lot of time the customers are open to getting a lot of work done but they just don't know the possibilities. So as an expert electrician in the electrical industry, you have to educate them about what more can be done for their comfort.
When you talk to the customer about the potential jobs, you shouldn’t be a car salesman trying to rip people off, but rather open people's eyes to possibilities. Sell your services ethically. You should educate the customers on the risks and rewards of doing different things. Don't offer people something that is not valuable/affordable for them.
Don't get offended if the customer finds the price you quote high. You need to handle the conversation really well when they go, "OMG THAT'S EXPENSIVE, “ because your reaction can be the difference between a done deal and a lost customer. You have to keep your cool and sound neutral while talking price without scaring people off. You can say that "Ah, this is just the price." Behave like it is not a good or a bad thing. When you deliver the neutral price, you allow customers to formulate their own emotion.
When you follow the above process, you will make sure that you don't deliver or attach any emotion to the price. For example, when you go to buy a coffee, they can say Standard Coffee, Special Coffee, or Expensive Coffee. Notice how each word changes the meaning associated and the image of coffee in your mind!
Lastly, when you are trying to communicate with the customers, you have got to match the customer's energy level. If they are enthusiastic, match their tone. On the other hand, if they are mellow, you also have to maintain a similar demeanour.
So, what do you think? Are you ready to implement the pricing hacks from this electricians training course into your every day electrical job? Leave us a comment and let us know about your experiences of dealing with customer pricing and techniques.
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