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“There’s a saying – the more you tell, the more you sell!”
H
ow do prospects value what you do unless you educate them? There’s a saying – the more you tell, the more you sell. But not when you’re talking about yourself ! What you tell should be about your solutions and ideas for the client. If you allow your clients to judge you as someone who builds ordinary pools, or ordinary landscaping or ordinary decks, then you’ll always be competing on price – always working your heart out, and always attracting the type of clients who expect the cheapest of everything. But if you’re creative in how you go about solving problems – in construction, landscaping, or creating a lifestyle resort feel around a pool – then you need to make sure your prospect is educated about it.
Explaining the details
Learn to educate your clients By Chris Newton
When my business partner, Neville Cox, built my pool and landscaped the surrounds (and this was long before we were business partners) not only did he produce a superb, resort style outcome for us, he was constantly educating my wife and me about the things that set our project apart. He’d have us crouch down and then he’d say: “You’ll notice we’ve used a diamond cutter to cut these pavers so they fan out evenly in patterns – it
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