fbpx

Six Steps to Selling Your Dispatch Fee

[tm_pb_section admin_label=”section”][tm_pb_row admin_label=”row”][tm_pb_column type=”4_4″][tm_pb_image admin_label=”Image” src=”https://www.powersellingpros.com/wp-content/uploads/2017/12/Screen-Shot-2017-12-12-at-11.57.44-AM.png” show_in_lightbox=”off” url_new_window=”off” use_overlay=”off” animation=”left” sticky=”off” align=”left” force_fullwidth=”off” always_center_on_mobile=”on” use_border_color=”off” border_color=”#ffffff” border_style=”solid”] [/tm_pb_image][tm_pb_text admin_label=”Text” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]

We’ve heard it before…

“I’ll call you back…” 

“I’m just looking for an estimate!”

“Oh no, there is no way I am paying $89 for you to come look at it.  It’s a simple issue I just need someone to come fix it!”  

Sound familiar?

Those are just some of the things your customers say to you when they don’t want to pay for your technician to come do an inspection.

We want to give you SIX simple steps you can take NOW to overcome resistance to price on the phone and sell the dispatch fee!

Before we go into the six steps though…

[/tm_pb_text][tm_pb_text admin_label=”Text” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]

You need to create likability and trust.  If they do not like you, they won’t want to buy from you.  When your customers LIKE you, they will WANT to buy from you.  The key there is the word WANT.  I’m sure you book plenty of calls because customers NEED you to come out.  If it’s -15 outside, they NEED a technician to come fix their furnace regardless of who it is.  The question, however, is this: do they WANT you to come out?  Have you earned their trust and likability?  Are they calling because they like and trust you, or because they simply have to get this taken care of?

If the customer does not like you, they will not want to book with you no matter what you say…

How do you do that?

Be positive, be confident, listen to them, show that you care, and assure them you can absolutely help!  It sounds like this:

Customer: “I need a quote for getting my furnace repaired.  How much will that cost?

CSR: That’s a great question, I can cover all that for you.  Tell me more about what’s going on.  Is the furnace completely out or is it blowing cool air?  

Customer: It’s not doing anything at all.  How much will that cost?

CSR: Ahh man!  That is the worst.  I hate to hear that’s happening, but I want you to know we can absolutely help.  You have called the right place and we will be able to give you a quote and get it repaired.  When would you like us to come out?  

Customer: Yeah it’s frustrating.  Before I book with you guys, what will the cost look like?

CSR:  Let me tell you how we work…  

Here is where you sell the dispatch fee!

 

[/tm_pb_text][tm_pb_image admin_label=”Image” src=”https://www.powersellingpros.com/wp-content/uploads/2017/12/Screen-Shot-2017-12-12-at-11.57.59-AM.png” show_in_lightbox=”off” url_new_window=”off” use_overlay=”off” animation=”left” sticky=”off” align=”left” force_fullwidth=”off” always_center_on_mobile=”on” use_border_color=”off” border_color=”#ffffff” border_style=”solid”] [/tm_pb_image][tm_pb_divider admin_label=”Divider” color=”#ffffff” show_divider=”off” divider_style=”solid”] [/tm_pb_divider][tm_pb_text admin_label=”Text” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]

 

It’s like an infomercial!  you create value in your services and then you present the fee last!  Follow these 6 simple steps:

  1. Tell them about the qualifications of your trained technician.  The are licensed, certified, background checked, and drug tested.  “You are in great hands!”
  2. Tell them about the fully stocked truck the technician will arrive.  It’s a “warehouse on wheels!”
  3. Create value in the company.  How many years have you been in business?  What are your online reviews like?  Are you family owned and operated?  Any special awards to tell about?
  4. Tell them about the full inspection your technician will once they arrive.  “It’s a full in-home consultation!”
  5. Let them know that after a thorough evaluation and consultation, the technician will be able to quote them a price.
  6. Present the dispatch fee.

[inf_infusionsoft_inline optin_id=optin_2]

[/tm_pb_text][tm_pb_text admin_label=”Text” text_orientation=”left” use_border_color=”off” border_color=”#ffffff” border_style=”solid”]

 

This is a proven strategy to book more calls and WOW more customers.  We have seen this work in thousands of phone calls over the last eight years and we know it will work for you to.  Download the infographic for with these steps by clicking the button above and share these steps with your team.  Let us know how it goes!

Zac Garside

[/tm_pb_text][/tm_pb_column][/tm_pb_row][/tm_pb_section]