Maintenance agreements can be a huge asset for your plumbing business, but they’re not really about maintaining equipment at all. So what are they for, and how can you use them to best benefit your business? In episode #363 of Potty Talk, Richard and Laura explain how maintenance agreements are a sales tool.
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3 Golden Nuggets
- Maintenance agreements are a sales tool.
- They’re for repeat sales opportunities.
- Keep it simple
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Maintenance agreements are a sales tool
Funny enough, maintenance agreements are not about maintenance at all. They’re a tool to help you get that initial sale, and what catches people’s attention better than a chance to save money? Offer them reduced prices or a discounted rate for becoming a member. Talk about specifics: this certain job costs $500, but for members, it’ll be $400. Most people don’t care enough about having their equipment maintained, but people are into saving money.
They’re for repeat sales opportunities
Maintenance agreements give you a way back into a customer’s house. You’re going to maintain their equipment at a discount, maybe a twice-yearly water heater flush or whole house inspection—and that routine servicing means you’re seeing them often. It’s a great way to build a lasting relationship with a customer; you become their go-to person. And you’ll have that relationship with Mrs. Jones as long as she has plumbing. During that whole house inspection, you might find things that need attention. Let her know what’s going on (no scare tactics, please!), and if she decides to have it fixed, you’ve just got yourself another job. In our experience, 30-40% of people agreed to our recommendations, such as having toilets reset or emergency stops replaced. That’s potential disasters averted, customers happy, and more money in your pocket.
Keep it simple
We tend to make things too complicated. Your maintenance agreements shouldn’t be a long, legal thing where you need three attorneys to draft it and where customers need their own attorney to understand it. If you get wrapped up in that, it starts sounding like fine print, and people don’t trust that. Keep it simple, and you’ll sell more. Resist the temptation to copy airlines and their different levels of precious metals (Gold! Silver! Platinum!). It’ll freak out your customer; people tend to say an automatic ‘no’ when it gets too complicated. Be sure to set the right price for maintenance agreements. Tag your members on your field management software so you can easily send them extra discounts—and make them feel like VIPs. You might even consider sharing the monthly fees you bring in with your employees, incentivizing them to sell more.
Richard’s Call to Action
Check out my Million Dollar Plumber Blueprint, where I lay out every step that you need to build a successful, self-sustaining, and profitable plumbing business—exactly what we’re talking about right here. It’s all in my Blueprint, and it’s free. Go to themilliondollarplumber.com/free and grab your free Million Dollar Plumber Blueprint today.
Once you’ve gone through the Blueprint, why not check out the Million Dollar Plumber Success Academy? Here we teach everything you need to know about the business of plumbing. Make this not just a job that you own, but an asset that creates wealth for you and your family. It will be financial wealth, time wealth, and you’ll be living the freedom lifestyle. I lay it all out there for you in the Academy, in 12 easy bite-size modules, with over 150 videos. It’s all on there for you: open coaching, group coaching classes, and a private Facebook Group page, where I and others just like you hang out. Get all your burning questions answered. Get your 14-day free trial here. No excuses, just do it!