Bloq Marketing | Digital Marketing For Home Services
Welcome to Bloq Marketing, the podcast dedicated to digital marketing and growth strategies for home service businesses. Join us as we interview top performers in the Plumbing and HVAC industry, from sales managers to operations leaders, call center pros, and CEOs. Learn how they drive growth, overcome challenges, and lead their teams to success. Whether you're looking to master local SEO, refine your sales process, or build a customer-centric culture, we provide actionable insights and tips to help your business thrive in today’s market. Tune in and discover how to take your home service business to the next level
Bloq Marketing | Digital Marketing
info@bloqmarketing.com
Downey CA, 90240
www.bloqmarketing.com
Bloq Marketing | Digital Marketing For Home Services
Plumbing Sales Secrets: Upselling Water Heaters & Empowering Consumer Choices
Unlock the secrets of plumbing sales as we reveal the intricate tactics used by seasoned plumbers to upsell water heaters, from simple tank replacements to luxurious tankless systems. Ever wondered how plumbers make those higher-priced options irresistible? Join us as we dissect the language and strategies that tug at emotions and highlight future savings, all while navigating the world of rebates and household-specific recommendations. We'll expose how the perception of need is cleverly crafted to steer you toward big-ticket purchases, ensuring you're equipped with insider knowledge to see through the sales pitch.
Empowerment through education is at the heart of our discussion on consumer awareness. Discover how speaking the same language as your home repair professional can transform your interactions and protect your wallet. We'll guide you on how to ask the right questions and challenge proposed solutions, ensuring they align with your personal needs, not just the professional’s profit margin. Stay tuned as we propose a captivating series that will peel back the layers of trade secrets in home repairs, proving that informed consumers are confident consumers, ready to make decisions that truly serve their best interests.
Bloq Marketing | Digital Marketing
info@bloqmarketing.com
Downey CA, 90240
www.bloqmarketing.com
Ever get that feeling like when you call a plumber. It's like you're about to play a game of chess with a grandmaster or something.
Speaker 2:Oh, totally.
Speaker 1:Because today we are getting that playbook, we're diving into the world of plumbing sales tactics.
Speaker 2:Yes.
Speaker 1:And, specifically, we're going to be focusing on water heaters because, honestly, who hasn't had a water heater? Go out on them at the worst possible moment?
Speaker 2:Right Like a rite of passage.
Speaker 1:It's terrible. Yeah, it's the worst. So we found a fascinating. Youtube video, and in this video there's a seasoned plumber and he is basically like giving away all the secrets to other plumbers on how to sell, how to like, really seal the deal when it comes to, especially, water heater replacement.
Speaker 2:So it's like an insider's guide to plumbing sales.
Speaker 1:Yes.
Speaker 2:That's fascinating.
Speaker 1:It's amazing.
Speaker 2:Yeah, I'm curious to see what he has to say.
Speaker 1:Okay, so one of the first things that he emphasizes is the importance of options.
Speaker 2:Options Okay.
Speaker 1:And this really stood out to me because I feel like you know we've all been in that situation where the plumber comes, or any contractor really.
Speaker 2:Sure.
Speaker 1:And it's just like, well, we can either, you know, do it this way for this much money or this way yeah. But he's like no, you got to give them a whole menu. You got to give them the whole shebang from like basic tank replacements, right tank replacements, all the way up to-.
Speaker 2:I think a full spectrum.
Speaker 1:Yes, the tankless.
Speaker 2:Ah, the tankless the full nine yards.
Speaker 1:What do you think the strategy there is?
Speaker 2:Well, I mean, it sounds to me like classic upselling, right.
Speaker 1:Oh, for sure.
Speaker 2:I mean, think about it. If you're a plumber and you want to maximize your profits, what's the best way to do it? Present the customer with the most expensive option. First Right Dazzle them with the Cadillac of water heaters right.
Speaker 1:The tankless, everything yeah.
Speaker 2:All singing, all dancing, all the bells and whistles, endless hot water. You'll never have to worry about running out again. All that jazz, right, but here's the thing.
Speaker 1:Yeah.
Speaker 2:For a lot of people that might be overfill.
Speaker 1:Absolutely.
Speaker 2:You know, if you're living by yourself in a small apartment, do you really need a tankless water heater?
Speaker 1:Probably not.
Speaker 2:Probably not, yeah, but here's the kicker.
Speaker 1:Okay.
Speaker 2:By putting that dream option on the table. Yes, it makes everything else look more affordable in comparison.
Speaker 1:It makes that like $500 sound poultry.
Speaker 2:Exactly, yeah, Suddenly that sort of you know workhorse basic water heater doesn't seem so appealing anymore.
Speaker 1:Even if it just like needs a little tune up.
Speaker 2:Precisely, it's all about, you know, shifting your perspective right.
Speaker 1:Wow.
Speaker 2:Yeah.
Speaker 1:Okay, so it's not just about like the options, right, right, like what they're offering, but it's also the way that they talk about it.
Speaker 2:Oh, absolutely yeah.
Speaker 1:Because this plumber he's like coaching these other plumbers on the lingo, on like the specific phrases to use. He's like you got to be talking about.
Speaker 2:Like what, like what kind of phrases?
Speaker 1:Okay, so like government rebates? Ah, got to throw that in there Going to green, of course, yeah. And a mega.
Speaker 2:Appeal to the eco-conscious consumer, exactly yeah.
Speaker 1:And then of course, the big one, like slashing those gas bills.
Speaker 2:Yes, the promise of savings.
Speaker 1:Yes, saving money, of course, which, ok, I get it. Everybody likes to save money. Absolutely Right but it's like how much are we actually talking here, you know?
Speaker 2:exactly, and that's, that's the thing, right, it's, it's about being aware of these tactics, right, because, because they're designed to appeal to our emotions, right, absolutely. We all love saving money. We all want to be environmentally friendly.
Speaker 1:Yeah.
Speaker 2:But you know sometimes what sounds good on paper you know, might not actually be the best option for us in the long run.
Speaker 1:Right, right, okay, so he gets into this, like I thought this was really interesting.
Speaker 2:Okay.
Speaker 1:He says that it's really important to ask the customer very specific questions oh, interesting like what about their household okay like how many people live here? Yeah, any future plans, like you know, kids, more, more people moving in future family growth okay the whole nine yards and and at first I was like, oh, he's just trying to, you know, be friendly, get to know them, right. But no, it's because he's gathering intel. Oh, I see where you're going with this so build the case for again that bigger, pricier unit Exactly.
Speaker 1:Even if they don't actually need it.
Speaker 2:Because if you say, oh yeah, we're thinking about having another kid.
Speaker 1:Yes.
Speaker 2:Well then, you're going to need a bigger water heater, right, even if you know.
Speaker 1:Yeah.
Speaker 2:Your current water heater is perfectly adequate.
Speaker 1:Yeah, he gave this example, like if it's a growing family, you might need a larger tank, even if, based on their current usage, they're totally fine.
Speaker 2:Exactly Creating that sense of need.
Speaker 1:Yes, Creating that sense of need, which is so fascinating because, okay, I'm going to be honest, yeah, I would fall for that. Oh, you know what I mean. Like I'd be like, oh, yeah, yeah, we're going to need the big one.
Speaker 2:Better upgrade. Yeah, exactly it's all about.
Speaker 1:You know framing.
Speaker 2:Yes.
Speaker 1:It's all about how you present the information.
Speaker 2:It's amazing yeah.
Speaker 1:Okay.
Speaker 2:Present the information. It's amazing, yeah, okay, so then he starts talking about tankless.
Speaker 1:Okay.
Speaker 2:Which obviously the holy grail for these plumbers. The big ticket item and he says that even if the customer doesn't even mention it.
Speaker 1:Yeah.
Speaker 2:You got to bring it up. Interesting you got to steer the conversation towards tankless.
Speaker 1:Okay.
Speaker 2:And he calls it educating the customer.
Speaker 1:Educating Okay.
Speaker 2:Which I thought was kind of like a little sneaky.
Speaker 1:Yeah, I mean it's. It's a fine line right Between educating and, and sort of you know, subtly persuading. Yes.
Speaker 2:Yes, exactly Because I mean look, tankless water heaters, they do have their advantages right, absolutely. I mean the big one, like we talked about potentially endless hot water.
Speaker 1:Endless.
Speaker 2:You're never going to run out.
Speaker 1:Right.
Speaker 2:Which you know, for some families, that's a huge selling point. Oh, absolutely Right.
Speaker 1:Yeah.
Speaker 2:But they also come with a much higher upfront cost.
Speaker 1:Way higher.
Speaker 2:Installation can be more complex, oh yeah. Upfront cost way higher.
Speaker 1:Installation can be more complex, oh yeah and and, frankly, for a lot of households they're just not necessary, if your hot water needs are are pretty, pretty pretty average moderate yeah, moderate hot water needs. You probably don't need a tankless right, you know?
Speaker 2:okay, yeah so then it says okay, if you really want to like, go in for the kill, right, if you sense that this homeowner, they're clueless about their current system, okay, here's what you do all right, lay it on me and I wrote down some of the words he uses okay okay, okay ancient out corrosive okay, I see where this is going like he's really painting this picture, yeah, like. Doom and gloom.
Speaker 1:Yes, even if this water heater is like chugging along just fine.
Speaker 2:Of course, because you have to create that sense of urgency right, that sense of like oh my gosh, if I don't replace this thing, it's going to explode. Yes, you know it's going to flood my house.
Speaker 1:Yeah, it's going to cost me thousands.
Speaker 2:Exactly right. So it's all about playing on that fear. It's so sneaky, it is. It is, but, but here's the.
Speaker 1:Thing.
Speaker 2:Right, yeah, knowledge is power, right In these situations. The more informed you are as a consumer, yes, the better equipped you are to make a decision that's right for you.
Speaker 1:Absolutely Right, ok, so how do we become more informed about our water heaters?
Speaker 2:Well, it's not as complicated as you might think.
Speaker 1:Right.
Speaker 2:I mean, a little bit of research goes a long way.
Speaker 1:Like what should people be looking up?
Speaker 2:Okay, so first of all, just understanding the different types of water heaters that are out there.
Speaker 1:Okay.
Speaker 2:Right, you've got your traditional tank water heaters.
Speaker 1:Right.
Speaker 2:You've got your tankless.
Speaker 1:Right.
Speaker 2:There's also, you know, heat pump water heaters, right Solar water heaters. Oh, wow, okay so different options for different needs. Right, right, all right. Look into those. Got it Understand? You know the pros and cons of each one.
Speaker 1:Okay.
Speaker 2:And then, crucially, yeah, understand the lifespan, okay, of a typical water heater Of your existing one. Okay, yeah, I mean because you know.
Speaker 1:Yeah.
Speaker 2:These things, if they're well maintained Right, they can last a long time.
Speaker 1:Okay.
Speaker 2:It's not like you need to replace them every five years.
Speaker 1:Right, right, right yeah.
Speaker 2:So you know, arm yourself with that knowledge.
Speaker 1:Got it.
Speaker 2:And then when you have that conversation with the plumber, yeah. You're not going in blind, you're speaking their language Exactly. You're speaking their language, you're asking the right questions, yeah, and you're much more likely to get the solution that's right for you.
Speaker 1:Not just the one, not just the one that maximizes their bottom line right, right, love it yeah knowledge is power man it really is, especially in these situations yeah, it really makes you wonder, like what other uh kind of trade secrets are out there, sure in the world of home repair, you know I'm sure there are plenty. We should do a whole series on this.
Speaker 1:I'm here for it, yeah, just like get all the experts in and like pick their brains Absolutely Because this is fascinating it is and it's you know, it's empowering for consumers, right Totally To have this knowledge. Yeah.
Speaker 2:Because then you can make informed decisions.
Speaker 1:Right. And you can avoid, you know, overpaying or getting you know, talked into something you don't need. Right, Exactly Right, awesome. Well, I think that's that's a good takeaway for everybody listening Do your research, know what you're talking about and don't be afraid to ask questions.
Speaker 2:Don't be afraid to push back a little bit too. Yeah, exactly.
Speaker 1:Love it. Yeah, all right, until next time.