Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast

#167- Stop Pitching, Start Closing—The Secret to More Plumbing Conversions

Feb 6, 2025

Mastering the art of closing sales is crucial for technicians who often miss opportunities. The conversation dives into emotional connections that enhance customer relationships and boost conversions. Identifying root causes of plumbing issues rather than merely symptoms can lead to greater customer satisfaction. Effective call handling and marketing partnerships are highlighted as keys to business growth. Plus, a recent success in inventory management showcases how controlled purchasing can significantly impact profitability.

35:12

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Episode notes

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Quick takeaways

Enhancing technicians' sales techniques through better listening and tailored options can significantly boost conversion rates, especially in slower months.

Implementing full system evaluations enables technicians to uncover root causes of issues, fostering customer satisfaction and increasing revenue potential.

Deep dives

Partnership with Service Scalers

The partnership with Service Scalers has been instrumental in driving substantial growth for the business, resulting in a remarkable 46% year-over-year increase. Service Scalers has provided top-notch services in SEO, PPC, and marketing strategies, which have helped maintain the company's competitive edge. As they look ahead to budgeting for the next year, there is a focus on maintaining strong growth, with aspirations for continued success in collaboration with Service Scalers. Their ability to adapt to changing technologies, particularly AI advancements, will be crucial in keeping the business relevant in a rapidly evolving landscape.

Intro

2min

Navigating Financial Challenges in Plumbing

14min

Building Emotional Connections for Successful Sales

5min

Mastering the Art of Closing Sales

2min

Addressing Root Causes for Improved Plumbing Conversions

3min

Enhancing Plumbing Services for Success

6min

Celebrating Inventory Management Success and Community Growth

4min

Most techs aren’t salespeople—but they should be closing more jobs. In this episode, Jack and John break down the sales tactics that get homeowners saying yes more often.

We're talking about the difference between soft and hard selling, how full system evaluations can boost your close rate, and why most techs miss the real root cause of a homeowner’s problem. Plus, we cover the must-know steps for handling calls like a pro. If you want to turn more estimates into booked jobs, this one’s for you.

SPECIAL THANKS TO SERVICE SCALERS

In a year where many in the industry faced challenges, we’re thrilled to have hit the low 20s, outperforming expectations and driving serious growth. A huge part of that success is thanks to Service Scalers.

The team have been invaluable partners, helping us achieve awesome results with out SEO, PPC, LSA and GMB marketing.

If you’re in the trades and ready to level up your marketing, do yourself a favor and check out ServiceScalers.com. Sam and his team are killing it right now.

SHOUT OUT TO HATCH

Turn communication into conversion with Hatch and its AI Agents, ready to handle follow-ups, reminders, email blasts, and more for your home service business. Save employee hours and book more leads with the power of Hatch.
Learn More About Hatch

Episode Hosts: 🎤
John Wilson: @WilsonCompanies on X
Jack Carr: @TheHVACJack on X

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John Wilson, CEO of Wilson Companies
Jack Carr, CEO of Rapid HVAC

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