Episode 7 - How to Sell Flat Rate When Clients Want Hourly

Among the many challenges electricians face is shifting from hourly to flat rate pricing. Many customers often prefer an hourly rate since they believe this saves them money, which can be a problem if you're planning to make the switch. If you cannot develop a good plan that helps customers understand why flat rate pricing is better, they'll be hesitant to move away from the hourly rate. This leads to potential project loss, conflict with customers, and frustration on both ends.

So how do you deal with clients that don't prefer flat-rate pricing? How do you make this transition, and what do you do when they want to know your hourly rate?

There are several ways to deal with this situation. First, understand the reason for them asking so you can adequately come up with an answer that best suits the customer. Then, try to shift the focus, get to know your client, and reach a first-name basis level, so it subconsciously makes them feel comfortable with you. 

When that's done, ask for their address since you need to know if they’re within your area before giving them a rate. Lastly, request their contact number to quickly get in touch again. 

Once they supply these details, they’ll be more likely to want to continue working with you since they won’t have to go through the tedious process of finding another electrician.

If a customer resists the flat rate pricing model, it is essential to explain the benefits of this approach and how it can better serve their interests. For example, you can say that while hourly pricing may seem to benefit you by providing more significant compensation for longer jobs, it ultimately leads to unpredictability and makes it difficult for the customer to prepare financially. 

By contrast, flat rate pricing provides a precise and predictable customer cost, enabling greater financial planning and transparency. Furthermore, this pricing model enables you to accurately predict project timelines, resulting in more efficient work and cost savings for the client. 

Finally, when discussing the switch to a flat rate pricing model, it can be helpful to emphasize that this change is being made with the customer's best interests in mind and is meant to provide greater value and transparency in the services offered.

By following these given solutions,  you can successfully transition to a flat-rate pricing model without negatively impacting your business or customer relationships. You'll see more accurate budgeting, greater cost savings for clients, and improved customer satisfaction.