Don't be boring and the same! Stand out by making an offer.

Transcript

Auto-generated from the audio (2,973 words). Names, numbers and the odd Aussie-ism may be off — check the audio before quoting.

Hey, guys. James from Marketing Secrets for Electricians. And today we're going to be looking at how we can make an irresistible offer that basically your customers can't refuse yet. Like there is so many electricians out there and we're all doing the same thing. So here's what I hear a lot.

How do normal electricians like us who are properly trained and licensed, who are not willing to cheat and take shortcuts and who are wanting to own a successful electrical business? How do we compete against the big guys who own the market share or the guys that charge peanuts for an electrical job? On top of that, we want to employ the best electricians so we can get off the tools and have plenty of time for other areas of life. That's the question. Join me and follow along.

as we search for the answers. My name is James Rest and welcome to Marketing Secrets for Electricians. For example, I'm an electrician. I can install a PowerPoint. I can install a light.

That's not exciting. People are like, OK, you can do it. You can do it. Why should I pick you? I'm going to look at that today as how we can make you stand out.

So to do that, we're just going to share my screen. And we've got a spreadsheet here. Now, what you want to do, hopefully you can say that, if not, let me know in the comments below. But essentially what you want to do is start with who. Who is your audience?

Who are you talking to? Who is your customer that want something fixed? Yeah. So maybe they're a handy man. Maybe that's your customer.

And I've gone into this before, but that's all I'm going to touch on. Today, so instead of home, we go also DIY. And then one of those. And then so we want to find out who they are, because then you can then you know who are you speaking to. And then the next thing is, what is the thing that you want to do?

So out of all the trades, out of all the services, out of all the skills that you have, what is it that you actually want to make an offer on? Like, I don't want to waste time as a trying to do everything because that's not how we stand out in business. Like, you don't want to be a do it all. You want to be in your niche, in your lane, doing something that is slightly different. It can be the same, but looking at something from a different angle.

So even if we're installing a PowerPoint, why are they going to pick you to install that PowerPoint? And let's not compete on price because price is irrelevant. People want more than price. They want the electrician to show up. They want a decent electrician.

They want a licensed electrician. They want someone who knows what they're doing. Saying that you're this electrician. Do they know that? In the marketing of what I've seen, we're not describing that like there's different levels of marketing.

The first being cold. So a cold audience. So if you're after, we'll go back to who, if you're after a handyman, but you haven't talked to them before, like they're cold. They don't know who you are. So you may need to talk to them differently to someone who is a warm and a warm audience is you've talked to them before.

You're in your ads or you've done work for them, which is more hot. Someone who you've done work for, they've paid you money. They're a hot customer. They know you. They trust you.

And ideally you've done a good job. So they're going to have a repeat. You're going to have to repeat business with you. Now, what you want to do is go back. So the who, the what, what is it you want to do?

So I'm going to say, I want to be the main person to install, let's say smoke alarms. That's going to be my thing. I'm going to go. Okay. My thing's going to be smoke alarm.

So a smoke alarm. What are they going to get? So they're going to get. And I'm going to start off. I'm not going to start off.

You could start off installing the thing, but I'm going to start off inspecting the thing. Yeah. There's a slight, slight twist there because it's slightly different. People may not know about the problems of smoke alarms. They may not have a smoke alarm, all this type of stuff.

So you want to just offer an inspection, basically. So what are they going to get? The main thing we're going to offer is a, you know, in inspection, inspection by a licensed electrician. So we're going to have a licensed electrician do the inspection. And what is the value of that?

Let's just say it's a hundred dollars. That's like roughly $100. That will cost maybe for an electrician to come out depending on your prices. It doesn't matter. We're just going to give that a value of a hundred dollars.

Now the next step is this is basically where all electricians stop. They're like, okay, I'm going to do a smoke alarm inspection and it's going to be a hundred bucks or I'm going to install a smoke alarm and it's going to be a hundred dollars. Now that's okay, but you can do better than that. We can do better than just that hundred dollars. Let's have a look.

Try different view. Okay. Hopefully we can see that screen. If not, let me know, but I'm trying to still figure out how to use this little be live system that we got going here. So the, if I take my face away, it loses the voice, which is irrelevant because then no one can hear me.

So what, maybe if I let's make this bigger, that's probably a big one. Better idea. Isn't it? There you go. I'm going to watch this over later on and see how we went.

Let's say that's a hundred dollars for a smoke alarm inspection. What they're going to get now, what we want to do is brainstorm as many ideas. And this is where you just go crazy. You're like, okay, when they purchase this smoke alarm inspection, they're going to get a, the main thing, but we're going to also offer them a whole heap of other stuff potentially. So maybe they, I don't know if you look around in the UK, they've got this long pole and on the end of it, it's got like a hand pointing up.

And so we're going to give them a poll and say, we're going to say that's I know 30 bucks. So for example, we're going to give them the inspection and we're going to give them a poll valued at $30. Then we're also going to give them a checklist of how to do it themselves. So a DIY of how to. So we want to make sure they know what they're doing next.

Next thing we're going to like, like, how you can come up with these ideas. Maybe, maybe my idea is you're like, well, I'm going to give them a extra, extra battery and or spare. So an extra battery or a spare or like, you know, so if they do do the testing and they find that they haven't got a battery, you're going to give them that extra, extra one because otherwise. Otherwise, they're. Otherwise, we're going to have run into problems and they're probably not going to do the.

Do the actual thing, so I don't know why I'm blanking on this. But anyway, what we want to do now is that's like, so we've got one. Two, three, four, next up, we're going to offer them a. Don't you just hate. Don't you just hate that annoying sound, that chirping sound when you press the button, it's really bad and you're piercing.

Yes, you know it's working, but it is a bit of a pain to go through and on your ears. So let's offer them some earplugs and what else? So also give some values like I'm just going to estimate. So it's worth 50 bucks, some earplugs. I know that's worth.

Twenty or thirty four or thirty, because we're not only going to give them earplugs, but we're going to give them like decent earplugs that maybe they can reuse. Maybe it comes with like a case, like a case to hold out, a holder or something like that that keeps them so they can use them over the course of the time. Maybe we're going to send them like put them on a reminder system. So they can then make sure that they know every month, because ideally they should just test them every month. And guess what?

We'll give them a poll so they can test it. We'll give them the checklist so they know how to actually test the thing when you're not there. They got an extra battery in case the battery is flat. They got earplugs so they can put them in their ears and they don't have to have that annoying sound. The polls also saves them from actually going up and actually getting up there on the step.

Especially if you're old. And this is a big sales point that if you check out that page, I can't remember what the name is off the top, man. But the big thing, the big popular thing, it's like a long red thing with big hand and you can get these branded. That's the other thing. All these things that I'm talking about, you can actually brand them and get them and have a little package deal.

So you rock up with a. Box that's all branded with your business logo. Your earplugs, your carry case. I don't know a battery, maybe get batteries, but you get a checklist. You could print out a poll.

Ideally, you could order that from them. You get a reminder system. So you're actually reminding them, keeping in contact with them every month. What else are we doing? Maybe you're going to give them a live demo.

So when you're on site, you're going to say, hey, look, I'm going to show you how to actually do that thing. Yeah. So. To actually do the testing and maybe they can ask you any questions. The carry case, we're going to.

Going to say that's worth 30 bucks. We're going to give that about your reminder. That's like worth a lot to remind people that they need to do the thing. Most people forget. And this is the reason why the smoke alarms don't work because they don't test them and then they never get them checked or you check them once a year.

But then next, the live demo, that's like at least about to get you out. That's at least an hour of your time. So as you can see, I'm kind of building a offer here that they're going to get when they make this purchase. Now, you could throw as many things that you want here. Maybe they're going to.

What else could you give them that is going to help them? Maybe. Maybe let's see, see, I like a brainstorm this with with a someone else. So it's idea ideal if you can come in and you can talk with another contractor who is doing something like you are just a mate. You got a friend, a family friend, we can brainstorm ideas.

Hey, what problems? And the big thing is you follow the problem. So the problem we're solving is they don't know what they're doing. They don't have any batteries. It's a loud noise.

All these types of things are problems that they you can help them overcome. So, for example, maybe maybe you invite them out to dinner. Have a client dinner and you have this like every once a month, you have a dinner, you invite them out. This is valuable. Yeah.

Like one person say you send 60 bucks on a meal if you invite them out somewhere fancy. And then as you can see, like you can keep going. Like I would brainstorm. We've come up with five, six, seven, eight, nine, nine things. So instead of saying, let's just say they pay a hundred dollars for you to come out and inspect the smoke alarm.

Now, what they're also going to get is all these extra eight things. So we sum that up. The total value is five hundred and forty dollars. And you don't have to do everything. You can cancel this out, cancel it out.

But you if you see you're making now an offer and what does that do? You're the only electrician. Ideally, if you guys listen to this, maybe there's a few of you now. You're one of the select few that have a special offer. And the thing is, no one's going to do the offer the exact same as the other person.

So maybe one person includes a pole. Maybe one person includes the earplugs. Maybe one person doesn't. But the way you do this and maybe you give them like a members area. So we could also throw in a.

Members area. Where for, you know. Like all these type of things. So. Where they're like, hey, I don't know how to do this thing.

You could create a video in that members area and show them how to do that thing that they have a problem with. And as you do this, you're increasing the value of your membership area. Now, this is giving us a total of six hundred and thirty nine dollars. And the total price. And this is where.

This is the first offer. So if we look at a sales funnel like the actual value of this is probably not the actual cost of this is not going to be six hundred thirty nine dollars. And maybe it is hundred bucks. Maybe it's not. But the main thing is if you make this offer.

And this is what we're focused on today is the offer. If you make it appealing where they're like, oh, that's just so good. I can't say no. So if you increase this value and I can show you how to display this, make it all neat, put it on your website, turn it, turn it into a sales funnel. You're increasing the likelihood of, you know, someone making that purchase.

But you're not lowering your price as such. So you're still getting a hundred dollars, but you're providing always extra value. And the great thing about a sales funnel is that the first step is not the end of the sale. It's a start. So we would have some more opportunities to add more value later on by having upsells and downsells and other things that they might be interested in if they have a smoke alarm like inspection in their home.

Maybe there's something else you want to offer them. And if we go back to the start, it's like what do you want to do? Well, you don't have to do smoke alarms. You can do anything. And the thing is, once you've made one up, you can set this and put it on autopilot and you can run ads to this.

You can put it on, you know, put this on your website, on your business card or whatever, where they can get this special offer for your front end thing. Now, there's kind of lots of areas I like to go into here because this is kind of the there's just lots more to share. So this is I can't share it all at the moment. I just want to focus on this. So you get this idea.

If you have any questions, feel free to reach out to me. And I hope this helps. And I give you some understanding as to how you can stand out without competing on the price. And this is a good example of how to do that with smoke alarms. It can be done for any product you want to turn your product, your service, your one thing into an offer.

And you want to focus. So, for example, just on to who if I'm talking to my wife, handyman, they're like, you know, they know what a screwdriver is, what a hammer is like. You can talk more and be tradey. But if your focus is like stay at home moms with like a like they may not be so DIY savvy. So your language, when you offer these things, when you're talking needs to also be different.

Anyway, that's all I've got time for today. So hopefully that helps you out. And if you have any questions, feel free to hear me out. Do you want more customers for your electrical business? Do you not want to spend a huge amount of money on ads?

If you answered yes to both of those questions, I've got great news for you. I want to create a growth hacking system for your business. This simple strategy can be used to grow your business very quickly on a shoestring budget, bringing you lots and lots of new customers. If this is something you would like to partake in, you can visit marketing electrician dot com. Click on the giveaway button and to your details in and I will talk to you soon.