Transcription
HBAC sales: getting three bids. I need to go shop the price. I'm going to say, "Hey, great, cool man, go get the cheapest price." If they just want the cheapest price, I don't want the cheapest customer.
HB sales, Robert, getting three bids. Okay, I need to go shop the price. When he says, "I need to get more bids," it's like, "Hey, I got to go shop the price." I could say something like this: "Hey Robert, as you go along to get your three bids, what's going to be most important to you? Is it the overall price, or is it the value you're going to get for the job? Because it sounds like you're trying to fix your air conditioning, and that's really important to you."
What I've found in our industry—because I've been doing this a long time—is that people can go with a cheaper job. Matter of fact, if you want me to just go ahead and find you a cheaper job, I have some guys that do cheaper jobs that are just getting their company started that I could refer to you. I refer customers to them all the time. So, if you want me to refer you to somebody that just does a cheaper job, you got to understand the value. There's a difference in warranties, there's a difference in materials, there's a difference in costs. You have a beautiful home, and it sounds like you want to get the job done right and you don't want to deal with the air conditioning breaking multiple times. What I've seen with my own eyes when I've had to go fix jobs like that for people is they end up having to do it twice, and when they do that, it hurts. So there's a lot more to take into account when you're looking at other bids. There are fly-by-night companies, and I don't want to talk trash about anybody, but there are fly-by-night companies. There are gypsy companies that come behind you once you post that you have a bid. It's a national database; there will be people that come behind me in the roofing industry, and they're going to offer something a little bit cheaper. But ultimately, if you value getting it done right, getting the best job, and never having to do it again, then that's what we're talking about here. Do you value that?
If they say no, cool man, go get the cheapest price. I don't need you. Remember, I'm not coming from a place of desperation, so I'm like, "That's no big deal. It's cool." And honestly, if they just want the cheapest price, I don't want the cheapest customer. So I'm not afraid to tell them that, in the nicest way possible. I'm like, "Hey man, I get it, dude. You know, in the past I've bought cheap stuff, and it just never worked out for me. So, for me as a customer too, I just want a fair deal, and that's what this is today, because it's going to come with a lot of work for me too." I get it, but there's a place of power in my heart—where it's not power, it's not like, "Let me tell you, let me prove that I'm right." It's like, when you're fighting with your wife: if somebody wins, nobody wins. I'm not trying to win; I'm trying to educate them, and I'm coming from a place of service. If my mind isn't in a place of service, they'll move forward. I promise you they will.
Hey guys, this is the MLN Twins. Let's go! No, hey guys, if you have any questions at all, we want you to text us. Our phone number is 480-782-203, and one of us will get back to you. We got your back for life. Let's get back to the video. Let's go! Let's go, baby! Don't lower your state. A lot of times, the way that you kill more bids or shop the price is a relationship. You might not think that it is, but it is a relationship. It is going the distance; it is being aware on that meeting. When he said something, maybe getting off that phone and sending him some Uber Eats maybe before even the meeting starts. The closing is happening; the relationship's happening. Have you guys ever spent more money on something because you had the right person? Yes or no? So you guys are in agreement that you guys have spent more money with the right person. But then some of you will tell me, "You don't understand my customers, Ian. They will buy the cheapest." Okay, I fully understand. I'm in the same business as you, dude. But what I'm saying is, how good are you at building relationships? When you got on that call with him and you saw that he had a Bronco tattoo, did you get off the phone, off that Zoom with him, and send him a Broncos jersey? Oh, so you're not really investing in your customers. Oh, you didn't do research on him on LinkedIn before you got on that Zoom meeting and set the tone for him, and you didn't know that he had two business partners, they just acquired another facility, and you didn't send something to him, so he's already standing out. Oh, oh, oh, but we're just going to focus on the money part. That's what you want to focus on? That's not what I want to focus on. I want to focus on putting more into that relationship bank account because a lot of the times it comes down to the money, but the money, it actually doesn't come down to—it comes down to the value, and the value is also in me. But if I come across like everybody else, they're going to treat me like everybody else. The closing starts before the conversation happens. You got to understand that. The closing starts before the conversation even happens. This guy that was sitting across from me today, he's already got a handwritten card. When I got off the phone with him the first time, I sent him a handwritten card. I asked for his address; I said, "Hey man, I'm going to send you something to your address. Send me your home address." You know, and he talked about how his two kids were really important to him. What do you think I did? I sent him a Crumbl cookie. He's coming in here to have me help him fix his sales team and his pretty much his whole life because what he realized was he was chasing the money his whole life, and now he's spiritually, mentally, and physically bankrupt, so he needs leadership help. But where did the sale start with him? He would have never come up here and begged me to do business with him if he didn't already see in me that I can do what I was saying I was going to do, and my value is not high. You know what I told him when he walked in here? I said, "Bro, there's way more cheaper companies than me. Why'd you choose me?" Because of the way I feel when I'm with you. But you've only been with me on the phone. That's crazy. That's what you got to be thinking. Getting three more bids starts before that. All right, guys, you're the true one-percenters. You made it to the end of the video. Let's go! Like, comment so we know who you are down below, and then share this video to somebody else who needs it, and also turn your notifications on, cuz we got the fire coming every single day. Amazing! We'll see you at the next video. Let's go! Let's go! Let's go! Let's go!