‘Verbal Packaging’— Key to Creating Higher Value

BY: Joe Crisara

In the world of service, the words you use to describe what you do are just as important to your profitability as the actual work you do.

Providing real value and solutions, and operating from a place of what I call “pure motive” service are key to my philosophy of running a smooth business. To do this you must transform your business from transactional-based to relationship-based. One of the best strategies to make this change is by using what I call verbal packaging.

Words Matter
Verbal packaging is about changing your use of words. Are words important? If not, why is there a multi-billion dollar advertising industry? Why are some politicians so much more successful than others? Why do some business executives close difficult deals on a regular basis while others almost never make the sale? A lot of it has to do with using language to portray value proposition and connect with customers on a deeper level.

As service professionals, you’re going into people’s personal space, so the words you use makes the difference between them writing the check or not.

Just about everybody who calls a service technician to their house wants to have the work done. People aren’t calling their plumber or HVAC guy as a practical joke. As service professionals, you’re going into people’s personal space, so the words you use makes the difference between them writing the check or not.

Strong Words VS. Weak Words

Without consciously thinking about it, we make word choices that carry an attitude and an energy all the time. As service providers, we can say that there are strong words and weak words. Let’s look at a few examples and compare their effectiveness.

Continue reading “‘Verbal Packaging’— Key to Creating Higher Value”

How to Stand Strong with Pushy Customers

BY: Julie Crisara

In the home contracting field, you will experience what I like to to call “service terrorists”. Yes, it sounds harsh, but these folks are extremely disgruntled customers- for whatever reason- who can disrupt your day, get in your face, and make experience a temporary loss of self esteem.

You don’t have to let this happen, there are ways of maintaining a sense of control and balance during even the most trying and emotionally reactive customer service call. Unfortunately, it can be the one bad customer interaction, especially where you feel that you dropped the ball, that you’ll remember and will bother you, after you’ve had 1,000 good ones. That’s why I am presenting to you this list of 7 tools which will aid you greatly in keeping your heading and a sense of control when dealing with highly emotional, angry, out of control customers.

Use Pure Listening

Often, as a home contracting professional, we want to jump in and fix the problem before we’ve even heard the customer’s whole speech. Maybe we assume something about a customer’s issue and jump to a conclusion. Or we decide that they don’t really know what they’re talking about. Or, we say to ourselves “I’ve heard this one before.” Let them speak first and listen completely. Have no filters in your listening. Offer no resistance. Actively listen but don’t say a word, except the briefest acknowledgment that you’re actually on the line. Let them say everything they want to get off their chest, and then create a time buffer between them speaking and you speaking, so it doesn’t feel like you had your answer anxiously waiting to go.

Continue reading “How to Stand Strong with Pushy Customers”