It almost goes without saying, but getting your technicians to buy into your prices is of paramount importance. You need them to confidently portray the value you bring and have the confidence to back it up. I know many companies struggle with this, especially as costs for health insurance and wages continue to shrink margins.
I’ve found a quick and easy way to help techs understand and feel comfortable with your pricing and it’s called the Penny game.
Getting started with a work order management and field service solution often coincides with companies rolling out new pricing. It’s a great time to make sure your margins are where you need them, or to buy into a new price book all together.
This change leads to employees questioning the new pricing and how much the company charges.
Here’s how it plays out.
I’ll be at a customer’s site in the middle of the technician training portion of on-boarding. During the training, I’ll build out a work order and get to the point of having an example proposal – just like the one that would be be presented to a customer. The technicians are doing this along with me on their own devices, so I’ll ask them to add a minor repair item such as a capacitor replacement or minor toilet repair and that’s when I hear the chuckles between the team.
Someone will say something like…
“A capacitor costs $25 dollars, why are we are charging $250?”
Or, someone will question why the toilet rebuild that has no parts at all still costs a couple hundred dollars.
If you’ve ever experienced this kind of push back from your technicians about your pricing, learn how to use the Penny game to get your technicians to buy in to your prices!
Read the full article from Field Nimble here >
About The Author:
Gregory Dooley is a 10-year industry veteran with hands-on experience in selling, implementing, and training residential contractors in field service management software. “I like asking questions and digging further to ensure your teams get the most out of the software you invested in.”
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Highly recommend them for your business.","open_graph_story":{"id":"10211388925786407"}},{"reviewer":{"id":"1665815250117380","name":"Stephen Price","picture":{"data":{"height":120,"is_silhouette":false,"url":"https:\/\/platform-lookaside.fbsbx.com\/platform\/profilepic\/?psid=1665815250117380&height=120&width=120&ext=1563494393&hash=AeQmQWILhFhCAfCl","width":120}}},"created_time":"2018-01-15T23:30:00+0000","rating":5,"recommendation_type":"positive","review_text":"I\u2019m very impressed with the quality of the applicants I received using BizPAL recruiting. Most of the people coming through were already employed in my market and highly qualified to take the job. I also really enjoyed the fact that I did not have to spend any of my own time posting jobs or reviewing applicants. It really freed me up to handle other tasks in my business. Highly recommend Patrick and BizPAL Recruiting!","open_graph_story":{"id":"10213254530972849"}},{"reviewer":{"id":"2198695776860989","name":"Edward Conley","picture":{"data":{"height":120,"is_silhouette":false,"url":"https:\/\/platform-lookaside.fbsbx.com\/platform\/profilepic\/?psid=2198695776860989&height=120&width=120&ext=1563494393&hash=AeQoPgihO489UO-L","width":120}}},"created_time":"2017-09-20T17:44:15+0000","rating":5,"recommendation_type":"positive","review_text":"Patrick is not just plain good at what he does, he's amazing. And, he's an idea machine! Seriously, just sit down to coffee with him, and by the time you're done, you'll have a handful of new ideas you never thought to try before. 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Have him in Maryland about a year ago and it was very good at what he does. Would defenetly recomed him to others.","open_graph_story":{"id":"10154770933421440"}},{"reviewer":{"id":"2048174028636978","name":"Adam Bell","picture":{"data":{"height":120,"is_silhouette":false,"url":"https:\/\/platform-lookaside.fbsbx.com\/platform\/profilepic\/?psid=2048174028636978&height=120&width=120&ext=1563494393&hash=AeSFzpJctccmYTVh","width":120}}},"created_time":"2017-09-15T02:10:54+0000","rating":5,"recommendation_type":"positive","review_text":"Patrick WOW !!! I've been in the plumbing trade for 12 years and I have spent the last decade attempting to master the art of options, permanent solutions and delivering world-class customer service. I thought I knew something until Patrick gave us a visit. Your ability to articulate strategies and philosophies are second to none. Across-the-board we are up in ticket average and close rates. 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I have worked in the construction industry for over 25 years , and Patrick has helped me on many projects and he knows what he is doing and has a broad range of Knowledge to draw from to help anyone. I recommend him to anyone looking to build your business and increase your sales and will be there anytime you need him to help. Excellent person.","open_graph_story":{"id":"143698292902579"}},{"reviewer":{"id":"2081550005260529","name":"Kodie Egenolf","picture":{"data":{"height":120,"is_silhouette":false,"url":"https:\/\/platform-lookaside.fbsbx.com\/platform\/profilepic\/?psid=2081550005260529&height=120&width=120&ext=1563494393&hash=AeSQLVHiZ4Hqf3J1","width":120}}},"created_time":"2017-09-14T17:52:45+0000","rating":5,"recommendation_type":"positive","open_graph_story":{"id":"10155848023314009"}}],"paging":{"cursors":{"after":"eyJpbl9wcm9ncmVzc2N1cnNvcl90eXBlIjoib3Blbl9ncmFwaF9hbmRfcGFnZAV9yZAWMiLCJsb2NhbF9yZAWNfcGF0dGVybl9jdXJzb3IiOiIiLCJyYXRpbmdfY3Vyc29yIjoiIiwib2ZAmbGluZAV9vZAmZAzZAXQiOi0xLCJvZA19wb3N0X2N1cnNvciI6Ijc4Mzg0NDAwODoxNTY2MDUzNzU3MDUyNjI3In0ZD"},"next":"https:\/\/graph.facebook.com\/v3.1\/1566053757052627\/ratings?access_token=EAAVVPjFKgSEBADK1bNfdDNwhDqdfWuvekWDOXys6mZCvZCXZAvFIXex6ZCLZBfCtEyfZBWvPYVogWOEjTl3nKwTRjrH4zEiZAtap3ubuZCGUftLf637ZB9wjOzXmQlZCDwZAZBNdmTRPhbvZBKneBdX0LjFpBc29uYGv2jZA0dNA5V5InSrHnInk7G19H5ahgLh0BreAkZD&fields=reviewer\u00257Bid\u00252Cname\u00252Cpicture.width\u002528120\u002529.height\u002528120\u002529\u00257D\u00252Ccreated_time\u00252Crating\u00252Crecommendation_type\u00252Creview_text\u00252Copen_graph_story\u00257Bid\u00257D&limit=25&after=eyJpbl9wcm9ncmVzc2N1cnNvcl90eXBlIjoib3Blbl9ncmFwaF9hbmRfcGFnZAV9yZAWMiLCJsb2NhbF9yZAWNfcGF0dGVybl9jdXJzb3IiOiIiLCJyYXRpbmdfY3Vyc29yIjoiIiwib2ZAmbGluZAV9vZAmZAzZAXQiOi0xLCJvZA19wb3N0X2N1cnNvciI6Ijc4Mzg0NDAwODoxNTY2MDUzNzU3MDUyNjI3In0ZD"}}
Reconnecting to Facebook may fix the issue.
Reconnecting to Facebook may fix the issue.