One of the primary benefits of flat rate is customers know what they're getting upfront, and for what price, and they're empowered to decide whether or not they want they want that work done. Offering options takes that a step further, with upside for both you and the customer.

Customers want options

We live in a world where comparisons of products and services are a couple clicks away. Customers are used to options and that doesn't change when it comes to the services done at their homes.

If you don't offer customers options, your quote will most likely become an option -- the other options being from your competition.

Options empower the customer and limit buyers remorse

Customers want to be in control and options allow them to do that. While an upfront flat rate quote is a step in the right direction, it still puts the customer in a dilemma. If you're not offering good, better and best options, the two options you are offering are take it or leave it. Pay this price, or we can leave you with the the same problem you had when we showed up.

Good, better, best options transform that dilemma into a consultative sales discussion, where a trained expert can provide truly professional guidance to a homeowner. When you're able to discuss the pros and cons of each option, the customer becomes educated enough to understand what solution is best for them at that point in time, and at each particular price point. Sit down and discuss the options with your customers, and, I promise you, the number of upset customer phone calls and time chasing payment will drop significantly.

It's the right thing to do, offering the bare minimum is not

There comes a point where band-aids can't do it anymore. Sure it's only going to take a new capacitor to get the AC unit running again, but it's the 3rd time in the last 10 months, and you know that a condenser cleaning, or a new fan motor is what the system really needs. If the customer wants the bare minimum, that's fine, but that should be the customers' decision.

Even more, if it's not being reviewed with the customer during a consultative sales process, who are they to know that they're just getting a band-aid every time. For all the customer knows, they've had XYZ Air Conditioning out three times now, and, without fail, the system goes down two months later. You may be trying to save the customer money, but each time the system goes down, you're the bad guy.

You can increase revenue by offering options

Everyone is in business to make money, and you can make more money by offering options. It generates additional revenue by offering higher quality products that will improve the customers lives and make them feel more secure in their own home.

If you're replacing a thermostat, why not offer a Wi-Fi smart thermostat that can save the customer money in the long run? Or if you're replacing a faucet, why not offer to replace the rusted shut off valves? It's ok to make a few dollars more by offering better service and better products.

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