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Thursday, July 19th by Curt Drew
Learning how to put together and present value bundles does wonders for a company, especially in the radon industry. If you’re interested in building your business the National Radon Defense way – or if you’re a customer looking for more value with your investment – then having a better understanding of the value bundle approach helps everyone.
The first step, of course, is to have diversified your business to be able to offer a range of air-quality solutions beyond the radon testing and mitigation, although even within that category there are different options you’re able to present to potential clients. The next step is to have a conversation with your customers where you get a better sense of their overall air quality needs. Then it’s about putting together different tiered combinations of services (let’s say, good, better, and best) to present to the homeowner, who can then make an informed decision on what blend of services is going to work best for them.
This is such an important part of the sales process, I can’t stress it enough. Because if you’re skipping all this and going directly from the meet to quoting a sales price and doing one-off services, both your business and the homeowner are potentially losing out.
The idea of putting together tiered value bundles is not a new one, in fact, you see it everywhere from the cable companies to fast food chains. Although figuring out the right customized combination of air quality solutions for a homeowner takes more thought and planning than a burger chain meal-deal. That’s why at National Radon Defense, we’ve developed a sales software designed to help you do just that. Having a sales process in place is important, but if you’re really interested in entrepreneurship, it’s not enough – there’s the assessment, the packaging, as well as the presentation (which is key). But again, it doesn’t have to be daunting, especially the way our software lays it out. Because at the end of the day, what’s best for the customer – in this case, having access to a number of service options with added value – is good for business.