When people are hunting for a service provider, they are looking to solve a problem.
The problem could be as simple as where to buy pet food from or it could be as major as needing a new fuse box.
The thing is, they are looking for a solution.
If you can prove to them that your business can provide the solution they need, then your sales conversions will be simple.
Rankin McManus have created an impressive list of large (and small) clients based on this very concept.
Selling The End Result
People don’t want to buy the nitty gritty of what you do. Instead, they want to buy the end result. The result where their problem is solved and life is good.
Rankin McManus market themselves as a solution provider. They are an electrical contractor company that tackles just about any problem in the electrical field.
They specialise in managing electrical projects, design and build, as well as service and maintenance. But, their clients do not think of them as electrical contractors. They are in fact, problem solvers. Their clients call them with a problem and Rankin provide a solution for their needs, as easy as that.
Taking The Pain Away
Rankin’s clients know that if they ever have an issue, they just pick up the phone. Rankin will send an electrician whose only role is to provide a solution.
The assigned electrician will take ownership of the job, work with the client, and get all of the materials required to complete the job. They operate as a mini project manager for each individual job. There is no need for the client to deal with a faceless organisation. Instead, they speak face to face with someone they can trust, onsite at their own premises.
The client knows exactly what result they are going to get. They deal with the electrician there and then, and get what they need. It saves them a ton of time and Rankin are able to get them back up and running quicker.
How Do You Sell The Solution?
Mike Barron is passionate about providing the right solution… “What we have noticed is many companies require a solution. If they are a national business, they get calls from all over the country, from different customers and people. We offer to our customers, that you call us and we take the problem away no matter where it is in New Zealand and whether it is an electrical or automation problem.
We take the project over and work directly with the client. Through our trusted partner network, we get the job done and then we report back on what the solution was. They get to keep doing their job without trying to find a solution from somewhere else in the country or having to hunt through the Yellow Pages.
We just take that on. They know that they get value for money and can continue on with business as usual. We get the problem fixed and send them a bill at the end of the day.”
So, if you have an electrical problem that needs a solution, get in touch with Rankin today. You can email Mike on [email protected] or give them a call on 09 620 9006.
Recreating This Tactic
One of the key ways that Rankin have created this reputation for themselves is clever marketing and excellent customer service.
You can create the same kind of reputation in your business. And one of the best methods to do this is via email marketing. Get your message directly to every inbox on your list and start building that reputation every month with Big Rock’s communication packages.
Interested to know how they could work in your business? Then jump on a call with me and we can plan an email marketing strategy that will work.