I recently had the opportunity to write an article for Pool Pro Magazine for the FSPA. I wanted to share it here in hopes that it might help others in their pool endeavors.
Cleaning the pool, balancing the water, passing health inspections, making repairs, replacing pumps—sounds pretty mundane, doesn’t it? That’s because it is. Any licensed pool technician can shoot off a quote with a click of an email. But landing that big commercial pool contract for repair or service? That requires a connection that goes beyond the everyday tasks.
Major account clients seek more than just routine maintenance. They look for partners who offer something exceptional. From my experience, the most common complaint from commercial clients isn’t about cleanliness or inspection failures—it’s about the lack of significant value beyond basic pool maintenance.
A compelling value proposition promises an exceptional experience, not just an invoice. It’s this great experience that sets you apart and helps clients see your value beyond the price tag. Key components of a strong value proposition include addressing customer needs, differentiating yourself from the competition, proving your credibility, and communicating clearly and concisely. While these elements are crucial, there's one essential ingredient you must not overlook.
Ready to learn the most critical part of a solid value proposition? This one thing can make all the difference. Are you ready?
Talk to the Decision Maker!
It’s crucial to present your bid or proposal directly to the person with decision-making power. Time and again, I’ve seen efforts wasted on presenting to someone who has no authority to make decisions. Delivering a powerful presentation to the wrong person is futile. Ensure you’re speaking to the individual who can say yes or no. This will exponentially increase your chances of success.
Don’t hesitate to request a meeting with the decision maker to discuss the scope of your bid. Most clients will appreciate the effort you take to meet face-to-face or walk the property on-site.
Beware the Gatekeeper!
When aiming for that critical meeting with the decision maker, you might encounter the dreaded gatekeeper. This person manages the decision maker's schedule and ensures their time is maximized. You must convince the gatekeeper that it's important for the decision maker to spend time with you to make an informed decision.
By ensuring you connect with the right person and offering an exceptional experience, you position yourself as a valuable partner rather than just another service provider. This is the secret sauce that sets you apart in the competitive commercial pool service market.