One of the KPIs we monitor every single day is options offered per technician. Why track something that specific? Because the techs offering the most options close the most jobs. Every time. One solution is a sales pitch. A menu of options is a shopping experience. Give people paths, from “just fix it today” to “$150 a month for all of it,” and conversion takes care of itself.
@officialchadpetermanTranscript
The biggest thing you can do to increase your closing percentage is to offer options. A lot of businesses out there are offering one solution to the customer. That's sales. Offering options is not sales that's allowing your customer to shop with their own wallet. And when you offer options, you give people avenues to go down. Whether that is just get the thing fixed today that I came out for because that's all I want to do today. Or it's, well shoot, you're already out here and I can get a better price if I bundle all this stuff together because you're already here, you don't have to make another trip. Maybe I want to make that investment or maybe there's financing options with some of the top options that are a little bit more costly. We'll shoot. I can either pay $300 today or I can get all of this work done for $150 a month. That sounds better to me. That fits in the budget. So I think the key to increasing conversion and we see this because one of our KPIs for our technicians is number of options offered. So we're monitoring it every single day and what we see is the people with the highest conversion rate are the ones that offer the most options.
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