S2 EP33 – How to Build Boss Options That Practically Sell Themselves

⏱️ 14:38 🎤 Joseph Lucanie, Clay Neumeyer

AUDIO EPISODE

S2 EP33 – How to Build Boss Options That Practically Sell Themselves

0:00

Chapters

Click to jump to section

0:00

Introduction to Million Dollar Electrician

Joseph and Clay introduce the podcast, aiming to help home service pros supercharge their business and share secrets for selling over a million dollars.
2:02

Six Options Framework

Joseph explains why the six-option framework is used to address three buyer archetypes: premium, mid-range, and economy, increasing closing chances.
4:00

Best to Good Strategy

Joseph advocates for presenting the best offer first, as it sets a benchmark and makes subsequent, more economical options appear more appealing.
8:07

The Law of Comparison

The hosts discuss how presenting a high-priced option first makes all other options seem more valuable and justifiable, even the most basic ones.
10:21

Becoming a Better Electrician

Joseph explains that consistently designing multiple options for customers enhances technical understanding and improves problem-solving skills for electricians.
13:00

Observation Section Importance

The first thing to look for in options is an 'observation section,' which succinctly describes the problem to the customer, making the solution more impactful.
15:35

Consistent Price Spread

Joseph emphasizes the importance of a consistent price drop between options, ensuring customers feel they have the full picture and reducing the need for other estimates.
19:08

Avoid Technical Jargon

Electricians should avoid technical jargon in their options, as clear, simple language helps all customers understand the value and increases closing rates.
23:19

Developing Six Options

Joseph explains how to develop a full suite of six options by technically analyzing a system, identifying potential break points, and offering solutions from comprehensive to minimal.
27:55

Client Success and Future Plans

Clay shares a success story of a client leveraging rebates for commercial lighting upgrades and teases upcoming podcast episodes, including new coaches and an app.

Speakers

Joseph Lucanie

Host

Clay Neumeyer

Host

Key Takeaways

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Always offer a range of options (ideally six) to cater to different buyer archetypes (premium, mid-range, economy).

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Present options from your best/most comprehensive solution down to the most economical, never from bottom-up.

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Include an 'observation section' at the beginning of your presentation to clearly and accurately describe the problem to the customer.

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Ensure there is a consistent and logical price spread between your options to prevent customer confusion and avoid the need for them to seek other estimates.

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Eliminate all technical jargon from your options and explanations, using simple language that anyone, regardless of their technical knowledge, can understand.

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Develop options by thoroughly analyzing the technical system, identifying potential failure points, and creating solutions that prevent future issues.

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Utilize rebates and incentives in your area to offer attractive solutions, even for larger commercial projects, maintaining profitability at service rates.

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