Pest Management Professional, October 2016
Matters by harvey F goldglantz from the PMP bookstore at mypmp net Photo istock com YinYang PMP Business Planner 2017 MARKETING MATTERS By Harvey Goldglantz Contributor Attention Certified Applicators Pest Control FRANCHISE For Those Who Hate To Sell Hate banging on doors Hate feeling stuck Hate being stressed out We can help Call Bob Jones at 1 866 366 8683 For More Info ValuePest com Since 1989 1 866 DONT OVERPAY 2016 ValuePest All rights reserved Franchises not available in all states Call for full details Q How can I get my technicians to be more productive at selling Most technicians dont like to sell thats why theyre technicians not salespeople However you can take the following steps to help encourage and support them 1Provide significant incentives and bonuses 2Provide regular in house training with role playing 3Monitor them regularly by conducting quality assurance ride alongs Q Are there any recommendations that you can make Buy Marketing to help improve the customers value perception of my company There are four individual points of influence where you can have an impact on customer perceptions 1Tangibles The impact you make on customers through advertising invoicing etc 2Assurance Your reputation the level of trust felt by your customers resulting from their contact with you 3Empathy The amount of understanding and compassion displayed by employees when mishaps occur 4Responsiveness The response time to service requests and problems If your company is successful delivering perceived value the end result will be a sale renewal or referral Q How important are online reviews and ratings Very According to research from Vee Popat founder and chief SEO strategist at VPDM Digital Marketing 69 percent of all consumers will search the internet for online reviews before making a decision to purchase 72 percent of consumers will consider buying a product or service with a three star rating 27 percent of consumers will consider a product or service with a two star rating Most consumers will read between an average of five online reviews before they fully trust a business PMP GoldGlantz is president of Pest Control Marketing Co Elkins Park Pa Email your industry marketing questions to harvey at hgpcmcinc@ aol com Your questions may be printed and answered in one of Pest Management Professionals upcoming Marketing Matters columns 90 October 2016 Pest Management Professional mypmp net
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