After many years of working in and around the Plumbing field, I have seen first hand the wasted opportunity of most plumbers to make more money and do a better job for their customers. The main reason for this is simply that no one has ever taught them how to plan for and do a better job in serving their customers.
After looking around, I found that no book had been written to help these people become more successful. There are books on plumbing design, code and “How To” books for the homeowner, but none to help the beginning plumber to get ahead or to help the plumbing service contractor grow a better business. That is the purpose of this book; to help you learn how to make all of the money you can in the course of doing your job.
“An invasion of armies can be resisted, but not an idea whose time has come.”
- Victor Hugo
Our trade needs help. We have a shortage of good plumbers and it is not getting much better. There is a lot of money to be made by good plumbers who know how to serve their customers. A lot of money! If you are just getting started in the trade then this is the time to develop your good work habits. These include good sales skills that you will need to be highly profitable in this business.
If you have been in the trade forever and just are looking for some ways to boost your profits then this book is for you too. Try to resist the urge to flip to the “Profit Booster” chapter though. There is plenty along the way to help you set yourself apart from the crowd.
This book is like sales training for Plumbers. (And more.) We will get into all of the details from the first time side work plumber all the way to the multi-truck fleet service company. We will deal with the best way to outfit the truck for the maximum benefit of the plumber and the customer, and show you how to make more money doing the same amount of work that you are already doing. We will also go into how you or your men present themselves and help your customers feel better about having you or your men in their home.
If you are just starting out, this book will give you the tools you need to develop a successful lifelong career for yourself or working for someone else. You will be able to support your family, put your children through college and give you the ability to help others by solving their problems, helping them get what they want, and making a lot of money while you do it.
If you are already in business for yourself, this book will show you simple steps to make more profit on the very next job you go on. It will help you raise your image to your customers and get you more, high quality repeat business. I will also share with you tips on how to expand your business to include the best kind of customers in the best areas of your hometown. The kind who’s checks are good and who will gladly pay top dollar for good work and give your name out to all of their friends.
Throughout this book you will also find special quotations that I have gathered that have helped form many of my philosophies about business and life in general. There are many people that have contributed to my success and who will contribute to yours. The people who left us these priceless little gems are far wiser then I am and I hope you enjoy them.
I know what you’re thinking now. Oh great, another Plumber/Philosopher I have to hear about. No, it’s not like that at all. It’s just good common sense that seems to be lacking these days.
You will find more information in this book then you can possibly use right away. As you read it, you should highlight the things that interest you the most and will apply to your particular business or plan. Mark key pages with paperclips or sticky notes and refer back to the book for refresher ideas from time to time. It will help you get into a frame of mind that will allow you to develop your own profit boosting ideas in addition to the ones represented here.
The focus in this book keeps getting back to the main theme of finding out your customer’s needs and serving them. Figuring out how to spot a customer’s need or getting them to tell you what they want is key. We get into many different strategies for doing this that customer’s respond to well. If you are able to help people get what they want, you will get what you want but it only really works well in that order.
If your approach causes a customer to buy a product or service they do not want or need, then it will reflect badly on you after you leave the property. This is not what we want. We want customers that are happy with the work and the price and that truly feel that they got a valuable service for their money. These are the people who pay your bills and make you a wealthy plumber.
This book will help you get started, find the best customers and keep them, get the best referrals, and make the most profit possible on every job, in a very demanding market. After all, that’s why you went into plumbing in the first place.
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