Plumbers, doctors, carpenters, auditors, electricians, accountants all benefit from knowing how to sell professional services

First, let’s take a break from matters disease and talk about my plumber. The man is living testimony of how professionals and technical staff can deepen the sale.

Now then. Sellers initiate the sale’s relationship; technical staff deepen it.  When the seller convinces the project owners to install his solar panels estate-wide he has initiated the sale. When the technical staff (electricians, for instance) start the installation (usually with the client overseeing it), they are delivering the heaven that the seller (who’s off to the next sale) promised.

How to sell professional services by deepening the sale

The installation will not be as tension filled as the sale was. Trust has already been established; the seller and buyer are in harmony.  They will also interact more intimately and for longer.

Simply by observation, and while, say, panelling, the electricians are likely to see other opportunities where their products can be used. For instance, “The way the wiring has been done, is likely to create an unhealthy load when Phase Two starts. Is it ok if we sent you a solution to this for your consideration?”  

Equally, professionals like auditors while going through a client’s books of accounts can see an opportunity to inform their clients of services they can offer that can alleviate “this recurring cash flow problem.” No pressure, no ‘sales pitch’, no convincing, just pointing out a problem and offering a solution for the client’s consideration. Like my plumber.

How to sell professional services

Lessons from my plumber

It started off with a simple job four years ago-unblocking the drainage at the laundry area. He looked at, fiddled briefly with it, and then informed me that it wasn’t the inlet that was problem, it was the outlet. “Njoo nikuonyeshe” (Let me show you).

He proceeded to remove the cover of the outlet and lo and behold, dirt water  and sediments had collected there making a cosy home for cockroaches. And the muck had nothing to do with the laundry but everything to do with the kitchen outlet where the two met.  He cleared the sludge and voila! problem solved.  The water drained smoothly from both kitchen and laundry. Trust was established. 

Rooted in trust, growth blossoms

He pointed out that the laundry inlet had a problem as the trap was broken and I’ll have to keep clearing the water manually. I knew, but had just dragged my feet about this. He told me what needs  to be replaced, how long it would take, the cost, and the magic words,”Ukiwa tayari uniambie.” (Let me know when you are ready). I became ready this year (likely because of ‘wife pressure’) and he made another sale when he did the job.

Before then, from observation and using that simple formula (problem, solution, cost, ready-when-you-are) he has repaired a perennial airlock, leaking kitchen sink, broken hanger, among others. And to keep the potential sale alive, while plastering white cement or tightening a screw he casually asks, “Ulisemaje ile airlock (sink, hanger)?” (What do you advise about the sink?)

Does he make sales? Yes. Is he a ‘seller’? No.


If you would like to have your sales team sell more, we can help. In order for us to do so we propose a free consultation meeting or a call. If in agreement please complete the form below and we will get in touch after receiving your details, none of which will be public. Thank you.

Views – 541

About Author

Related posts

Boost your sales with problem identification, not problem solving

Are you engaged in problem identification or problem solving? Are you identifying problems, or solving problems identified? Confused? Well, if you are selling in a hardware shop and a customer comes in stating, “I want a drill,” do you sell him one, or do you find out why (or what for)? If you do the

Read More

4 reasons why blaming ‘They’ in Sales weakens you and your sales

Respect yourself, respect the customer and honour your profession—quit passing the buck. “Your account was to be credited yesterday but “they” haven’t done it.” “They” had said that “they” would email you the ticket but it appears they did not. “They” were supposed to have sent you the cheque book last week, you mean “they”

Read More

4 practical ways to resolve Sales vs Operations fights

“Field gets the glory, support gets the job done.” I laughed when I heard this line, by a fellow in IT, in a movie I recently watched. “Field gets the glory, support gets the job done.” Hilarious as I found it, it’s a source of irritation and conflict in many businesses, and the cause of

Read More
Stay ahead in a rapidly changing world with Lend Me Your Ears. It’s Free! Most sales newsletters offer tips on “What” to do. But, rarely do they provide insight on exactly “How” to do it. Without the “How” newsletters are a waste of time.