Talking to old vets of the industry can sometimes leave you to believe there’s not much to the job. Situations that make you & I pull our hair out in frustration don’t seem to move them. Setbacks and pest problems that cause us sleepless nights do not haunt their dreams. And while we sweat each and every account and the many challenges of the route, they just seem to roll their eyes, chuckle a bit and move ahead on the solid road they have built over the many years of their experience.
So what is the difference? They were rookies once and wet behind the ears, their routes were at one time fragile and the same fears and doubts plagued them too. But here they are where you want to be. So how do you get there too?
One word- Wisdom. Now before you get all disappointed because you’ve only been around a short time let me tell you. Wisdom does not necessarily have to come with age. Simply defined, wisdom is “Knowledge Applied.” So regardless if you have a ton of knowledge or just a little bit for now, anyone in pest control can operate wisdom and I’ve got a quick way to get you started.
Well, I guess I could write a whole book about it (hey-I did that already) but I know pest control is a fast paced business and so I figure why not just put out a few of my favorite quotes, tips or bits of advice I’ve heard over the years and see if at least one or two of em might just be able to help you.
While these snippets aren’t magical keys that’ll ‘poof’ you into success, the following are great insights from those who’ve gone before have learned (the hard way for most) and have served me well.
*All the training in the world and all the best equipment is no guarantee for a successful route. Some of the smartest and most well equipped people I know in the bug world couldn’t keep a route going for more than a month. (that’s why God made managers 😉
*We don’t sell pest control, we sell security. (on sales)
*Anyone can get rid of 95% of a german roach infestation, only a pro can rid you of the last 5. (on service)
*Every account has a life. Do what you can to extend it but one day, it will pass on. (on cancellations)
*My job doesn’t start until my prospect says no. (on sales)
*Pest control is a complaint business, learn that now and you may last awhile. (on service)
*The last “ball park” went for $85 million, I think that’s a good place to start. (when asked for ‘ball park’ pricing)
*Start with a positive ID, then figure up the price. (on sales)
*Your lack of sanitation does not equal my using more chemicals. (on service)
*They’re ‘your termites.’ (on angry home sellers when you’ve found termites and you’re blamed for them having to spend $$)
*No matter how bright your flashlight is, the client will always tell you where the light switch is. (on service)
*Spend your first few weeks in your new business trying to sell all your friends and relatives. It’s a good way to get used to hearing “NO” in a lot of creative ways. (on sales)
*If you tend to be the smartest guy in the room all the time-step outside and talk through the door, people get annoyed with ‘that guy.’ (on customer relations)
*When a person says ‘no’ to my service-they really mean ‘know’, so I just start again and give them the knowledge they need to say yes to the sale. (on sales)
*If word of mouth is the best advertising, why aren’t you learning all you can about the subject? (on referrals)
*So you only want to buy service from a Big National Company- does that mean you only eat at McDonalds? (on objections)
*Your truck is a reflection of your service. (on appearance)
*Maybe it’s a “YOU” problem. (on obnoxious clients)
*It’s called ‘Pest Control’ not elimination. (on complaints)
*Not everyone can be the exception to the rule-stop chasing (catering to) the exceptions. (on wise time management)
*Who made up the 30 day pay rule? It’s your company, set it up the way you want. (on policies)
*Every stage of growth has a new set of challenges– (problems) be prepared for success, look ahead and plan. (on company growth)
*If safety isn’t first, it may be you won’t last. (on safety)
*You may know the road-but you don’t know what’s in the road (on safe driving)
*Pest control is a profession, act accordingly. (on customer relations)