Un sistema de tratamiento del agua seguro y fiable es una inversión importante. Por lo tanto, es esencial educar a los clientes para que puedan tomar la decisión correcta conforme a sus necesidades. Pero tomarse el tiempo necesario para explicar de forma adecuada tu recomendación hace más que eso. “Puede ayudar a generar confianza en tu marca”, afirma Ron Pertl, vicepresidente sénior y jefe de Ventas y Marketing y de Desarrollo Empresarial de Aqua Finance.
Ron, con más de 30 años en la industria, aporta un gran caudal de conocimiento y experiencia para ayudar a los distribuidores de tratamiento del agua a desarrollar sus negocios. Hace poco, nos reunimos con él y le pedimos que compartiera algunos consejos para el año que comienza:
What is one of the most important issues water treatment dealers need to explain to customers?
One of the key things water treatment dealers need to explain to customers is the difference between a point of entry and a point of use solution. As a point of entry system is installed where water enters a home, it needs to deliver better water throughout a home. That means it needs to address all issues – such as iron, sediment, sulfur, and chlorine – for both drinking and washing. A point of use system needs to only target certain issues at a specific location. For example, it may be installed in the kitchen to purify water for drinking or in a basement to soften water for laundry. It’s important for dealers to understand and be able to explain these various water treatment options and solutions to customers. While each system comes with its own benefits, if high purity water is not required throughout the home, a point of use system may provide some customers with a more affordable option.
What do you see as one of the biggest challenges facing the industry in 2023?
Proper training is essential to ensure your sales team understands how to explain the specific health benefits that a water treatment system can provide. Selling water treatment is different from selling other consumer products. You are coming into someone’s home to advise them on something that could impact their health, and one of the biggest challenges is building trust. Ensuring your team has the training to identify the issues and advise your customers on the appropriate treatment will help to build long-term trust.
How can educating customers result in better decision making?
Educating customers both on water treatment solutions and financing options can help ensure they choose the best product for their unique situation. For example, when proposing the best product for a customer’s needs, there’s an opportunity for dealers to educate them on the various product options from good to better to best. By explaining the different product options, a customer may end up choosing a better solution for their needs.
Why should education be a key focus for dealers in 2023?
Focusing on education in 2023 is a win-win for both dealers and customers. It ensures your sales team has the confidence and professionalism they need to clearly convey the right information and to advise customers on the best solutions. This will, in turn, have a positive long-term impact both on building your brand and increasing your sales.
To learn more about how Aqua can help advance your business, contact us today at:
800-234-3663, option 4, ext. 6094
[email protected]
