The power of persuasion is not necessarily your ability to convince a client to hire your company or do a certain job. Certainly that's part of it, but the ability to persuade is based largely on the information on which you base your bids, and your ability to convey that information to your clients so they can make the best purchasing decision possible. Your presentation, the manner in which you present yourself, and your "sales pitch" are all important, but what you teach your customer helps develop trust and can help your customer better evaluate competing bids. This issue presents ideal examples of how what you know, and what you teach your clients, can pave the way for your success.
First off is coverage of a sweeper-focused seminar at last December's National Pavement Expo West. The article, "Sweeping Away Pollution," page 16, outlines the current status of storm water regulations, and Terri Svetich explains why it's important for sweepers to know the regulations and how sweeping fits in with them. As Svetich told contract sweepers, construction contractors and industrial operations are more likely to hire a sweeping company that can help them comply with EPA regulations than a sweeper who is ignorant of the rules.
Another instance where educating the client can mean success for the contractor is analyzed in "Pothole Repair or Pavement Restoration," page 22. The article points out that while there are a number of ways to repair a pothole or damaged pavement, selecting the "best" repair approach needs to be based on a variety of factors. Only contractors who understand how and why a pavement deteriorates and who can apply that understanding to each client's pavement can recommend appropriate repair or maintenance solutions. And it is your insights, based on your knowledge, that will successfully direct property manager or municipal customers to the "correct" and most cost-effective repair.
Your true power of persuasion lies in your expertise. Education is they key, and the better educated you and your crew are, the better informed you can make your clients. They then can make better decisions, they will be happier with the work you perform, and they are more likely to invite you to bid on additional work.
