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Pondspectives with Mike
Tuesday, Jan. 3, 2012, 9 p.m. EST
Distinctions Increase Pay in the Pond World
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By Mike Garcia
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| Your paycheck is directly affected by how many distinctions you point out to potential clients. | When you answer your business phone or return calls, the more questions you ask and the more distinctions you make the more money you will make. People turn to pond and water garden professionals to be the artists and the problem solvers.
Recently I was sitting in the office doing the dreaded paperwork to keep business running smoothly when the phone rang. I answered and a lady asked if I install electric fences around koi ponds. I answered her, and then I asked, "What is your goal in installing this type of fence?"
She was horrified to find that a raccoon ate five of her largest koi. At that point, I could have made an appointment to come out and give her an estimate. I did not.
I asked another question: "How deep is your pond?" She replied, “20 inches.” I asked if she read up on the Internet about koi ponds and water depth. She had, and she concluded that liner koi ponds are not the way to go, concrete was the best and this was just too expensive.
I asked, “Who told you that liner ponds do not work?” She said, “The guys that recommend concrete.”
I gave her some homework and asked her to take a look at the photos on my Facebook page. We made an appointment for her and her husband to come to my house during the evening hours in the next week. Not only will they see my koi pond in action and my 50-plus koi, but they will see my low-voltage lighting system.
A pond contractor must wear many hats, and you have ONE chance to make a quality first impression. Your paycheck is directly proportionate to how many distinctions you point out to your client. How many distinctions do you make when speaking with potential clients?
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