Читать книгу Pricing Strategies for Small Business - Andrew Gregson - Страница 15

Plumbers have a bad, perhaps unearned, reputation for being slovenly and unreliable. But in the middle 1990s in Richmond, British Columbia, I came across a fellow who helped me with a toilet problem that arose after a visit from small members of the family, and was ultimately caused by the unauthorized presence of a toothbrush stuck in the toilet.

I had a very narrow window of opportunity, so Bob the plumber had to arrive at my house at 7:00 a.m. I would be away and my wife would have to let this stranger into our house at that early hour.

At precisely 7:00 a.m., Bob arrived and rang the doorbell. Bob was dressed in clean, pressed white overalls and presented his business card to my wife as she opened the door. When he finished fixing the toilet, he used his wet-dry vacuum to clean up the inevitable water spill and left a bill for me to pay.

Bob’s Plumbing got a great review from my wife who proceeded to tell others about his services. How else could he stand out from the crowd? Wearing white overalls! Presenting a business card! Cleaning up all the water spills! Bob added value to his service, which in turn earned him valuable word-of-mouth promotion and the opportunity to further his business.