How to sell leak-control technologies
Despite the current political discourse about facts and leaks, for the plumbing industry, the fact is leaks are big business. And leak-detection and leak-control technologies stand to amplify revenue for every plumber who embraces them. Let’s break down why your business needs to capitalize on this opportunity and how it will benefit both you and your customer.
New leak-control technologies
New technologies are being incorporated into U.S. homes at unprecedented speed. These products claim to make our lives easier, keep us better informed and guard our safety. Tech is a primary driver for business growth in today’s economy. But most of the plumbing industry is currently missing out on tech innovations, including leak-control systems. And, without embracing it, plumbers may be sidestepped altogether by inferior DIY solutions or by one of their professional competitors.
As we all know, plumbing leaks are rampant. According to a U.S. Housing study, one in 12 homes experience an interior water leak annually. That’s 10 million households each year. Yet a recent survey conducted by FloLogic reveals that more than 93% of plumbing professionals have limited or no experience with flow-based leak-detection systems that include water shutoff. The numbers spell a clear missed opportunity by most.
Plumbers who have embraced flow-based leak control technologies realize that the products drive business revenue similar to water heaters through both sales and installation of devices. But, unlike water heaters, this technology enhances lifetime customer value, as the system reveals all leaks in real time.
Leaks that would otherwise go down the drain unnoticed, as well as those that would cause catastrophic damage, are all flagged and stopped. The property owner gets notified. Plumbers who install these systems get called back to fix leaks before they’re allowed to destroy the client’s precious property or waste water. Everybody wins.
Like water heaters, leak control is easy to sell to those who have felt the pain. No one will accept a cold shower or leaking water heater. Similarly, no one wants their property destroyed by a leak. But instead of simply fixing the source of the problem on leak repair calls, plumbers need to actively sell prevention to those property owners who’ve had leaks. The clients are primed to invest in prevention at the moment of experiencing the pain of water damage.
Knowledge is power. Plumbers should know the benefits of systems providing leak detection with shutoff and recommend them confidently. With the average installation time of 2-3 hours, the FloLogic System is installed in the main supply line and uses flow-sensing technology to detect leaks as slow as one drop per second and automatically closes a ball valve upon detection to prevent property damage.
This integrated system differs from the moisture-sensing alarms without water shutoff that are becoming common in security system packages and as standalone DIY products in the smart home/Internet of Things boom. DIY moisture sensors may sound a local alarm or notify your smartphone if they get wet, but they don’t stop the leak. And they don’t catch leaks that don’t produce water at their specific location. And, most notably, these DIY products don’t benefit the plumbing industry as do systems that include automatic water shutoff.
Selling leak prevention
Here’s how you can effectively sell leak control to your clients:
Show empathy. Empathize with your clients who have experienced leaks. And for those who haven’t, share your own experiences about clients who’ve experienced leak damage. When they know you genuinely care about their property, they’ll be attuned to your recommendation for protecting it.
Share knowledge. Odds are your client has never heard of leak-detection systems that turn off the water. Educate them, but keep it simple.At FloLogic, we break it down like this: Typical water use has defined start and stop points. Leaks are constant. Products like ours recognize continuous water flow anywhere throughout a plumbing supply and automatically stops the water to prevent waste and property damage.
Talk financial benefit. More insurance companies are offering discounts on home insurance premiums for leak control devices that include shutoff. That’s because water losses cost the insurance industry $10 billion per year, according the Insurance Information Institute. Everyone has heard the anecdote about an ounce of prevention being worth a pound of cure, but most don’t realize this rule applies to plumbing systems. Also, remind them that the avoidance of one deductible following a loss could more than pay for the system.
Partner with manufacturers. We are in this together. Manufacturers have a host of information about the benefits of leak control on their websites. Encourage your clients to take others’ words for it if they need more convincing. Also, don’t fret about tech support. Manufacturers have resources dedicated to answering customer questions if any arise after their system is installed.