18. Follow-Through, Credibility, and Client Connection with Ian Belderes
What does it take to follow through effectively? Is getting a discount a good way to build your value with a potential client? In this episode, we meet with Ian Balderas as we discuss follow through, maintaining and building your value with your prospect, and establishing credibility. Stay Tuned
Eric Beels:Hello everyone! Welcome to the Business Boost Hour Podcast. My name is Eric Beels, the Vice President of BNI Escondido.
Crystal Privett:And my name is Crystal Privett, President of BNI, and welcome to the Single CEU podcast. Today, we have Ian Balderas. Thanks for joining us today, Ian.
Ian Belderes:Thank you for having me.
Ian Belderes:So, Ian, let's let's kinda just start off. Like, tell us a little bit about who you are and and what you do and how long you've been in in the chapter.
Ian Belderes:I've been in the chapter since, I think it was the beginning of 2018. Mhmm. So that's now going on over 4 years. Mhmm. And, I am the flooring contractor in the group.
Eric Beels:Mhmm.
Ian Belderes:Been with the current company for about 6 months now, which has been a change, into the commercial sector, whereas before I was in residential. Mhmm. So that's been my history in the flooring. And before that, I to back up, I was raised in Southern California, Carlsbad, actually. Mhmm. And
Ian Belderes:then I went to school in Santa Barbara, got my degree at UC Santa Barbara in statistical science, went into finance, got my MBA down at San Diego State, and, and then made a career change in 2016 and entered the flooring industry.
Eric Beels:Mhmm.
Eric Beels:Nice. And so so today, our, topic that we discussed that we wanted to kind of kinda go over was follow through. And so what does that what does that mean, mean exactly to you and, follow through? Like, what's what what does that look like?
Ian Belderes:For me, that means, doing what you say you're gonna do. Mhmm. I think that it's really important to be accountable for what you say and hold true to your word. And I think that many people in the industry, both for on the contracting side and other industries as well, you're already ahead of the game if you just return phone calls and follow through with what you say. You know you know that the customer is not gonna like what you have to say, just following through and and communicating.
Eric Beels:Mhmm.
Eric Beels:Well, in those instances, I think sometimes it's it's a kind of
Eric Beels:bit of, like, you know, it
Eric Beels:can be, like, ripping a Band Aid off sometimes when you know maybe it's kind of a kind of a Sticky conversation. Yeah. Sticky conversation or maybe a maybe a tough tough call that you you have to do. But, like, I I guess when you kind of don't do that, you kind of are just delaying the inevitable, which is then gonna kinda just really make things worse,
Crystal Privett:I guess. Right?
Ian Belderes:I'm finally worse. Yes.
Eric Beels:Yeah. Yeah. And I think, you know, you're in the, the the contracting space. Yes. So so follow you know, I know what's interesting kind of about that is people in their that are living in their in their in their space, they're kinda see it all the time.
Eric Beels:And I I imagine it's kind of more of a more of a pain point, especially if they have, like, in your case, ruined floors or something like that that need to be updated and whatnot. It's more more of a more of a pain point, and so it's gonna stick out more more, to them. So when you follow through with with people, what is that, what what does that look like, for you?
Ian Belderes:Showing up on time.
Eric Beels:Mhmm.
Ian Belderes:And, you know, I I may be very busy or I may not be busy at that time, but, you know, I'll I'll give them an estimated time when they can expect my bid, my quote. And, you know, I you know, if I say I'm gonna get to it in 24 hours, I usually get to it in 24 hours.
Eric Beels:Mhmm.
Ian Belderes:If it's, if I know I'm gonna be busy or I'm gonna be gone for the weekend, then I'll say, hey. I'll get to you on Monday.
Eric Beels:Mhmm.
Ian Belderes:Just just fulfilling your expectations of what you say is, most important. I think that really increases your credibility with the with the customer, and, they can that, they'll trust.
Eric Beels:Yeah. Well, set sending those right the right expectations. And, yeah, I know I know we've kinda we talked about this before too and and, like, with we actually even in the BI chapter 2 is setting those right expectations for, like, newer members and such as well too. I think it's kind of, there's a certain similarity, with that. And, you know, if we if you set the wrong ex expectations, then you're just you're you're opening you're opening yourself up to kind of pissing people off and such too.
Eric Beels:Right? And which which is then becomes detrimental for your your own your own credibility.
Ian Belderes:Absolutely. Underpromising and over and delivering is is a big thing as well. So when you when you say you're gonna get something done in 2 days and the customer's expectation is it's to be done in 2 days, so I always like to throw a day or 2 buffer on it when I'm talking about installations. That way, when it's done early, they're pleasantly surprised versus, like, trying to please them upfront by saying, hey. It's gonna be done.
Ian Belderes:I get this done in one day or 2 days, but really in my mind, I know that might be taking 3 days. I I would never do that. I always just say
Eric Beels:Just say 3 or 4 days, and you really know and you're right. Like, that's just like the the the the 5% of, you know, situations where it actually maybe does take longer.
Crystal Privett:Construction can sometimes cost more, take longer. So adding in that buffer just kinda saves the client from feeling like you're falling behind. Yeah. And even if I say, oh, it's gonna be done like 3 or 4 days. For whatever reason, that 3 days sticks in their head. So
Ian Belderes:Yeah. And then
Ian Belderes:when the execution of the project goes down, they always say, hey. You said this would be done in 3 days. Well, now I said 3 to 4. But anyway, so I always try to on the size of going over. That way, they're pleasantly surprised when it's done early.
Crystal Privett:have a question. What do you think the difference is between follow-up and follow through?
Ian Belderes:Follow through, I think, would be your own acts. Following up would just be communication, I think, would be my definition of the 2.
Eric Beels:Yeah. I guess I would yeah. I think, yeah, follow-up is is more just like you kind of maintaining that connection, I guess. And then following through is you actually have a commitment that you've that you've that you've promised that person, and so you're delivering on this.
Crystal Privett:The more action based than verbal. Yeah.
Eric Beels:That's that I think that's that's the difference. That's what sounds like is is the difference. Absolutely.
Ian Belderes:Yeah. You put yourself on a commitment to do something on a deadline or whatever it may be, but it's it's your actions that is the gonna be the follow through.
Crystal Privett:And kind of a standard that you keep for yourself. Yeah.
Eric Beels:Yeah. Yeah. Maintaining that that that that standard. And, you know, you you mentioned something that people it sticks out to people like the you know, you say 3 to 4 days, and then people just hear 3 days. And I'm wondering, like, is it better to just not even give a range?
Eric Beels:Because they're always gonna look at whatever is gonna be more in their favor, whether it's faster or cheaper or whatever. Is it better to kind of just, like, stick to the high range and maybe just say, like, oh, at most, it'll cost this? And then don't even say a range, and maybe the and then then they just hear that. Or
Crystal Privett:Well, then they it's harder to set the expectation if they have less information. I think I think probably the communication when it's your house and you have, you know, things you have to plan if you can't be there or if you have to coordinate animals. It does probably make a difference. What's your input?
Ian Belderes:It it does make a a difference. Absolutely. And, it's always good to give the range because there is a lot of things that could come up in the process that could delay it or make it go quicker. Just as an example, like, if we do demo work on the on the job. Sometimes style or wood is very easy to get up.
Ian Belderes:Mhmm. Sometimes it's very difficult. It could take an extra day or 2. So I think it's always really important to at least include the range. But, again, I always just kinda on the side of overestimating than than under because, of course, everyone wants to hear that it can be done in lesser time.
Ian Belderes:You know, it's less disruption in their life and their house, but, it's just not realistic to give them that expectation. Yeah.
Crystal Privett:And you don't want them to be upset by not making that. So that's over under committing and overachieving is definitely probably a better Yes. Result.
Ian Belderes:Absolutely. Yeah.
Eric Beels:Yeah. And I, I wonder, like, in in a I wonder if we're saying things in in in BNI too, like, in our chapters that, nothing's coming to mind right now, but, but, like, that that might be setting that sets the because it's easy to set the wrong wrong expectations for people in chapters. Mhmm.
Crystal Privett:And Especially when you're not focused on it. Like, I feel like our chapter is kind of really focusing on not, like, having any blind spots. But when you're not focusing on it, then that's when they kinda creep up on you.
Ian Belderes:Yeah.
Crystal Privett:But we're we're putting pretty, we're putting a lot of effort into making sure there's, like, diversity and make sure, like, we're building up people that are kind of struggling to get everyone in the green. But there's a lot of parts and components just like a job. Like like there's the contractors, there's the parts and materials. There's a lot of variables that happen. So I could see why that it would you would need a little bit of a range.
Crystal Privett:But for b and I, I guess, our range is kind of weekly because we get to recheck back in with each other, so regularly. Like we you said before, if we were to meet once a month, there wouldn't it wouldn't be as consistent and able to, like, maintain that standard. But since we are there so regularly, we can check-in with one another. I think that's really beneficial.
Eric Beels:Mhmm. Mhmm. So
Eric Beels:When following through, sometimes you can have a lot of a lot of different, people you're kinda trying to follow through with. Yes. Do you have any, like, things that you do to kinda make sure you don't drop the ball on anything? Absolutely. Well, if you wanna expand on that, what that kinda, like, looks like?
Eric Beels:Because that's that's that's oftentimes have been my has been my kind of, like, fear in the past sometimes because, I mean, I'm an I'm an organization person, but I also feel like I can, if I get overwhelmed, I tend to freeze up. I tend to play there's too many kind of commitments and such too. So what do you do kinda kinda help with that?
Ian Belderes:The phone. Putting your reminders in your phone. Putting it in the calendar. If, a client calls and I need to make an appointment, I don't commit to anything until I look at my phone and see what's on the calendar for that day. And then if they commit, then that's going right in my phone and locking it in with an alert, You know, maybe one day ahead of time, maybe 2 hours ahead of time for the appointment.
Ian Belderes:And that always keeps me free straight. I I rarely rarely have ever dropped the ball when it's gone in my phone. So that's kinda like my go to, and I would be really in a bad place if I lost my phone.
Eric Beels:Yeah. Really just kinda and then and then kinda, I guess, really really kind of, I guess, keeping that that checklist and and kind of, like, making sure and and setting the, do you set reminders to kinda help with that too?
Ian Belderes:Yeah. Yeah. Absolutely. Mhmm. Yeah.
Ian Belderes:That's what I mean by the alerts is just your reminders, a couple days before it's due or, you know, certain deadlines and points of the process that need to be addressed throughout the process of, installation or sales and
Crystal Privett:Mhmm. Like personal accountability. Mhmm. But the reminders because we it's a good point because people get so busy that, if we don't put ourselves little reminders, then sometimes it's hard to circle back. I know some people will do things right away, like putting it in their phone instantly.
Eric Beels:So Yeah. What other tips do you have for That's been my habit is kinda putting
Eric Beels:in the phone. That's one of the reasons that there's a calendar scheduler actually too because it's like I
Crystal Privett:Up of mind? Yeah.
Eric Beels:I mean, it it it it it's I found that if I, like, don't kinda get to it right away sometimes it can be my my my Kryptonite a little bit, though, where it's like, I need to focus on something else, and I can't do that right then and there. But, like, it's the so I use the account a calendar system to kinda help with reminders and such. Well, most of it's for myself, honestly. But, but, yeah. For me, account the calendar is, like, like, runs my life, essentially.
Eric Beels:If it's not on the calendar, it's, like, not happening. Whatever whatever it is. So if it's a meeting or Yeah. Or or whatever. Sometimes there's, like, projects, though.
Eric Beels:It's not really a calendar applicable thing for me.
Crystal Privett:Wait till fatherhood hits. Yeah.
Eric Beels:I know.
Crystal Privett:We'll be cheering for you and your calendar, Eric.
Eric Beels:Yeah. I know. I ain't
Eric Beels:gonna have to, like, you know, step that up a little bit and kind of, figure out. So do you have anything that you do that's, like, maybe it's not not a calendar applicable thing, or maybe it is. Maybe I'm just not using my calendar properly.
Crystal Privett:Advice or tips or tricks that you wanna share with the audience? It's follow through is really important.
Ian Belderes:It it is. And, you know, so you mentioned about getting to something right away if if you have the ability to. And and for my industry, it's it's it's a lengthy process, you know, from start to finish, and there's steps along the way. And I will put each step in my calendar of what needs to be done on which part of the day, and some things that may come later in the project are dependent on something that happens earlier in the project. So I'll just again, set reminders.
Ian Belderes:Mhmm. Hey. The carpet's supposed to get in the state. Now I can schedule it, or now I can reach out to the installer. I can do a job walk on it, and there's just different steps are just dependent on the previous step.
Ian Belderes:So it's like I said, it's just really important to really know those different steps and be able to put them in your calendar to remind yourself.
Crystal Privett:Anne told us about how she does this program where it's 12 weeks where she works really hard and then takes 1 week off. Do you have anything that you use in your life to set a boundary or to support your mental health? Because if you're setting all of these reminders and all of these things in your calendar, do you have, like, a specific time you shut stuff off? Are you always available? How do you operate?
Ian Belderes:I am always available, but pretty much at the end of the day when I go home, that's I don't wanna say mentally check out, but that's kinda that's my personal time.
Eric Beels:I should
Eric Beels:actually call you at 2 AM.
Ian Belderes:You can. Like I said, I'm always available. And and and things
Ian Belderes:come up, and I'm happy to address those things. And and and if it is after hours, that's those are the times I actually do you know, I would forget. So it's really important to put it, again, put it in your phone. Mhmm.
Ian Belderes:I'm
Ian Belderes:talking to someone. If a customer does call me in the evening hours with questions or a concern of some sort, then I'll I'll reach out back to them and address it and then put in my phone for a follow-up in the morning.
Crystal Privett:I'll set a reminder for 2 AM to call you.
Ian Belderes:We can. We can.
Eric Beels:I think, you know, I was kinda thinking about it. Sometimes the hardest ones to kind of, like, follow fall I guess, people, because you're always following through with a person in some way. Mhmm. The the hardest people I found to follow through with are the ones that are actively, like, ghosting me.
Crystal Privett:Mhmm.
Eric Beels:That, like, just don't respond back to anything. Because in my head, what and and I'm sure there's much better ways I could I could be doing this, but, like, I'll send an email or a text message. And in my head, I'm like, okay. Once they get back, that'll be my reminder. And then, like, they don't respond back.
Eric Beels:And then I'm just like and then I'm like, I feel like I'm forgetting something. And then I'm like I'm like, wait. I didn't hear back from that person. Like, it's been, like, weeks or something like that. And I'm just like, oh, right.
Eric Beels:Because if they don't respond back to me, then I don't get the reminder. And so, do you do you do you put in, like, your calendar, like, if you're fall so you look because, like, in your case, you gotta get in people's houses. Right? Yeah. So, you know, you you have to connect with them to to get in their in their their, you know, to be part of your follow through is kind of a follow-up, I think, at times.
Eric Beels:And, like, do you put in your calendar or or have a a, a way to remind yourself to kind of follow through with these with people that just are completely disappearing?
Ian Belderes:Yes and no. I need to get better at that, actually, but nothing's more frustrating than, you know, putting a bunch of time and effort into putting a proposal together, emailing it off to him, follow-up with a text, phone call, say, hey. Check your email. See if you have any questions. Let's go over it together.
Ian Belderes:And like I said, do you get ghosted?
Eric Beels:Mhmm.
Ian Belderes:And that's it I'm very surprised at how much that happens.
Eric Beels:I know. I've had people pay me. I've had people pay me money and then and then ghost me. Wow. And then I'm just like, am I a scammer?
Eric Beels:What's happening right now? Wait a second. It's so weird. I know. And I'm and I'm, like, super confused because I'm just, like, why are you guys, like, you know, why like, I'm we're trying we're calling, we're, like, emailing, and, like, just nothing.
Eric Beels:And then it's not until, like, 15th email or call that finally, you know, I hear back and, like and that's always kind of been a, you know, a shock to me when that's when that's kind of happened. And, you know, so I mean, people kind of do that regardless, which I I hate that because it may I feel like it's gonna affect my credibility.
Crystal Privett:Do you guys think that there's anything that we could do to prevent that more, or, like, to make sure that doesn't happen? Do you think communication's the key on that, like, setting expectations? What do you or maybe is it they're just life experiences or the bad timing?
Ian Belderes:Well, for me, I think that a lot of times I might fire off a bid, and more often than not, they always say, oh, it's way more than I expected. And, I feel that sometimes when I don't hear back from the customer and I've continued to reach out more than a few times, that they're almost upset that I gave them, like, a high price or they think that maybe I'm trying to gouge them or I don't know. I'm not quite sure what goes on their head because sometimes they don't even get back to me at all. And, despite numerous attempts to follow-up, you know, maybe the next day, 3 days afterwards, maybe a week later after that. And if I reach out three times.
Ian Belderes:I typically don't keep pounding them. Yeah. You know, they they That's
Crystal Privett:your boundary. Yeah.
Ian Belderes:Yeah. They they've probably found some other bids. Maybe they chose to go to someone else or they, quote, chose to go in a different direction. I've heard that one a lot. So Mhmm.
Ian Belderes:But, you know, you win some, you lose some. It's it's all good.
Eric Beels:So what do you so so yeah. So you eventually just kind of, like,
Crystal Privett:Continue to follow-up until the 3rd time.
Ian Belderes:Yeah. That's simply when I do Yeah. Give up.
Eric Beels:Right. And and and and, because sometimes, you know, those people cannot actually be the the total time suck too. Right? Because you're you're you're almost kind of, like, stressed out a little bit, where it's like, I you know, you you you want to win their bid, but, they're not getting back to you or they're like especially if they're on the maybe somebody's on the foot. What about somebody who's kind of, like like, on the fence but not quite pulling the trigger?
Eric Beels:Like, you're following through with them, and they're maybe they are responding, but they're just, like, constantly there's there's Stringing you along
Crystal Privett:kind of.
Eric Beels:Like, doing dangling a carrot in front of you. Right?
Ian Belderes:You know, on on for the customer side, I can understand there's a lot of misinformation out there. So, you know, I might say something or present something to them that they might not fully understand. And so they're off doing their own research trying to figure it out for themselves, which is fine. I'm I'm great that the customer tries to educate themselves, but I would always appreciate them coming back to me and saying, well, hey. I I heard this over here at this place.
Ian Belderes:You know, could you clarify your point of view on it? And that that that's great. Then it opens up the door for more communication and, and it gives me a chance to explain myself. So I I value that. Mhmm.
Ian Belderes:When customers do get back to you with questions, that's a good thing. Mhmm. But
Crystal Privett:I wonder how that will shift as you're going more from, residential to commercial if there'll be a difference in the response because, I mean, it's all based on need. Right? People who call you are looking for flooring. So, if a need is more, commercial versus residential, I wonder if that would make a different impact.
Ian Belderes:Obviously, the the residential customer is much more, involved Yeah. And and invested into what they're putting into their home. So they're the ones that are doing the more leg the more legwork to try to figure out what's best for them or maybe something I suggested something different than what they had originally thought Mhmm. Would be best for them. So, again, that's goes back to me, you know, as part of my role is just to educate the customer about what's best in terms of flooring.
Crystal Privett:Mhmm. How could an, someone that's considering flooring do you have, like what would the best way for someone to become educated be? Do you guys offer Talk
Ian Belderes:to a professional. Okay. Don't go online.
Crystal Privett:Yeah. That's a good idea.
Ian Belderes:There is so much information that's either outdated, old, just straight up wrong.
Eric Beels:Mhmm.
Ian Belderes:And and it just it's overwhelming. I mean, we've all gotten down the rabbit hole of trying to figure something out online, and you just get frustrated and throw in the towel because there's just too much stuff out there. So it's always best to communicate with the professional directly Mhmm. At least kinda streamline your questions if you you do have questions and concerns.
Eric Beels:One thing so one thing I I'm thinking about is on with with on the it's it's kinda crossing lines with follow-up with with follow-up, and we kinda talked a little bit about the difference differences, on that is and and and, what I'm thinking of is, do you have any, like, like, if if if someone's kind of, like, stringing you along or you're you're trying to follow follow-up with them, it would kinda cross lines and to follow-up a little bit here on this. But, do you have any kind of incentives that's kind of, like, you know, speed up that process a little bit so you don't hang in there, too long? Because I'm actually curious on what both of you guys' opinion on this, but I've seen some people and I've experimented with this, and I don't I don't know how I I I I feel about it where it's like you do some kind of, like, you know, your your your first or second meeting, you, you know, give a discount but only at that time Mhmm. Or have some kind of some kind of incentive. What are you guys' thoughts on doing those things to kinda speed up that process a little bit?
Eric Beels:Because sometimes it can be a it'll be a it can be a chore, I think, sometimes.
Eric Beels:So I
Ian Belderes:don't, I don't try to speed up the customer. I mean, I of course, I'd like to get things going. That's just me personally, but I understand on the other side that, you know, one is a lot of money. They probably saved up, and they just wanna make sure that they're making the right choice. And so I don't wanna rush them.
Eric Beels:Mhmm.
Ian Belderes:I feel it's just you know, that's kinda going against the lines of, you know, high pressure sales.
Eric Beels:Mhmm. Mhmm.
Ian Belderes:And that's that's not me.
Eric Beels:Mhmm.
Ian Belderes:I want them to be fully comfortable with the decision that they make and that they feel educated on what they're what they're purchasing.
Eric Beels:Mhmm.
Crystal Privett:And because there are a lot different materials out there, I know you just did a a job for me where we were able to put in some, new flooring, and there are so many options that weren't available in the past that, for me, I I got to be a part of your group. So I got to learn about, like, the the how laminate has changed and how there's different materials that I probably wouldn't have learned about in unless I knew you in BNI. Do you do any, like, workshops or, do you have education about, like, your different products on your website? How would someone, if they were just, like, interested in learning a little bit more about what you offer, how would they kinda dive into that?
Ian Belderes:Our website is very good. It does go through all the different services that we offer. It goes over some products, but it's it's very basic and in general. And I think that someone's really looking into getting new flooring that, you know, again, just reach out and talk to someone directly Mhmm. Is the best way to do it.
Eric Beels:And, well, so I wanna hear your thoughts on the other thing, though, Crystal. We kinda kinda skipped that. What is your thoughts on kind of, like, I don't know, doing, like
Crystal Privett:Like a promotional type, to kind of incentivize?
Eric Beels:Yeah. But, like, unique to, like, that individual to kind of because it's like I've I've kind of see you know, heard heard it kind of kind of both ways. On one hand, you wanna kind of, like
Crystal Privett:Maintain. Get
Eric Beels:a get a sale quicker, get something done kind of, you know, one step faster without something drawing too much. At the same time, that you don't, you know, I don't think it's good to be, like, too too much pressure either too. Right?
Crystal Privett:So Well, being in the mental health space is a little bit probably different because, like, Ian, I'm not going to rush anyone and I if they come to me, that's definitely different. But sometimes I would say, sometimes people are wanting the help and aren't quite ready. And my services are obviously a little less expensive than what Ian has, but I will oftentimes gives people like a a small discount for their first session because it what I do is so unique that they don't really comprehend it unless you've really experienced it. But I also try to keep a high standard where I don't give everyone a discount because then I can't profit and I won't make money and I need to keep some kind of maintain, standards so that I can still give back to more people. So I see both sides of it.
Crystal Privett:Sometimes I'll run specials or offers, but I try for the most part to maintain, my standard. But at the same time, everyone's a unique person and a unique, relationship. So if someone needs that support that wouldn't get it unless I were to offer them a discount, I'm definitely more willing to lean towards giving, some kind of relief or support.
Eric Beels:Yeah.
Crystal Privett:That's just in my my experience in my particular job.
Ian Belderes:Mhmm. Something that's always really been a pet peeve of mine is going to buy a new car or used car. And you get to dealerships, and you you know that you can haggle the price down a little bit. Right? Mhmm.
Ian Belderes:And that's just I almost feel it's, almost a little dishonest
Ian Belderes:that,
Ian Belderes:like, they're not giving you the best price upfront. So I don't give discounts because when I give you a bid, it's gonna be that's the price. That's the best price I can offer, and that's what's gonna be covering the company overhead. And so it's gonna provide a living for me and, you know, then the customer should should be happy.
Eric Beels:And That's a very that's a really good, perspective on that actually too because they so yeah. Because what you're saying is that, like, oh, if I have to haggle, it means you're not giving me the best the best price, initially.
Ian Belderes:Yeah.
Eric Beels:And so it's kind of like, okay. Do I really trust you now and whatnot? And and I'm not yeah. I'm not a I've never really been big on haggling or anything like that. It's and, I I don't know.
Eric Beels:Because I just yeah. It just is kind of kinda scummy a little bit, I guess.
Ian Belderes:Cheesy. Cheesy sales.
Eric Beels:Because you're right. You you brought up with
Crystal Privett:It's not authentic for sure.
Eric Beels:Authentic, and you you're right though. It's it it, you know, gives the best price initially. That's gonna you're just gonna say profitable. And I guess that's I guess that's the thing if you do, like, discounts, in a sense, it can kind of cheapen things. Right?
Crystal Privett:Yeah. And then then the next time they come and they're not getting a discount, then they feel like they're not getting the same value, but you're actually giving them more value because they wouldn't have received the
Eric Beels:Mhmm.
Crystal Privett:It kind of feeds into itself, but it really depends. Like for me, I I prefer not to give discounts, but also at the same time, I I sometimes do because if someone's if finances are what's standing between someone and their mental health, sometimes it's my heart, not my business that drives me to kinda help other people. But I absolutely agree with what Ian says of maintaining especially with a service space, and and when you're dealing with products. Like, the price of the material is not going to change with whatever quote he has. So it's your choice to pick the material in alignment with your price range, which obviously Ian will educate you on all of the options that you have.
Crystal Privett:And then if you make that choice to have a certain standard of material, then why should they, lower, like, what they would make on it based based upon what your needs are?
Eric Beels:Mhmm.
Ian Belderes:That's exactly right. I mean, the material price is not gonna change. The labor is not gonna change. Mhmm. And when people are asking for discounts and they expect a discount, it's like, well, that that's just coming straight out of the company profits Right.
Ian Belderes:And the company over or or my commissions.
Crystal Privett:And it's so reversed that how sometimes they're like, you want give me the friends and family discount. It's like, well, a true friend or family would pay full price. Right?
Eric Beels:Yeah. Yeah. I know. It it it it it's true because it's like, you know, if I if I have a I mean, getting the if you receive, like, a a friend of mine that, like, I guess, on receiving it, it's always kind of like, oh, okay. Cool.
Eric Beels:I gotta I gotta, you know, at the end, the cheaper thing. But at the same time, it's kinda like, well, you know, I support this person. You should be you should wanna pay that that person, like, their their full house because you're you're supporting them when you when you when you do that. And, and so, you know, there is, I think, an argument to me to be made to never do any discounts, because it's, you know, your your friends should want to kind of pay the full amount, but at the same time, it's kind of like, well, I'd wanna help them out personally or whatever. Right?
Eric Beels:And so then you kind of end up end up end up doing that.
Ian Belderes:And, you know, and for flooring, it's it's pretty competitive. There's not much wiggle room for anything.
Crystal Privett:Yeah.
Ian Belderes:And if you go get other bids, I mean, you're usually within a couple percent difference of other numbers. And at the prior store that I was at, they did promote discounts. But to give the discount, all they did was just mark it up first and then give the discount.
Crystal Privett:So it's kind of perceived discount.
Ian Belderes:Yeah. It's it's just false advertising. It was
Eric Beels:like Kohl's or whatever. Kohl's does that. Yeah.
Eric Beels:If
Eric Beels:you've been in a Kohl's store, everything is, like, 40% off Yeah. All the time. Yes. There are signs you can get some kind of crazy discounts with that with certain other other stuff, but it is kind of like, I don't I don't really like that aspect because it's like it's is it discounted? No.
Eric Beels:It's it's not. You're just marked it up overpriced and then provided a disc you go, oh, it's a 99 99% discount, but then it the thing was
Crystal Privett:110% markup. Yeah.
Eric Beels:Or or
Eric Beels:or it's or it's 90% and it cost originally cost $10,000. Now it's only 40 or whatever. Yeah. Like, you know, it's not it's it's it's Wow.
Crystal Privett:We got a great deal, Eric.
Eric Beels:I know. It sounds like it.
Eric Beels:And then, really, the product's worth $40. That sounds like right. Then that that's an extreme I like ex I like talking in extremes because it kinda brings out the silliness in in something in in that. But, like, you know, that's you know, we have to do markups. We have to to keep your your business afloat.
Eric Beels:And, of course, you you know, you know your your your I guess, essentially, as the business owner, you kinda get, like, the wholesale rate on things, like, because you know what all the expenses cost, but then you kinda you know, with with labor or or in the the the products and such. And so I wonder on, like, the when you give I know we're kinda going like a like, down down kind of a discounts route, but I guess that it kinda started from on helping with the follow through. Does discounts really help with the follow with, like, kind of what with the follow through? Association? Like, if somebody's not you know, they're they're you're kinda following up with them and they're not they're not they're not finishing the bid or whatever, does giving them a discount help, or does that just
Ian Belderes:No. It doesn't help. Not not in my opinion at least. Yeah. I just I just felt that, anytime I've given a discount, it's it just doesn't really do anything but just take money away from the
Ian Belderes:company. Yeah.
Ian Belderes:And, and again, it kinda gives you the you know, your makes you look dishonest
Eric Beels:Mhmm. That
Eric Beels:you were trying to take advantage of them at first, but now it's a better deal.
Eric Beels:Mhmm.
Eric Beels:Something that I don't like to make that perception of me.
Eric Beels:Mhmm. Mhmm.
Eric Beels:I think, you know, I I I think I've I've I've been on the other end of that too where I'm, like, you know, look, gonna gonna buy something and then someone gives me a discount. I'm like, well, what if I was gonna buy it anyways? And so it didn't really help anything, right, other than give me a discount. So, like, okay. I guess, I'm grateful, but it didn't actually help, it wasn't like Maybe
Crystal Privett:I gave you a little incentive to do it then, but, because, I mean, a discount is an incentive, but it might not be the only reason why they're doing it. Most likely, there's some other objections or something else.
Eric Beels:We're getting at is, like, is it, like, it the logic would be is if the discount, if it doesn't if it isn't the thing that that basically sways them, is it even worth having? You know what I mean? And, you know, I know I I've I think we've all maybe given discounts at at at some point and maybe second guessed it whether you should have or not. And and, you know, even even, like, b and I discounts, like, do they do they help? Or you're just kinda doing that as a friend, but you're really doing are you doing yourself justice?
Crystal Privett:I guess it depends on how much value you've built up within that person and if they see the value of what you're offering. Because, I mean, service based is means you you have a solution to their need. And is their need big enough? And is that dollar amount going to be the thing that pushes them over the threshold? Most likely, it's the communication.
Crystal Privett:It's the follow-up. It's the follow through. It's the trust, the knowing, the liking. The fact that they probably have multiple offers is, sometimes they don't go with the one that's the most expensive or the least expensive. Sometimes it's the one that's in the middle.
Crystal Privett:What do you have to say about that?
Ian Belderes:Yeah. I mean, we we definitely try not to be the highest, but, we're definitely not gonna be the one that's gonna be the cheapest person on the block. And I don't feel that that's the customer base that we wanna target anyway. There's plenty of people that will come in and say, oh, well, Home Depot has it at this price or such as Rayo has it. I can get Rayo materials at this price.
Ian Belderes:Well, if you're gonna be solely price driven, then we're probably not gonna be the greatest fit. Because I want them to recognize, like you mentioned, the service aspect of it and the the knowledge and the education, the communication, and all that has value, but just may not have a dollar amount attached to it.
Crystal Privett:Maybe, maybe not. I mean, if they do pick, like, a product, like, a Home Depot product, then it breaks in 3 years or it doesn't there's there's not the longevity behind it, then they could actually be losing money by not going with someone super professional like you
Eric Beels:Oh, yeah.
Crystal Privett:That that knows about, I mean and there's probably times where maybe someone could pick the wrong material. Yep. Like travertine is a very slippery, tile. Sometimes that might not be a good fit. If someone were to pick a wrong material and invest in the wrong product and pay for something that wasn't a good fit, then they could actually be losing money by go like, maybe using someone like you that would educate going through all of the options that are available.
Crystal Privett:So they could actually potentially be losing money by not, educating and communicating properly.
Ian Belderes:That's exactly right. Not even, like, losing money, but just literally paying double the cost because if if they pick the wrong material and it fails, they're paying for everything to be redone. They're paying for it twice.
Crystal Privett:Do you see that happens
Ian Belderes:Yeah. Happens a lot. I've walked in numerous houses where the floor is just blown up. It wasn't installed correctly. They chose the wrong product for what kind of environment they had, and it's literally falling apart.
Ian Belderes:And they said, oh, I wish I would've came to you first. I wish I would've known this. Wish I would've known that. And
Eric Beels:So a lot of this is kind of, you know, following up and following through with the right customers too. Mhmm. Because someone who's purely price driven, you know, they're they're gonna be probably a big headache. Oh, you know, because it's they're gonna, you know, question every single little thing. And, like, if if they just kinda wanna go to, in your case, like, to Home Depot or whatever, you know, those people they're probably not worth your time, I guess, in trying to following through with them too because it's like, okay.
Eric Beels:This guy is they're not gonna or this person, whatever. They're not gonna, they're they're I'm gonna stop following through with them even though they're maybe contacting me, but they're doing so much quoting and all that too.
Crystal Privett:Play devil's advocate a little bit for the audience's sake. Yeah. Obviously, some most people who do any kind of job are gonna be somewhat price driven.
Ian Belderes:Yeah. Yeah.
Crystal Privett:Because, I mean, we only have so much money. We're trying to make it work. But I think the difference is the price is attached to value. Yeah. Is it something that when you pay for that little bit higher price, say that you're on the higher end or the middle somewhere, if you pay that money, are you going to get a superior product, a superior installation?
Crystal Privett:Are you going to be able to have longevity with what you paid for instead of realizing 2 months later that, oh my gosh. I picked the wrong material. Now I have to start all over. Not only do I have to pay for reinstallation, more materials, but now I have to have this other product removed. What would you what would you how could you elaborate on that a little bit, Ian?
Ian Belderes:I I mean, not not to piss on Home Depot too much, but, you know, Home Depot is very good at, their marketing. And they will say, oh, you buy our car performance, and we give you free installation. Well, that's great, but they're gonna charge you about 10 times the amount needed for PAD. You know? So those people aren't really looking at the bigger picture.
Ian Belderes:They kinda maybe just focus on one particular line item that they're kinda saying, oh, well, Home Depot is charging me this for this line item, and you're charging me this over here. Well, don't don't look at each individual line item. Look at the total. And when I say look at total, that also means looking at other aspects of service
Eric Beels:Mhmm.
Ian Belderes:Like communication and and education and all that. So Mhmm.
Eric Beels:And, yeah, I think you're right. The value part of it is is, I think I guess, that that's, like, the the key the key aspect. It's not a matter of amount about how much something something costs. It's it's the the value someone someone gains out of it.
Crystal Privett:Because if they see enough value, they'll pay whatever they have to.
Eric Beels:Well right. And and and, you know, what everyone at guys has their own different perceived value as well too. Like, what's the what's valuable, to them. And I would, and I Which
Crystal Privett:is why education is so important because if you can educate them, then they can see your value, which is why BNI is so incredible because we're constantly, every week, educating other people on how to refer us, what we're looking for, what would work best for us. So we're kind of naturally in that state and of, like, a little bit educating everybody, on what we do. So by putting that education out there, it kind of like builds that to where they're like, you know what? I trust Ian. I know him.
Crystal Privett:We I've I've done other projects with him. He is gonna give me the best price that he can give me. That would make me feel very comfortable knowing that that I don't have to haggle with him, that that he is gonna do the best that he can. So I personally like what where he's coming from with saying that he has that sataner that he stays at. But also, you know, when you work for a company, you also have to we talked about reinventing the wheel.
Crystal Privett:His company has a wheel that he has to stay in that, that tire. What is that? The that wheel wheelhouse.
Ian Belderes:Wheelhouse. Yeah. Mhmm.
Crystal Privett:Yeah. So it's interesting that the follow-up ended up and follow through ended up kind of being about our value.
Eric Beels:Yeah. Yeah. And I, yeah. And and when, when following so when following through, I guess, to kinda summarize all that, it's like, how what kind of what kind of value are you providing to people when you're when you're following through? And I and I guess ways, so maybe we can kind of talk about that.
Eric Beels:Like, what what are some ways that we can increase our value when we're following following up or following through with with people? Maybe just the act of following through, like, on a regular on a, maybe not daily, but, like, I mean, well, step 1, just I think just, the fact that you are sticking to your word, I think, is increasing value. Right? And setting the right expectation, you know, that's that's increasing value. Maybe on a less, like, right in front of you kind of way.
Crystal Privett:But more foundational.
Eric Beels:More more foundational value
Ian Belderes:expectation. Mhmm.
Eric Beels:Yeah. No. I mean, no one's kinda kinda going, wow. You set the right expect very few people are saying, like, oh, they they set the right expectations and so no one's I feel very few few people are acknowledging that anyways. But maybe on a subconscious level, they they might be.
Eric Beels:And so yeah. The the so what are some ways you maybe we can kind of go around a little bit and kinda see what what are some ways we can we can increase our value, when when following up or following through with people?
Crystal Privett:Definitely communication. Like Ian said at the beginning. Like, the more that you communicate with people. So for in my case, like, people we wanna they want to solve a problem. So we have to let them know that I have all of the answers to this one problem that you are trying to solve.
Crystal Privett:For me, it's mental health. So it might be someone with anxiety or stress or depression. It's gonna be a little different than someone looking for a tile floor or concrete, you know, option or, what their options are. So for me, education because if they know enough about how you are going to support them, how you have the solution to their answer, then if they know that, then it's up to them to decide if you if they're gonna make that step because they're like, okay. I see that she has the solution to what I need.
Crystal Privett:I've had anxiety my entire life. I am so ready to change that. So for me, it's a little bit about the education so that they know that what we have can solve their problem.
Ian Belderes:Mhmm. Mhmm. For me, it's it's you know, if the customer is not ready to pull the trigger, I I will always they said anything about it, maybe they're getting other bids, I will always say, okay. That's fine. Let me, would it be okay if I follow-up in a week?
Ian Belderes:Mhmm. And then, again, that goes back into my phone, put in the calendar saying call so and so on this date. And, if I don't get a yes or a no, it's I'm setting a time when I can reach back out to you. And I that's that's that's my follow through, and I think that provides a lot of value. And, you know, life happens.
Ian Belderes:People may get distracted with other things in their life, and maybe flooring isn't so important anymore. But as long as you stay fresh in their head and and can follow through with what you said you're gonna do, which is follow-up in a week or follow-up in 2 weeks, or sometimes it might say, we're not gonna be ready for a couple months. Okay. Well, then does, February 1st work for you? Yeah.
Ian Belderes:Okay. Yeah. Call back February 1st. And then I put my phone for February 1st, call them, see how they're doing, check-in.
Eric Beels:Mhmm.
Ian Belderes:So I
Ian Belderes:think that that provides a lot of value.
Crystal Privett:Brings up a great point about asking questions because we talked about that a lot with Andrew Loewen about asking questions. Are there certain questions that you ask your potential clients that kind of help you figure out if they're more of a green flag or more of, like, a a good fit for you when when you're, doing the initial consultation with them?
Ian Belderes:I can pretty much sense how serious they are about getting new flooring, just by the first interaction. If they come in constantly asking like, hey. What's your cheapest LVP that you offer? Well, again, right there, that shows that there's they're pretty price driven. And I I don't know.
Ian Belderes:It's just no. I don't really ask too many questions. I could just kinda get a good gauge for how serious they are. You know, and I've been wrong sometimes. I thought that maybe someone wasn't serious, and then they call the next day and put down a deposit.
Ian Belderes:Mhmm. Fantastic. It's a great surprise. I wasn't surprised. Mhmm.
Ian Belderes:But, no, I don't I don't really ask too many questions other than that.
Crystal Privett:Their permission to call them back. That's a question that I feel like is really important because some people, they now they're giving you the authority that says, yes. Call me back. I would like to know more. So that was kind of the questioning that I was,
Eric Beels:Well, I think, you know, I think I've done that before too. And I think what I like about that, I think because I'm I'm more kind of driven to or towards I wanna try to, like, you know, I'm not I I don't wanna be be pushy, but at the same time, I wanna get, you know, get to a quicker no sometimes. So sometimes people can I can it will drag out some stuff? I'm just like, okay. I don't wanna keep following up with this person.
Eric Beels:I wanna get something done. And I found if I can if if if I get them if I ask them for permission of when to kind of follow-up and, you know, they and I I I have some some some people tell me, like, no. I'll follow-up with you when I'm ready. Okay. That to me is an immediate no.
Eric Beels:Yes. Great. Fantastic. Mhmm. That's what I wanted.
Eric Beels:Mhmm. Or if they give me permission now, then I'm like, okay. So now I'll I'll I'll follow-up on that day. Raises my Credibility. Yeah.
Eric Beels:Credibility. And and then, you know, hopefully that doesn't keep happening, but, when you keep following up or whatever. But I think it really helps, just at a, I guess, be cognizant of your own your own time with who you should be following through with, following up up with to kind of, like, ice and
Crystal Privett:Reading reading the signs.
Eric Beels:Reading the signs. Yeah. Yep.
Ian Belderes:In terms of, like, the amount of work that you're putting in to do that type of follow-up, it's pretty minimal at that point. You know, you've already put in the work, for me at least, you've already put in the work, to do the bid, do the measure, and and put together the numbers and all that. And it's literally at that point just phone calls until they're ready to commit. So, you know, I can spend you know, I can blow through a bunch of phone calls within an hour. You know?
Ian Belderes:Other than that, it's it's not too much work to do that.
Eric Beels:Mhmm. Mhmm.
Crystal Privett:What's your favorite flooring? I know it's totally off topic, but, like, what what what is the thing that you like, your flagship product that you really love?
Ian Belderes:Natural wood, of course. Natural wood. Carpet, you know, I think everyone would agree that carpet can get nasty pretty quick, especially if it's, like, 23 years old. It's really, really gross. Mhmm.
Ian Belderes:So people are generally moving towards a hard surface, which I like, personally. But, you know, real wood is is definitely the way to go. It's a natural product. It's unique. Every plank is gonna be unique, has its own characteristics.
Ian Belderes:And but it's a lot of times out of people's price range. So there's other options like laminate that their printing technology has gone really, really good. And sometimes I can't tell if there's any real wood and laminate unless I really get down on my hands and knees and look closely at it. Mhmm. That's cool.
Ian Belderes:But real real wood, definitely where they go.
Eric Beels:Mhmm. Do do you have any any, like like, techniques you kinda use to, identify what some but, like, like, when you're talking with somebody, are there certain certain, maybe they don't say they want the hardwood. Maybe they say they want something else, but you kind of know, like, this is a hardwood kind of person. Mhmm. Maybe the answer is obvious.
Eric Beels:Maybe it's just kind of show them hardwood in that case. But, like, do you have any any techniques that you say that you, when you're in a conversation with that person to kind of help push them towards something else that you know that they'll like, but maybe they don't know that they like yet?
Ian Belderes:It's a great question, and the answer is yes. I do have something. Most people come in asking for LVP, which is the luxury vinyl planking. And I am not a fan of it, and I show them why I'm not a fan of it. And I'm trying to convince them.
Ian Belderes:And and and, unfortunately, my preferred product over LVP would be laminate. Laminate has a bad wrap because of the first days of Pergo that had zero water resistance to it. Mhmm. So people in their head when you say laminate, they think Pergo, and they think that it's a inferior product. I gotta get that change that whole mentality, and it's gonna take a couple years for the general consumer can realize that.
Ian Belderes:But what I'll do is I'll show them the locking mechanism, how the the planks click together. I'll pull out a piece of LVP, and I tell them to push on the tongue and groove part of it, and it will snap very easily. Very little pressure. It just snaps. And then I hand them a piece of laminate.
Eric Beels:Say, here. Try to do the same thing as that. And they can't get it budged. So there you go. There's your answer.
Ian Belderes:And that usually sells it right away that they realize how weak LVP floor is and how durable the laminate is.
Eric Beels:Mhmm. So, like, you know, someone in in other businesses will too doing what you can to be demonstrative and kind of, like,
Eric Beels:on
Eric Beels:on on, whatever the product or service is, might be one of the easiest ways that it sounds like then to just basically kind of show them, like, look. This is what it is to kind of get past all that versus trying to explain a lot.
Ian Belderes:Yeah. And, you know, in general, I think this goes for anything in life. You get what you pay for.
Eric Beels:Yeah.
Ian Belderes:You know? If you're if you're buying a cheap floor, it's not gonna last.
Eric Beels:Mhmm. Mhmm.
Ian Belderes:Yeah. I think that there's quality and and price. So Mhmm.
Eric Beels:So, wrapping up on follow through then, what final, I think my final my final thoughts is is when following through, provide as kinda keep in mind providing as much value as possible, but not discounting, you know, not like, you know, cheapening yourself.
Crystal Privett:Mhmm. Right?
Eric Beels:Because then that it's interesting. It kinda seems like I'm gonna provide more value for that person by lowering my price. And then it's like in there in that person's mind, I feel like I get a sense that they're, like, gonna go, oh, they lower their price. They just lost value. So they're cheap.
Eric Beels:You know what I mean? And Now
Crystal Privett:I get the constant discount. Yeah. Right.
Ian Belderes:Or how
Ian Belderes:much more can I go down?
Eric Beels:Yeah. Yeah. Or that too. That's even worse. Yeah.
Eric Beels:Yeah. Like and and and so it's funny because you kinda try to provide value when you're following through with somebody, and then but then they, that would be sounds like that would be a very negative way to kind of do that that has a surface level sort of seems like it providing more value for somebody, but then not, this received from what your initial intention was. Yeah. Do you have any final final thoughts on that?
Crystal Privett:There's one thought that's coming. It's a as old saying that people who pay, pay attention. And when you see the value and when you are willing to make that investment, then you're really making the investment in the outcome, not just in the materials or the product or the service. And, ultimately, I think what it comes down to is the relationship. Again, I know we keep coming back to the relationship, but if someone really believes and trusts in you, then they should pay you your full value.
Eric Beels:Mhmm. Mhmm.
Ian Belderes:And for me, it's it's kinda like, I'm in for long term. You know, I'm I'm always gonna be available on my phone. You know, and customers I've had customers call me years later after their installation. They might have another question. They might have something that needs to be touched up.
Ian Belderes:I'm gonna be there for that.
Eric Beels:No. No. That that's the important importance of of building relationship, like you mentioned. So, and and kinda having that that relationship because then you you build that trust and then, you know, the easy I think the, you know, often is the easiest sales are people that already like you. Right?
Eric Beels:Your your fans. Your own fans. Right? And the those people then, then become just one and done automatic sales, basically, at that point.
Crystal Privett:But
Crystal Privett:then they're also a referral source. They're not the next potential opportunities. So when you cultivate those relationships, it really isn't just that one transaction. It's the ripple of if I do everything right, if I make this customer satisfied, if this is the best flooring they've ever had, they're gonna remember me and they're gonna put me top of mind when someone else is asking me to say, oh, I was thinking of a new flooring. They're gonna say, I know a guy because he took good care of me.
Crystal Privett:Same thing with mental health and same thing with podcasting. If they don't trust that what you can provide is what they're looking for, why would they invest in us? But it's actually our job to show them. This is what I can provide to you. This is what if you come to me, you will be taken care of.
Crystal Privett:And I think and because things do get so transactional in life, just people knowing that you care and that you will stand behind and and provide the service that you said. I think that's why BNI has its values. Because those core values keep we keep tying it back to that because that's that's what holds us together. It's the gel. It's the glue.
Crystal Privett:We do need some structure. I know you're the process guy. I'm learning to become a process gal because it is what holds us together.
Eric Beels:Mhmm. Yeah. Actually, you know, we didn't kinda touch on that, but the the fan aspect of it too where where which is, kind of what we're doing in in BNI too. Right? When we're we're meeting with members and doing one on ones, you're kind of, cultivating, fans.
Eric Beels:Even if even if you haven't hired the somebody in a in a chapter, you might still be a fan of their work and what they do. And, and and and, you know, I think the the same is true when you're following through with people, and you, are are are just reliable. Even if that person maybe didn't end up going going with you, if you put I think if you put them at the give them the best response, best, follow through with them, they might actually still be a fan of you though. Yeah.
Crystal Privett:But you've built that credibility.
Eric Beels:Yeah. You built that built that that that that credibility with them. And maybe they didn't end up going, like, with flooring or whatever. May maybe they didn't end going going with you. And it may not even been a price thing.
Eric Beels:They were just like, oh
Crystal Privett:Timing or
Eric Beels:timing's wrong or whatever, but they're a fan of you now.
Eric Beels:Mhmm.
Eric Beels:And, and they they they like your work ethic or they like, just I don't know how good you were to them to
Crystal Privett:process usually take just one touch point. Usually, people need to see you at least 7 times before they'll use you. So maybe it wasn't this time, but maybe you've built, like you said, the credibility that next time, or maybe their friend, or maybe it didn't work out for them. But, making sure we cultivate that follow-up and that follow through could be a potential customer or customers in the future. Mhmm.
Crystal Privett:So I think that the VCP is really big. The visibility plus credibility equals profitability. I think that what Ian's saying is by maintaining that standard and not lowering your price when you have that visibility, it does give you more credibility because they know that Ian's gonna give them the best price that he can possibly give them.
Eric Beels:Mhmm.
Crystal Privett:And that's where his profitability comes in so he can keep his job.
Ian Belderes:Mhmm.
Crystal Privett:I
Crystal Privett:mean, it's not cheap to live out here and, yes, you could you spend the least money to get maybe an inferior product, but in the long term, it might cost you more.
Ian Belderes:Yes. Absolutely.
Eric Beels:So if somebody wanted to get in contact with you, how would they, best do that, Ian?
Ian Belderes:Well, my cell phone's probably gonna be the best method. Cell phone number is 619 986-7960, or you can reach out via email, which is, ibaldiras@workplaceservices.com.
Eric Beels:Mhmm. Great. And, so yeah. So if you like this episode and you, you you maybe you know somebody, who needs help with some follow through or maybe you know somebody that's giving too big of discounts. We really hammered in the the the discount thing.
Eric Beels:Yeah. Value. Yeah. And I think I'm more on the side of of of, you know, really kind of emphasizing value and and and, you know, doing less less less discounts when maybe I I I should really shouldn't be. If you know someone who's maybe doing that, maybe and and and you you think that they're probably cheapening their services, this could be a good good episode for them to, to listen to.
Eric Beels:You know, I I I think that was one of my biggest takeaways. I think I've I've given too many big discounts in the past and whatnot, but now I'm kinda realizing I probably shouldn't shouldn't do that as much, or or, you know, take that bit more seriously as, like, a as a as a detrimental selling thing. Right? Not a not a benefit in any way.
Crystal Privett:And a lot of times people give discounts at the very beginning of their career because they're still starting out once you're a little more established and you own your value and you know your value, you're not gonna give it away as much. And if you do, then it's almost like a charitable event, like, where you're like, okay. My heart told me to do this. Right. It's not because I'm cheapening my value.
Crystal Privett:It's because I'm choosing to be a giver that gains.
Ian Belderes:Yep. And and we have
Ian Belderes:you know, in the situations where we have, given quote discount, it's doing it at cost Mhmm. Or whatever situation may be, because it was an unfortunate situation that was completely out of our control, out of the customer's control, and things went completely wrong in the wrong direction. And to make it up,
Ian Belderes:do it
Ian Belderes:at cost.
Eric Beels:Yeah. Make an amends or something. Yeah. And
Ian Belderes:it's it's not about giving a discount. It's just
Crystal Privett:Yeah.
Eric Beels:Yep. Yep. Alright. Well, this was a
Crystal Privett:great episode. Thanks for joining us, Ian. Absolutely.
Ian Belderes:Thanks for having me.
Eric Beels:And, thanks for listening, and, we'll see you in the next episode.
Crystal Privett:Don't forget to share this episode and log your CEU.
Crystal Privett:See you next time. Thank you for joining us for the Business Boost Hour. My name is Crystal Pravette, and this is Eric Buells. Thank you for joining us, and don't forget to document your single CEU. See you next time.
Eric Beels:See you in the next episode.
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