The Hard Sell vs. Soft Sell for Tradies

The Digital Tradie Podcast | Episode 12

G’day legend!

If you’ve been tuning in to “The Digital Tradie,” you know we’re all about helping you convert with online content. Whether it’s video, SEO, or the latest online marketing tips, I’ve got you covered.

But today, we’re diving into the topic of: hard sell vs. the soft sell. Yep, we’re talking about when to hit your customers with a straightforward pitch and when to ease them into it.

The Crazy Month That Sparked This Chat

Before we get into it, let me share a bit about why this topic is on my mind. This past month has been nuts! It all started with a family holiday to Thailand, i even made a video about it titled: Why are Thailand’s Powerlines so CRAZY🤪 (watch it, it’s fun). A beautiful place, but my son ended up needing his appendix out. Navigating the Thai hospital system while dealing with insurance was no joke. Then, back home in Ballarat, we had another hospital scare with complications from the surgery. It’s been a whirlwind, making me reevaluate everything I’m doing in my business.

Why Hard Selling Matters

So, let’s talk about the hard sell. Sometimes, you just gotta be direct. Here’s what I do:

I run LIST Media, a digital marketing and business automation agency. We handle everything from websites for tradies and Google Ads to videography and social media. Plus, we’ve got Trade Magnet, a killer CRM for tradies that handles lead management, social media, invoicing, and more.

Think of hard selling as laying your cards on the table. You’re telling your potential customers exactly what you offer and how it can help them. It’s straightforward, no-nonsense, and sometimes exactly what’s needed to close a deal. Here are five scenarios where you might want to go all-in with a hard sell:

1. Trade Shows and Expos: When you’re at a trade show or expo, everyone knows why you’re there. It’s prime time to pitch your services. Have your offer down pat and don’t be shy about telling people what you do.
2. High Demand Periods: If there’s a rush for your services, don’t hesitate. When someone calls looking to get a job done, be ready to seal the deal right then and there.
3. Upselling or Cross-Selling: While you’re on-site, if you see additional work that could benefit the client, let them know. It’s easier to sell to someone who’s already engaged with you. Like this awesome offer 👉 SEO for Tradies 😆
4. Introducing a New Service: Got a new offering? Make sure your potential clients know about it. Be clear about what it is and why they need it.
5. Limited Inventory: If you’ve got leftover materials or a special offer, push it! Use paid ads and make sure your messaging is clear and direct.

The Softer Side

Now, what about the soft sell? This is more about building relationships and staying top of mind. Social media posts, day-in-the-life videos, a podcast, and content that shows off your expertise (like this awesome sponsored video I did 👌) without directly pitching are all part of the soft sell strategy. It’s about creating trust and familiarity so that when your clients need your services, they think of you first.

Balancing the Two

The trick is knowing when to use each approach. Sometimes, a hard sell is just what’s needed to close a deal. Other times, a soft sell can nurture your leads until they’re ready to commit.

So, tradies, whether you’re hammering out a direct pitch or easing your clients into a relationship, remember that both strategies have their place. Keep tweaking your approach, and you’ll find the right balance for your business.

That’s it for today! If you want to learn more about how LIST Media and Trade Magnet can help you, head over to LIST Media or Trade Magnet for a free trial. And don’t forget to like and subscribe to “The Digital Tradie” podcast. Share it with your mates, and keep an ear out for some awesome guests coming up.

Catch ya next time!