The strength of the relationship that pest management professionals (PMPs) have with their customers is unlike any other. After all, there is no other home service provider that is invited into their customers’ homes on a regular (i.e. quarterly) basis. If other service providers are forced to visit their customer more than once a year, they will likely be losing that customer.
As a PMP, therefore, you are in a unique position of trust with your client. If you are doing your job correctly, you are exploring some of the most private areas of your clients’ homes in search of signs of insects. Some people may even say you know your client’s home better than they do! With this in mind, who else is better equipped to offer and provide solutions that will make your client’s home a safer, healthier, and more comfortable place to live? No one.
TAP® Pest Control Insulation is a pesticide insulation that offers thermal, acoustical, and pest control benefits to homes in which the insulation is installed (most often in attics on top of existing insulation). TAP® Pest Control Insulation is an actual EPA-registered pesticide and was designed specifically for the pest control industry. Here are five tips for selling this innovative product:
1) Inspect the attic insulation during every customer visit
At some point in time during your relationship with your customer, you have likely been in their attic looking for signs of insects (if not, you should be!). You have probably even been happy when you noticed that they didn’t have much insulation since it was easier to move around in the attic. Now you have another reason to be happy. Take note of the amount of insulation in their attic. If it is less than 16″ they probably need more, which means they are a perfect candidate for adding TAP® Pest Control Insulation.
This first key is simply to “be observant”. Unless the homeowner uses their attic for storage, they probably do not go up to their attic very often, so they may not know how much is there, or how much they need. By being observant and communicating your findings, you are actually helping your customer by providing them with useful and powerful information.
2) Share your knowledge about how their home works
Most homes are purposefully designed to allow air to flow through the attic space to remove any moisture that collects in the attic (i.e. attics are ventilated). Obviously, where there are holes for air to enter, there are holes for bugs to enter, too. Most homeowners are surprised to learn that there are holes in their attic. As a PMP, you are in an ideal position to help your client understand how their home works and, by offering TAP® Pest Control Insulation, you are in a perfect position to make them feel comfortable that their home is protected from pests while also performing the way it is designed.
3) Sell the benefits of a pesticide shell in the attic
TAP® Pest Control Insulation is an EPA-registered pesticide; it kills self-grooming insects that come in contact with the insulation (check the label for the specific pests). The insects don’t have to eat the insulation in order to be killed, all they have to do is walk on or through it.
If TAP® Pest Control Insulation is installed in the attic of a home, any of the pests listed on the product label are nearly certain to be killed by walking through the insulation on their way into the home. This can be described as providing a protective shell in the attic of the home, and this is just one additional method you can use to implement an effective pest management plan for your customer. Of course, not all pests enter through the attic, but implementing a permanent layer of pest protection in your customer’s attic is an excellent addition to a complete pest management package. Don’t forget to sell the pest control benefit!
4) Inform your customer of the energy efficiency and comfort benefits of TAP® Pest Control Insulation
More and more these days PMPs who envision themselves as professionals make their customers feel safer and more comfortable in their homes — as they should. TAP® Insulation is a perfect fit for this approach with homeowners. The PMPs who are most successful with TAP® Pest Control Insulation sell the benefits of comfort and energy efficiency along with the benefit of pest control. Keep in mind that “comfort” is as much a sense of well-being as it is physical feeling. No other insulation delivers the sense of well-being (effective pest management) in addition to the physical benefit (more consistent temperatures throughout the home) better than TAP® Pest Control Insulation.
5) Know the incentives in your area and offer financing if possible
One thing is certain when selling to homeowners: everyone loves a discount. Many local utilities and/or states offer incentives in the form of rebates when homeowners improve the insulation in their attic or crawlspace. If you want to find out more about incentives in your state, you can check out our rebate page. Financing is also an effective closing tool. If you have the opportunity to offer financing as part of your standard billing process, it is an effective way to help the homeowner pay for the work and also extend their pest control service at the same time.
These are a few of the best tips for selling TAP® Pest Control Insulation, but there are many more. If you have additional questions, feel free to contact us.