I’ve spent four decades navigating the complex world of laundry chemicals. In that time, I’ve seen countless trends come and go, but one constant stands out: the invaluable role of the laundry test kit. Its tool has consistently proven its worth, yet it seems to have fallen out of favor with many of today’s sales reps.
Let’s rewind a bit. Back in my days at Economics Lab (before the Ecolab rebrand), powders reigned supreme. Our challenge was to convince customers to embrace the emerging liquid detergents. To do this effectively, we needed to understand the intricacies of their laundry processes. That’s where the test kit came in.
We could pinpoint specific problems and offer tailored solutions by analyzing water samples from different laundry cycles. It was a scientific approach to sales, and it worked wonders.
I recently experienced a stark reminder of this principle. My stepdaughter and son-in-law were preparing their pool for a July 4th party. They called their regular pool technician, who immediately tested the water quality before suggesting any adjustments. It was a no-brainer. If you were a doctor, you wouldn’t diagnose a patient without running tests.
The same logic applies to laundry. A test kit reveals a wealth of information: pH levels, titration results, and overall water quality. These insights are the foundation for building trust and credibility with your customers.
Imagine walking into a sales meeting armed with a test kit. It’s a bold statement that says, “I’m not just here to sell you something; I’m here to solve your problems.” Demonstrating your expertise and commitment to finding the right solution, you’ll differentiate yourself from the competition and build lasting relationships.
The humble laundry test kit is a refreshing throwback in an era dominated by slick presentations and buzzwords. It’s a tangible tool that yields tangible results. Let’s bring it back to the forefront and rediscover the power of data-driven sales.
What are your thoughts on the role of the laundry test kit in today’s sales environment? Thanks to @AquaPhoenix for the photo
If anyone would like to come on my podcast to give your views on this subject please reach out to me