WorldWide Drilling Resource

Sales and service of water treatment equipment present a major opportunity for water well drilling professionals to expand their businesses and keep revenue coming in during seasonal slowdowns. Drill operators already deal directly with customers and discuss water quality; so, it makes perfect sense. However, jumping right in could be a mistake. Water treatment and filtration are part science and part art with plenty of updates and innovations to consider. You need to make sure employees who’ll be selling and installing this equipment have a solid foundational knowledge of how things work and how to handle both residential and commercial customers. Why Education and Training are Important - The Water Quality Association (WQA) has released initial findings from its 2017 Consumer Confidence Survey . One question asked of participants was who they considered to be local authorities on water quality. Results showed dealers and certified water experts were most likely to be considered experts, while well drilling professionals were identified by about 6% of respondents. The WQA study also found product knowledge was the most important attribute of a salesperson offering water treatment and filtration solutions. There’s an opportunity here to establish trust and authority for your business and the entire water well drilling industry. It all starts with education and training, and it requires more than just manuals and product specifications. Two Types of Training: In Class and In the Trenches - Water-Right was built on the idea of educating tradespeople in the field of water treatment. The company has been holding schools and helping well drilling professionals and plumbers earn certifications since the beginning. Classes like these let you learn from people who’ve been executing water treatment solutions for decades. Plus, it provides a chance to ask questions while networking with other professionals. A classroom setting al- lows for in-depth education. However, understanding water treatment in theory is one thing, and applying the knowledge in the real world is another. That’s why in-the-field training is a crucial part of becoming a trusted expert. Well drilling operators will benefit from hands-on installation experience. Yet, what’s just as vital is learning how to persuasively communicate with customers so they understand the full value of solving their water problems, which is why sales training should be part of the mix. If you’re considering an expansion into water treatment, make sure you identify the right partners, so that your operation receives the knowledge and hands-on training that help ensure success. Water Treatment Training and Education ~ Don’t Start Selling Without It by Luke Java Water-Right Director of Sales and Marketing WorldWide Drilling Resource ® 7 JULY 2017