WorldWide Drilling Resource

Convincing Clients to Pay the Appropriate Value for Down Hole Video Inspection by Ray Roerick Sales Manager, Well-Vu, Inc. Before the latest economic down- turn, “add-on” or additional services, task, or sale items were decreasing, because everyone was busy - mainly rushing to try to keep up with customer demand. Then came the economic tsunami and those trends reversed. Now that we are on the slow road to economic recovery, the sale of service is a must. What we can do to overcome the home- owner’s reluctance and convince clients to pull the trigger is simple. EXPLAIN the benefits of video inspection. First and foremost, you are there for a rea- son, and the best part of it is, YOU WERE INVITED, they trust you and want you to help them. Let’s start with the simple things, such as a steel-cased well with a screen. The video will provide a record (history might be a better word) of the casing condition, but most of all, a good view of the condition of the screen. If the screen was not designed properly for the aquifer and gallons per minute, or just bad water quality, the first sign will be the encrustation or growth of “bar- nacles” which will greatly reduce the well’s capacity, lowering the pumping level, and increasing the pumping cost. This then gives you the opportuni- ty to offer your customer yet another service of rehabilitation or the recondi- tioning of their well. In this scenario, the video offers four benefits to the customer: history, record of condition (used to compare with the next inspec- tion 10-15 years later), rehabilitated well, and reduced energy cost. Most con- tractors forget a homeowner has no clue or idea what the inside of a well casing looks like or what the bottom of the well looks like. According to a study by the Wharton School of Business at the University of Pennsylvania, prospects are 72% more likely to purchase a product or service when video is used, and they make buying decisions faster. After seeing a video, most homeowners will have a greater understanding of their well, the reason they had the problem (or the reason they called you), and a greater appreciation for you. Let them know the video inspection will save them money in the long run, in addition to the knowledge of preventive maintenance procedures you can ex- plain with the video. Ray Ray Roerick may be contacted via e-mail at admin@ worldwidedrillingresource.com Encrusted screen. 67 WorldWide Drilling Resource ® FEBRUARY 2014