8 BUSINESS AND TRAINING
Ask Coach Craig How to make more money in your plumbing business using DISC
By
Craig Lourens, Business Coach
Do you have business related questions? Coach Craig is a professional business coach who is keen to answer your queries. Email your business questions to tanya @ interactmedia. co. za with subject line Ask Coach Craig.
Want to make more money in your plumbing business? It’ s not just about turning wrenches and fixing leaks— it’ s about understanding people. The best plumbing business owners don’ t just know their trade; they know their customers and their teams. And when you understand people, you sell more, get better referrals and build a highperforming team that performs.
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That’ s where the DISC( see below) leadership guide comes in. It’ s a powerful tool that helps you adapt your communication to win more customers and motivate your team to deliver their best work. Master DISC, and you’ ll see more repeat business, happier employees and bigger profits.
1. More customers = more cash: Sell the way people buy Not every customer thinks the same way. Some want fast answers, others want a friendly chat, and some just want the facts. If you’ re using the same sales pitch for every customer, you’ re leaving money on the table.
Here’ s how to close more deals by matching your sales approach to your customer’ s DISC profile:
• D-Style Customers( the go-getters): They want results— fast. Skip the small talk, get straight to the solution and show them how you’ ll save them time and money.
• I-Style Customers( the social butterflies): They buy from people they like. Be enthusiastic, build rapport and make the process enjoyable.
Craig Lourens, Business Coach
• S-Style Customers( the loyal planners): They want to trust you first. Reassure them with customer testimonials and longterm service plans.
• C-Style Customers( the detail-oriented thinkers): They want precision. Give them all the details— costs, timelines, materials— so they feel confident in their decision.
When you adjust how you sell, you win more customers. And when you win more customers, you make more money.
2. Build a dream team that works hard and stays loyal A great team = more jobs completed = more revenue. But only if you know how to lead and motivate them. DISC helps you understand what drives your employees so you can keep them engaged and productive.
www. plumbingafrica. co. za @ plumbingonline @ plumbingonline @ PlumbingAfricaOnline May 2025 Volume 31 I Number 03