Challenge
Joe Crisara, known as America's Service Sales Coach, was looking to capture his comprehensive sales system in an evergreen book that could be used to introduce ServiceMVP and his Pure Motive Service system to potential clients, while also serving as a reference guide for service business owners and technicians on how be more successful at sales.
Pure Motive Service is about creating a relationship with a client first, so they come to know, like, and trust you and your company so much that they will stay customers for life. Service technicians are taught to do a thorough inspection of the entire system first so they can offer clients several options from repair to replacement and upgrades, and then ask, “What should we do?” allowing the client to select the solution that is right for them.
For years, the system had been taught primarily in-person or via video tutorials. My challenge was to convert those verbal presentations into a compelling written format without losing the energy Joe brings to the stage.
Approach
To do this, I put myself in the shoes of the service business owner and technician. I interviewed Joe thoroughly and consumed all existing content from podcasts to instructional materials. I also took Service MVP’s 14-day “Total Immersion” course online and studied the concepts until I could pass all the tests. As I was learning the system, I made note of where we might want to flesh out and re-sequence concepts, and connect the dots for readers who wouldn't have immediate access to Joe if they had questions.
In addition to converting a mountain of content into a tight manuscript, I also worked with my copy editor, book interior designer and publishing and promotion partner to optimize the book’s interior pages for marketing and promotion.
Outcome
The result was a 458-page reference guide "What Should We Do? How to Win Clients, Double Profit & Grow Your Home Service Sales,” (March 2024). To further maximize the utility of the book content, the author loaded it into his proprietary GPT and shared it with other AI-driven partner apps.
Impact
“The service Helena provided resulted in a book that is now the centerpiece of our business. The thousands of people who have now read or listened to the book have been pre-trained on how Service MVP and its total immersion pure motive service system can change their business and their lives. People come ready to purchase instead of trying to find out more about us—because they already know.”
—Joe Crisara, America’s Service Sales Coach, Service MVP, and author of What Should We Do? How to Win Clients, Double Profit, and Grow Your Home Service Sales
Recognition
Winner: 2024 Goody Business Book Award—Marketing and Sales Category
Midwest Book Review “Simply stated, "What Should We Do?: How to Win Clients, Double Profit & Grow Your Home Service Sales" is essential reading for anyone engaging in entrepreneurship at any level. Exceptionally well written and 'reader friendly' in organization and presentation, "What Should We Do?" is a compendium of 'real world' tips, insights, and instructive information..."
Finalist: National Indie Excellence Awards—Sales and Marketing