Customers are not your friends!

​​​​​​​Stephen Blair, aka The Mental Gas Man, shares tips and advice on how to charge more and bring home greater profit, how not to fear having quotes rejected and why you need to understand the actual value of what you offer customers

Andy Cam and Todd Glister are joined by Stephen Blair to understand how heating engineers and plumbers can make a profit and run successful businesses.

"The customer is not your friend! Your friends are people you hang out with, have a drink and/or a meal with," says Stephen, explaining why it's essential to differentiate between mates and clients to prosper in business.

People are paying you for service and your skills, don't undercut yourself if they give you a cup of tea, he says.

He argues that heating engineers "massively undersell" their services, while big companies charge upwards of £300 as call-out fees.

"If you can provide a good service, people will pay. If you're changing good money and what you think is correct, it gives you time and breathing space to use your skillset on the job," he adds.

He advises fellow tradespeople to examine their daily work output, minus costs and materials, and then calculate their profit. "If you think, 'Did I really earn that, or should I be earning a lot more?' you're underselling your skill."

Stephen also asks heating engineers to be confident in what they quote customers and shouldn't fear rejection.

Listen to the full podcast here.