A Benefit Unspoken

...Is a benefit that doesn't exist.

We all like benefits. That’s why jobs list them right at the top: benefits. But let’s be real—if you asked a company what their benefits were and they said, “They’re good. The benefits are good,” would you be satisfied?

Of course not. You’d want details. Maybe they’ve got great insurance, solid vacation time, sick leave, or fat bonuses—but if they don’t say it, none of it means anything.

That’s again, that's the point here: a benefit unspoken is a benefit might as well not exist.

As technicians, this is huge. It’s a game-changer.

Take something simple: shoe covers. Just about every company in the trades uses them. To a client, it’s nothing special—it’s expected. But here’s the difference:

• When you call them “shoe covers,” the focus is on you. Shoe covers protect your shoes.

• When you call them “floor savers,” the focus is on the client. Floor savers protect their floors.

Now add the words:

“I’m going to put on some Floor Savers so I don’t mess up your beautiful home.”

Suddenly a disposable piece of plastic turns into a visible benefit. It’s not about what you’re wearing—it’s about how much you respect their home.

The same principle applies everywhere. Cleaning up after a messy job is standard—it’s in the job description. But instead of quietly doing it, you could say:

“Hey, the work’s all wrapped up. If it’s okay with you, I’m going to grab the shop vac and mop to sanitize the area. That sewage can make you sick, and I want to leave as little stress behind as possible.”

You were going to clean anyway. But when you speak it, the client sees you as the professional who cares for their health and family.

That’s how you build value—and value kills buyer’s remorse.

Nobody who buys a Lamborghini complains about the cost. They’re too busy talking about the horsepower, the sound, the speed. Same in the trades: the fastest way to dodge “I can’t believe they charged me that much” is to highlight the value in every step you take.

Now instead of a client walking away saying, “They charged me a ton,” it becomes, “They went above and beyond for me and my home.”