As a plumbing business owner, you’re always looking for new ways to grow your company, increase revenue, and provide more value to your customers. One of the most effective and logical ways to achieve this is by adding water treatment services to your existing offerings. This isn’t just about selling a product; it’s about becoming a comprehensive solution provider for your customers’ water-related needs, from the pipes in their walls to the quality of the water flowing through them.

The demand for water treatment solutions is on the rise. Concerns about hard water, contaminants like chlorine and lead, and the overall taste and safety of tap water are growing among homeowners. By integrating water treatment into your services, you’re not just expanding your business—you’re tapping into a market that’s directly related to your core expertise.

This in-depth guide will walk you through the essential steps to successfully add water treatment services to your plumbing business, from understanding the market to marketing your new offerings.

Step 1: Research and Education: Becoming the Water Expert

Before you sell a single water softener or filter, you need to become an expert. This is the foundational step that will build trust with your customers and ensure the long-term success of your new service line.

• Understand the “Why”: Why do people need water treatment? Learn about common water issues such as hard water (calcium and magnesium), iron, sulfur, chlorine, chloramines, and other potential contaminants. Understand the effects of these issues on pipes, appliances, and personal health.
• Know the Solutions: Familiarize yourself with the different types of water treatment systems. This includes:
  • Water Softeners: Primarily use ion exchange to remove calcium and magnesium.
  • Activated Carbon Filters: Excellent for removing chlorine, chloramines, and other organic compounds that affect taste and odor.
  • Reverse Osmosis (RO) Systems: Highly effective at removing a wide range of dissolved solids and contaminants. Ideal for drinking water applications.
  • UV Sterilizers: Used to kill bacteria and viruses.
• Get Certified: Consider professional certifications. Organizations like the Water Quality Association (WQA) offer certifications such as the Certified Water Specialist (CWS). These credentials demonstrate your expertise and build credibility.

Step 2: Choosing Your Products and Partners

You can’t do this alone. Partnering with the right suppliers and manufacturers is crucial.

• Quality is Key: The products you install reflect on your business. Choose reputable brands known for quality, reliability, and excellent customer support. Don’t just go for the cheapest option.
• Variety of Solutions: Offer a range of products to fit different customer needs and budgets. This might include a basic water softener for homes with hard water and a more comprehensive whole-house system for those concerned about a wider range of contaminants.
• Training and Support: Look for partners who offer comprehensive training for you and your team. This includes not just how to install the equipment, but also how to troubleshoot issues and explain the technology to customers.

Step 3: Training Your Team

Your plumbers are your front line. They need to be more than just installers; they need to be knowledgeable consultants.

• Technical Training: Ensure your team is properly trained on the installation, maintenance, and repair of all the water treatment systems you offer. Safety and proper procedure are non-negotiable.
• Sales and Communication Skills: Train your plumbers to identify potential water treatment opportunities during their regular service calls. They should be able to explain the benefits of water treatment in clear, non-technical terms and answer common customer questions confidently.
• Role-Playing Scenarios: Conduct internal training sessions where your team practices explaining a water test result and recommending a solution to a “customer.”

Step 4: Marketing and Sales Integration

Now that you have the expertise and the products, it’s time to let your customers know about your new services.

• Leverage Your Existing Customer Base: Your current customers already trust you with their plumbing. This is your most valuable asset.
  • Email Marketing: Send out a newsletter announcing your new services and explaining the benefits of water treatment.
  • Service Call Scripts: Instruct your technicians to mention water quality during every visit. A simple question like, “Have you ever thought about the quality of the water in your home?” can open the door to a new sale.
  • Discounts for Existing Customers: Offer an introductory discount on water treatment installations for your current clients.
• Create a Dedicated Web Page: Develop a professional page on your website dedicated to your water treatment services. Explain the problems (hard water, bad taste) and the solutions you offer. Include customer testimonials and clear calls to action.
• Offer Free Water Testing: A free, no-obligation water test is an excellent way to get into a customer’s home and demonstrate the value of your services. Use the results to show them exactly what’s in their water and what you can do about it.
• Social Media: Use platforms like Facebook and Instagram to share educational content about water quality, before-and-after photos of installations, and customer success stories.

Step 5: Pricing and Service Models

Determine how you will structure your new service offerings.

• Bundled Services: Consider offering packages that combine plumbing and water treatment. For example, a new water heater installation could be bundled with a water softener to protect the new appliance.
• Maintenance Contracts: Water treatment systems, especially those with filters, require regular maintenance. Offer annual service contracts to create a recurring revenue stream and ensure customer satisfaction.
• Transparent Pricing: Be upfront and clear about your pricing. Provide detailed estimates that break down the cost of the equipment and the installation.

Conclusion

Adding water treatment services to your plumbing business is a natural evolution that enhances your value proposition and positions you as a holistic home water expert. It’s a strategic move that not only boosts your bottom line but also strengthens your relationship with your customers by helping them improve their quality of life. By investing in education, choosing the right partners, training your team, and marketing your new services effectively, you can successfully integrate water treatment into your business and secure its future growth.