So this is the second time your customer has made an appointment with you to discuss equipment options and now you have successfully sold them the latest high efficiency equipment option money can buy. They signed up for your service agreement and want a really cool color screen, Wi-Fi thermostat. Seems like the deal is done and everyone is happy.
Wait! You’re in the customer’s house and they have agreed to buy a new system with service from you. What possibly could you have forgotten?
How about doing a little detective work and looking around. They had a huge dog that needed to be put away before you got there, the neighbor is watching the baby so they could meet with you and there also is a bit of an odor which was from the burnt grilled cheese left on the stove. All these things mean what? It means there’s more to offer.
When you take the time to look around and see what’s going on in the house, you’ll realize that you have the solutions to improve their environment because you’re the expert. Ask questions! Are they concerned about the air their newborn baby is breathing in? I bet you they will say yes.
Guess what? The door is now open, and you can start a new conversation offering options that can be custom tailored to any budget and need. It’s that easy. All you have to do is ask.
Talk about the benefits of a fresh air damper that allows controlled amounts of air to be brought into the home at specific times using a control. Advise them about how a media air cleaner removes dirt, dust, pollen, animal dander, and prolongs the life of their new equipment. Discuss germicidal lamps and the latest photo-catalytic oxidation technology that kills mold, bacteria, viruses, fungi, and removes harmful volatile organic compounds and odors.
You’re going to offer them a powerful indoor air quality system that puts together fresh, clean, and pure solutions. This will differentiate you from other contractors. So the next time you’re in the customer’s house, take a look around and don’t be afraid to ask questions. You’ll be surprised at how making IAQ an important part of your business will make you more money and close more sales.
Matt Goodwin is the Vice President of Sales for Harbour Sales Ltd, Massapequa, NY. which covers territory for Field Controls in New York and New Jersey. You can contact him at mgoodwin@harboursales.net. For more information on Field Controls, www.fieldcontrols.com.
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