System Selling Sales Bytes®: Electronically-delivered “byte”-sized bits of information to help
sales people create more satisfaction and success for their customers, their companies,
and themselves.

• The Sales Power of Referrals by Tom Piscitelli
• HVAC Spells Wealth: You Deserve a 25% Net Profit by Ron Smith
• Three New Marketing Tools You Should Explore by Ruth King
• Making More Money in RNC by Gary Southern
• Mr. Control Pro: Does Cycle Rate Really Matter? by Bill Ribble
• Air for Combustion and Ventilation a New Subject by Tim McElwain
• System Selling Lead Generation Marketing Tips by Tom Piscitelli
• Service Roundtable Announces a Dealer Newsletter Offering for Members
• More

 Welcome
by Tom Piscitelli

Stole My Car, Took My Clubs...but Left My Wallet!

All true. I went for my regular mile-swim workout at the community pool this week and somebody was apparently waiting for an easy mark…that would be me. He must have seen me lock the car door and put the key in my pocket. About 20 minutes later the receptionist noticed a “suspicious-looking” person come into the lobby, look around, see the men’s locker room door and go in. Only a minute passed and he walked out. She didn’t think more about. I finished my swim about 20 minutes after that and, getting dressed, noticed my keys were not in my jacket. I searched my gym bag, looked again in the locker (unlocked of course) and went to the lobby to see if they had been turned in. One glance to the parking lot and seeing my car missing was all I needed to know.

I spent the afternoon canceling credit cards and bank accounts, calling credit bureaus, calling insurance companies (auto and home), having the door locks changed at home, reprogramming the garage door opener…and so on. I’m now an expert at Identity Theft protocols.
That night Officer Williams called. The car had been found just 5 miles from the pool. It was undamaged but locked. I retrieved it and found just about everything inside had been taken: golf clubs, golf cart, umbrella, favorite jacket and fleece, hats, gloves and so on. He rummaged my glove box and took a favorite Swiss army knife, emergency flashlight, 30 CD’s, power bars…but left my wallet! Go figure. Left the license, all the credit cards…even the cash. Weird. Is there a twisted code of some sort with car thieves?
But he kept the keys, the garage door opener, and my 20-year old prescription Top Gun sunglasses. I’m on the lookout for a 6 foot, curly-haired guy in an Adidas jacket with aviator glasses on that he can’t see through. If he stumbles your way let me know.
Lesson Learned: Lock the Darn Locker!
 

 Selling with T.R.U.S.T.®
by Tom Piscitelli

The Sales Power of Referrals

Why is it that when the HVAC business slows down my training and consulting business always picks up? Three Guesses. You only need one.

It’s because “the pain of staying the same is now worse than the pain of change.” It’s painful when the “phone isn’t ringing” and “everyone” is “getting three bids” and “all they care about it price.” So now people are calling because they know they need to do something different…and they want answers.

Well the answer is…heck, you already know what the answer is. Don’t wait for the phone to ring, don’t worry about the competition, don’t worry about the low price bidder, don’t worry about all that…just get to work and do what you know you need to do. It’s the successful, consistent execution of the fundamentals that wins any game. Make it your priority now to get the fundamentals of your game down. For example, let’s look at the sales power of referrals.

You all know you should have a list of highly-satisfied customers/clients who have agreed to talk with your prospects about their outstanding experience with you, your company and your products. Here is what we’ve covered before, and I’ll share some new information for you to consider from a sales pro in another industry.

The Fundamentals:

• Contact every customer after every sale, preferably re-visiting the home after the installation, and, once you’ve insured they are completely satisfied, ask for a written testimonial.
• Then ask if they would be willing to be put on your Client Referral List. Explain that this list includes those highly-satisfied clients who are willing to talk with your prospective clients. If they are not willing don’t press it. But if they are…you have found gold.
• AND ask for the names of any friends, neighbors and coworkers who may also be interested in considering replacing or adding on to their system.

Mr. 91%

This week I purchased and listened to an audio CD on this subject by window and siding sales pro Rodney Webb. He’s known as, “Mr. 91%”, which means his lifetime close rate as an in-home salesman is 91% of all presentations! One of his coaching points is on how to use a referral list. Here are the high points:

• As you build your list, organize it around zip codes to increase the probability of your potential client recognizing one of the names on your list
• Include married couples, diverse couples, single women, single men and so on
• Include persons of all races and ethnic backgrounds
• Keep the list up-to-date
• Create multiple lists for the same area so your clients don’t get bombarded with too many calls
• Call your referral list clients from time to time to make sure they are still okay being on the list and that they are still happy with you and your company
• If needed you can use your list during the call to head off objections around “getting other bids”
• If needed you can even call someone from your list right there in the home…the one who’s job and maybe their concerns fits your prospects situation

There’s a lot more to learn from Rodney’s CD’s. If you’re interested you can find out more at www.rodneywebb.biz.

Okay. I know you know this is the right thing to do…so get it done!


 

 System Selling™ Lead Generation Marketing Tips

Lead Generation Ideas From System Selling seminar graduates…that work!

• Company-logoed refrigerator magnet has 4 stars on it. After each service call the tech punches out a star. Punching all 4 stars gets a discount on the next service call…or a discount on a replacement product.
 
• Logoed baby pacifiers.

• Car window ice scraper with company logo.

• Magnetic flash light with company logo for keeping on the furnace.

 ***** Service Roundtable Announces a Dealer Newsletter Offering for Members *****  

A consumer newsletter is designed to keep your name top-of-the-mind when they think about heating and air conditioning. It’s designed to give them a warm and fuzzy feeling about your company.

Click here to read more

 Articles by Tom

READ TOM PISCITELLI'S SYSTEM SELLING WITH T.R.U.S.T.® ARTICLES THAT HAVE BEEN PUBLISHED IN HVACR Business Magazine.

Go to HVACR Business Magazine.

 Thank you!

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