It’s sure nice to make a one-call $20,000 sale. I hope you have. If it took three months to sell a $20,000 job, would that sale be worth your time and effort? Here’s what it took for one sales pro to make this happen.
A new customer lead called the office and he ran it, learning that she wanted to replace both older systems. She asked him to email the quote, which he did.
He didn’t hear back from her for a while and then she sent an email saying she had not received the quotes. He made another personal visit and presented a high-end 17 SEER system as his “BEST” choice. She then told him that she had a high school friend who was now in the HVAC business and she was going to get him to quote the job too.
The sales pro called weekly for six weeks until the customer sent an email to the owner (from the web site link) asking for the sales pro to only contact her by email. He complied and within days she decided to replace both systems, one with a new 25 SEER system and the other a 14 SEER.
When he went out to get the paperwork signed she told him that she bought from him because she appreciated his respecting her wish for email follow up, that she researched their company and found it to be very reputable, and even though they were $4,000 more than the high school friend she felt those things were worth it.
Gotta love the persistence, the courage to propose the high-end solution, the confidence that he could sell the job for more money than another contractor and the willingness to work with the customer in the way she preferred.