Always include verification and final testing to prove you delivered what you promised.
Oh, how about equipment? At the kitchen table, you spoke about your relationship with your manufacturer. The customer trusts that relationship because they already bought you.
A discussion about types of equipment and costs is all you need at this point. Since they are purchasing the best system, isn’t the best equipment the obvious choice?
Before writing a proposal, settle any outstanding system issue details until you both agree. Nod in agreement, shake hands, or get a hug. Respond however your customer chooses to indicate total agreement.
The Proposal
Then create the proposal. Keep it brief when appropriate. You may include the most important points to your customer and whether you include equipment replacement.
Keep the scope of work minimal to deflect a spouse or others shopping your price.
Jack in the Bean Stalk
The diagnostics sales lead seed looks different from the seeds planted to grow a typical equipment replacement sale. Jack planted magic beans to make his dream come true.
The seeds you plant during the Learn-O-mercial bring a sense of magic to the services you offer customers.
Why shouldn’t an HVAC guy bring some magic into customers’ homes? The magic is in the Learn-O-mercial and what they discover, think, feel, and receive from you. If what you do in their home doesn’t feel like magic, you’re planting the wrong seeds.
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