I have a new HVAC guy in my networking group...he says he has a 80% sell rate and its because he matches a furnace to the customers budget.
for the most part that doesnt work with plumbing except for water heaters...i am considering a lower priced option. I get alot of price shoppers for water heaters. Right now i sell a higher end water heater which i know is good. I try to discuss quality during the 2 minutes i can keep them on the phone...it does work sometimes, but many times it doesnt.....by giving them 2 prices and having 2 levels of product i may be able to double my waterheater sales. If the new heater only lasts 5-8 years instead of 12 how will this effect me? im not going to sticker the heater. Its a customer i would have never had anyways. they will have gotten what they paid for. will they bad mouth my company when it goes bad early? will most of them even remember me for a 2 hour job i did many years before?....
im just considering that im pushing my version of quality on people and losing customers....if they cant afford what i have to sell maybe i should have an option that they can afford.
here's a good comparison: i own a Toyota dealership, but have extra room on my lot...do i also sell KIA's?...not everyone can afford Toyota, but could afford KIA....its not a good...it will have more problems....but it is what it is.
offering 2 water heater lines will also keep them on the phone longer and while comparing the 2 it will give me more time to discuss quality/service and may result in more sells for my standard line of water heaters. its my way of expanding what i do or in this case sell.
opinions?
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