by Tom Piscitelli
During a recent interview on HVACTV.com, three of us were asked, “How can our industry reach the millions of existing homeowners with the breaking news about the new products and services we have to offer?” Most of us would readily arrive at the opinion that we need to get contractors and manufacturers to advertise more. Sure that works, but to really have impact, to really create consumer demand, we’d have to spend millions of dollars — money our slim-margin industry just doesn’t have.
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by Tom Piscitelli
How many times have you bought something that was “cheap?” Or bought something from someone you weren’t completely comfortable with? We all have. And what was the result?
Perhaps the product didn’t live up to your expectations, and you had to buy it again. Only this time you bought the better one, or even the best one. And if you purchased it from a salesperson you weren’t quite comfortable with, did you refer friends or relatives to him or her? Probably not.
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by Tom Piscitelli
Congratulations! You just made a sale! Now what? Some sales people might think the work is done, that they’ve completed their part by getting the customer to say “yes” and sign the agreement. Well, if the sales person’s goal is to get the sale and move on to the next prospect, they could be right.
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