Personal Experience Is a Great Selling Tool
He said that most of his customers respond to that line of reasoning with, “If it’s good enough for you in your house, I’ll take it — even if they’ve never heard of it.”
Lemon has owned the business since 1991, has 12 employees, and currently does 60% residential and 40% commercial installation, service, and repair work.
He added that customers like to see the product they are getting before it’s installed, so he invites them to come to his 45- by 30-ft showroom.
“I have the advantage of showing customers product ahead of time through our showroom, [which] includes an upflow gas furnace and condensing unit on the floor,” Lemon said.
(Reprinted with permission from International Comfort Product’s “Dealer Access” newsletter.)
Publication date: 07/16/2001