Articles by Bob Janet

Is It Really All About Price?

If You Think the Majority of Customers/Prospects Leave Looking for a Lower Price, You Are Wrong

It’s all about price, isn't it? That's why every company that sells high-end items is going out of business. But wait a second; they are not going out of business. In fact they are profiting like never before.


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Don’t Market on the Cheap

Your Sales and Reputation Will Suffer
Don’t make the mistake of trying to market on the cheap. If you are not going to make your business look like a million dollars, which when done properly does not cost that much extra, don’t bother with marketing at all.


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Ways to Double Your Sales

Customers will not just make additional purchases simply because you ask them to. You must show them the value in making additional purchases. And that is easy. All you have to do is show them the benefits they receive from purchasing your products and services.
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Shut up and Take the Money

While shopping one of the big box home store discounters for a client, I watched a perfect example of overselling. When I asked the customer, “Why didn’t you buy that sink?”, she replied, “He would not shut up and sell it to me.”
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2015 HARDI Fly-In

Highlights from HARDI's Congressional Fly-In in Washington, D.C.

Podcasts

NEWSMakers: Clint Schreck

Clint Schreck, general manager, Columbus Worthington Air, Columbus, Ohio, discusses winning Angie’s List Super Service Award, how to handle online reviews, and much more.

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2015 May 25

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Legislation and Regulation

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HVACR INDUSTRY STORE

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2015 National Plumbing & HVAC Estimator

Every plumbing and HVAC estimator can use the cost estimates in this practical manual!

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