When it comes to humidity control products, how can contractors effectively convince consumers to purchase humidifiers and dehumidifiers? Everyone knows that these products aren’t necessities like furnaces and air conditioners. And, furthermore, consumers can easily purchase small, portable versions of these units at the store themselves. So contractors seeking to carry and successfully sell a line of humidification and/or dehumidification equipment may need to carefully examine their sales approach to these products.
For starters, the one technique everyone recommends avoiding is the hard-selling approach. According to Bala Ekambaram, director of product marketing for IAQ, Honeywell, “Homeowners aren’t looking to be sold. They’re looking for consultation.” He continued, “Being able to act as a consultant, rather than a salesperson, is particularly important when it comes to indoor air quality solutions, which have traditionally been viewed by homeowners as a ‘nice-to-have,’ not a ‘need-to-have.’”