Many air conditioning and heating salespeople tell me, “I just can’t get appointments with some callers. They only want a price over the phone, and since we’re not the cheapest, I usually don’t hear back from them again.”
Good point. We don’t encourage you to be the cheapest, nor do we suggest any sort of “bait and switch” techniques that you hear about too often. There are a number of responses that will get you in the door of a good, qualified prospect so you can actually sell instead of just giving a “cheapie” bid to get the job. Try these out.