Matt, How Do I Overcome Internet Price Shopping?
In this edition of "HVAC Skill Builder," Matt discusses how to overcome internet price shopping
Matt, how do I overcome internet price shopping? Well, one way to overcome your internet price shopping is having a really good value building proposition upfront for your customer. So, by the time you build that relationship, build rapport, and ask some questions throughout the process of your service call, it helps reduce the internet price shopping. Now, occasionally, you're going to get people that are just going to be really hard set on this is what the price is online and this is what you should be charging me and we all know that we have to make a profit in this industry. So, another way to do it is bundling options and giving them a fancy name. For example, we take a capacitor and a hard start kit, people can go look those up on the internet but if you bundle that capacitor and hard start kit and call it a storm kit, that's going to be really difficult for customers to go back and try to find on the internet and if they do decide to go look up Storm Kit, more than likely, they're going to find umbrellas and other rain gear. So, that is one way to overcome your internet price shopping objection.
Matt Akins is the Manager of HVACR Technical Education at ACCA.
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