May 2014 Print Edition: Selling Performance


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It’s one of our biggest issues yet, which means more answers, more solutions, more great ideas for your contracting business!

Let’s face it: Most homeowners who would benefit from whole home performance solutions don’t know what it isdon’t know why they need it … and frankly, they don’t want to pay for it. So we spoke to several contractors who have succeeded in this new, but tough, marketplace and they shared their best ideas for demonstrating value and closing sales. It all comes down to honesty, credibility, pricing and employee training.

There’s lots more in this issue.

  • How can you increase profits … by taking better care of your employees?
  • How are contractors succeeding in the 24/7 world of commercial refrigeration?
  • How can you teach your technicians the importance of something as simple as smiling?
  • How can commercial contractors pre-qualify a building for whole building performance services?
  • What’s the next step in the government’s push for regional HVAC standards?
  • What are the three major decisions that the government is about to make on refrigerant issues — and how will they affect contractors?
  • How did one commercial contractor use “partnerships” to win the industry’s top award?
  • How can you send marketing emails that actually get opened and read?
  • What are the three points of GROWTH that can actually put you out of business?
  • How can you win repeat business from customers with different customs?
  • What’s the best way to maintain your service vehicles’ tires for maximum safety and profitability?
  • What is the best way to design radiant systems for optimum performance?

Answers to those questions and lots more will be found in the May 2014 issue of IE3 Magazine.

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