In the spring of 2012 we were called to a home to provide a second opinion. The system was 12 years old and they were in the final year of a 4 year prepaid maintenance contract. The home owner said the competitors’ tech showed up, took a look at the system label on the side of the unit, and declared it was shot, “Need a new unit and there is nothing we can do to fix this one.” When we arrived, the system was cooling, but intermittently. The reason was the outdoor fan motor was not operating properly and needed to be replaced. When your goal entering the house is to sell something you sell something, when your goal is to fix something you identify the fix. Very contrasting ideology!
The other day I was shopping my competitors and saw this lovely guarantee. I wanted to see how effective it was and requested 10 estimates from people who had this guarantee. To my surprise, the first few kept beating each other up and I was able to get a 20% discount. Oh, and the bigger guys started adding all kinds of things to the estimate to “void” the beat any price guarantee.
The problem was, the equipment, warranty and installation processes they proposed were total crap. They tried to convince me that certain things were not required to get the sale.
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