How to sell in neighborhoods where you've just made a replacement sale
What's the best way to market in neighborhoods where you've just completed a replacement sale?
When the job is sold, the salesperson informs that customer that he or she will be back after about one month to do a final quality inspection.
After one month passes, call the customer and ask if everything is all right so far and schedule the final inspection for some evening.While you're still on the phone, ask the customer, "Would you say that all of the homes in your neighborhood are about the same age and that I ought to look at them also?"
Using "SelectPhone Pro CD" software or one similar, call their nearest neighbors. Say, "Hi, this is ___, with ___ heating and air conditioning company. I'm not interrupting anything, am I?
"I just replaced the air conditioner or furnace for ___. They live about four houses down from you (or whatever). Did you see our trucks?"
Yes or no, it makes no difference. You're just getting the conversation going and giving them a moment to get their mind off whatever they were doing.
Continue with, "I'm going to do my final quality inspection tomorrow (or whenever) in the early evening. They told me that all the homes in their neighborhood were about the same age and that I ought to have a look at them. So, tomorrow night, and only tomorrow night, at no charge, while I'm in the neighborhood I have volunteered to take a look at anyone's air conditioner and furnace who wants me to. It takes about five or 10 minutes and there is no charge for this service. Would you like me to put you on the list?"
In view of the fact that this is a free and valuable service, you can only see a maximum of four people that night and you have an almost unlimited number of people you can call. You don't need to go into any kind of a sales pitch.