Kevin, one of our recent Sales Coach / Jump Start graduates, is just starting out in the family business as a comfort advisor. He had an opportunity to bid on a small replacement project for a property management company that owns or manages hundreds of homes. Kevin met with the owner and his management team and they expressed an interest in partnering with a HVAC company for future work. Here is the email correspondence that followed that meeting. Keep in mind that there is a potential for dozens of replacement jobs a year with this client. What Kevin did, in my view, took some guts.
Gentleman-
I appreciate your management team taking the time to sit down with me today and giving me the opportunity to learn about your business. Attached you will find my three prices for the three furnaces you asked for.
Please let me know if you have any questions. I am here to help you any way I can.
Best,
Kevin
Our Heating and Air Conditioning Co.
Kevin,
Is there any more flex on these numbers? We were hoping around $2,600 on First Avenue.
Phil
President & CEO
Phil-
I can appreciate the number you want to be around but unfortunately I cannot do it for that.
When I put these numbers together I put them together with the thought of giving you the best possible price I can right away. My goal for our partnership is to have a trusting partnership where we are doing business together for many years. If I were to come to the table with anything but our best price up front that would cause you all to lose trust in me and Our Company.
Kevin
Our Heating and Air Conditioning Co.
Kevin,
Ok. I appreciate the response.
Let’s do it.
Phil
President & CEO
Kevin took a stand that he believed in and the customer respected and accepted it. It took guts…and he deserves the glory.