Last month, we discussed having a mid-year sales strategy or course correction. I suggested one should start to plant the seeds to provide a better product at a better price from a team rather than simply sell commodity products to HVAC contractors.
Now someone might say the “product” hasn’t changed. It’s still the same piece of manufactured equipment, but my thought on a better product is to approach the HVAC contractor with the suggestion that this pre-selected contractor consider teaming up with the equipment representation and get out in front of clients’ HVAC needs. Instead of bidding to these contractors, consider becoming a partner with a select few contractors. Heck, they’re trying to get work, too, so why not approach a contractor with the suggestion that you and his or her firm team up together to get work. As a rule, contractors don’t call on design engineers to discuss projects in the design phase, but sales professionals do, and they have the inside tract on what is being engineered for each project.