OK, our company works with a radiant barrier coating, looks and applies like paint.  We found out early on that the more intelligent and informed the homeowner is, the more they understand and realize it is a good investment.  I know this is not news to anyone here.. 

You can show them all the statements, lab reports and photos you have and they are still not convinced enough to sign on the dotted line.  For THOSE homeowners, we found out that you have to give them something they can feel / touch to convince them that what you are offering will indeed save them energy  money.

If you can convince them by having them feel SOMETHING / ANYTHING that they will save energy money AND you offer them something for free, that, in most cases will push them onto your side of the fence.

It is very hard for a homeowner to believe they can save energy money with a coat of paint.  So, we run into the not convinced homeowner constantly.

 

Here is a few of the 'Touchy Feely' portions of our 'Sales pitch' for our product and services.

One service we offer is to coat the rooftop AC unit and any exposed ductwork to keep those metals cool in the hot months and greatly reduce the heat gain / loss through those metals.  Now for the 'Touchy Feely' parts.

1.  I have a 4 foot long by 2 feet wide and 10 inches high piece of galvanized metal AC duct.  I pulled this from a construction site scrap pile 20 years ago.  I divided it in two sections with a piece of plywood.  One side is coated on the outside with our product, the other is bare.  Both sides are stuffed full of fiberglass insulation.When I arrive at the home I place the piece of duct on the fronty lawn in the sun.  I ask the customer to feel both sides for the temperature difference.  Then we go inside and I give my talk and show my 'Evidence on paper'. so to speak.  They seldom convinced at that point.  HOWEVER, they are now chomping at the bit to go back out and feel that duct again.

So, we go back outside.  I always have them feel the coated side first, nice and cool.  They always do the same thing.  They will touch the paint quickly with their fingertips, then they will place their entire hand down on it flat, nice and cool.  THEN, they will place their hand flat on the bare side.  If it is a 90 to 100 degree day, they just laid their hand on 170+ degree metal.  If it is a man, that is the poi nt I usually get cussed at, in a semi-friendly  way.  I then say 'We are trying to keep the air cold in your ducts.  Do you think we would save you energy money?"  They would say yes.  Then I would take them back inside.

 

Once inside I would tell them that our coating will also work to keep heat in the ducts and the house in the cold months.  Again, they do not want to believe that a coat of paint can retain any heat.  Now we go to the kitchen sink, turn the hot water on letting it run very slowly.  Then we got to the hot water heater. and expose a small section of the hot water pipe at the water heater.  Then I pull out a 4 inch by 2 inch piece of stitchbond polyester roofing cloth that has been coated with our product.  I wrap it tightly around the hot pipe and pinch the ends together.  After a few second I ask them to feel the coated cloth.  Then feel the hot pipe, very gingerly this time..  

I explain that, obviously, they are not going to keep their home at the at the same temperature as their hot water, but, the percentage of of the normal heat loss to the outside cold isa the same percentage.

 

AT THIS POINT, I offer to coat their AC unit and ductwork FOR FREE if they agree to have us either paint the exterior of the house or interior walls and ceilings.   I also offer to coat their water heater  FOR FREE to save them even more energy money.

If the initial ca ll that came in was about coating an asphalt or comp shingle roof, I would also place a shingle, same color as their roof, on the lawn when I arrive and do the same demonstration as the duct.

90% of those customers are sold at that point  and we get the contract.

I also give them the coated cloth so they can do the same demonstration for a neighbor or relative that works in the construction industry.  We have gotten many calls and contracts the next day.

 

The main point I am trying to get across here is to figure out a way you can quickly and cheaply give them a very simple and believable demonstration of how YOUR product and service will save them the energy money you TALK about.  GIVE THEM THE 'TOUCHY FEELY' SALES PITCH AND THEY ARE SOLD.

Touchy / Feely works!

 

Good Luck

 

Hal Skinner

www.ct-coating.com

 

 

 

Views: 164

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