Preventing and Overcoming Price Objections - Short #96

HVAC School - For Techs, By Techs

Bryan Orr

Education, Business, Self-improvement, Careers

4.9 • 1K Ratings

🗓️ 9 June 2020

⏱️ 21 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

In this short podcast episode, Bryan explains how you can prevent and overcome price objections in your HVAC business.

You can prevent price objections by avoiding the "budget" reputation. If your company establishes itself as a "budget" or "cheap" company, you will attract coupon-clipper customers. Coupon-clippers can be difficult to work with because of how cost-conscious they are. Customers who aren't looking for a deal will be less likely to object to pricing. You also don't want to shy away from money conversations with friends or family members.

Once you get your business model and clientele established, you need to overcome pricing objections in yourself. "Expensive" isn't the issue; value is. If you set a price, then you need to be confident in it; pricing is a business decision, not a moral imperative, and you won't please everybody. If you're not comfortable with the prices, your discomfort can show in your body language and turn the customer away. Another tip is never to talk down your own value or make your work seem like it should be cheap; don't be afraid to explain labor or warranty costs if the customer asks.

You can also prevent price objections by avoiding dramatic language. Instead of saying, "This will be expensive," or, "I've got bad news," you can just give the facts and the quote. If the customer gets emotional, you can empathize with them and give them a positive outlook on the situation. It also helps if you can keep money conversations as comfortable, clear, and fact-based as possible. Make sure you get customer approval and allow your customer to decline new procedures every step of the way. Bundle in extra value if you can.

Oh, and remember to be empathetic and do a good job.

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Transcript

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0:00.0	Hey, this is Brian.
0:05.0	Thanks for joining us on the HVAC School Podcast.
0:08.0	This is the podcast that helps you remember some things.
0:10.0	You might have forgotten along the way as well as helps you remember some things you forgot to know in the first place
0:14.7	Sorry for my over-the-top voice acting there, but first before we get started talking about preventing an overcoming price objections, which is what this short podcast is about today about
0:24.0	today. I want to thank our sponsors and our sponsors are
0:27.2	Navac Global. If you haven't taken a look at the
0:30.0	MP4 DLM for CFM, cordless, wireless, battery-powered vacuum pump.
0:36.8	Check it out.
0:37.8	It's a really nice tool, very compact, very well-made.
0:39.8	It's just a good
0:44.0	vacuum pump and happens to be battery powered.
0:43.8	Also big thanks to carrier and carrier.com
0:46.5	for always supporting us on the podcast.
0:48.6	Field Piece and Field Piece.
0:50.3	Have you taken a look at their wireless scale? That's not something we talk about a lot, but they've got a really nice wireless scale the SRS 3 wireless scale works together with the job link app really nice scale. I think you're gonna like it it. Find out more at fieldpiece.com or
1:04.0	truetech tools.com use the offer code gets cooled for a great discount and
1:07.4	check out. Refrigeration technologies they are making hand sanitizer as
1:11.7	well as disinfectant that is rated for use against COVID-19 and a lot of people
1:18.8	will correct that and say well COVID-19 is the disease the actual virus is the SARS COV2 virus. Whatever floats your boat, it is listed with the EPA as being
1:29.6	effective against that virus, not necessarily that it's been specifically tested, but the active ingredients are likely to work against it. If you read the fine print from the EPA, that's what they say. But anyway, go to refrigeration technology's website refriga tech.com to find their hand sanitizer and their new disinfectant.
1:49.0	Speed clean and speed clean.com, big fans of speed clean and everything that they make.
	...

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