HVACR Business

APR 2017

Help hvacr contractors master the critical components of business management.

Issue link: http://digital.hvacrbusiness.com/i/810030

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Page 19 of 27

20 HVACR BUSINESS APRIL 2017 www. hvacrbusiness .com How do you build rapport? Fortunately, there is a formula for building rapport any- time and with anyone. It takes 4 steps. Step 1: Go into their world first. e most important thing to understand is why? Why is it that the client wants to spend money? It's not about the price or the equipment. Most of the time the reason is that when you are done, there's a certain way they want to feel. It is about a pain or a frustra- tion or an aspiration. Find out what that is. Step 2: Be Interested. Ask lots of question about them. is is the opposite of telling them a lot of things about you, how many generations you have been in business, how great you are at this etc. Simply focus on being interested in them. Step 3: Develop Shared Reality. If you do the first two well, you will discover they are a person just like you, with a real life, and in real life people have things in common, kids, schools, interests, sports, beer whatever. When done right, this is the magic mo- ment, that will remain with them aer you leave, and in many cases close the deal even before you have submitted your proposal. Step 4: Verification. Don't just do the above and leave on a happy note. Understand the specifics about the proj- ect and repeat back, just like they do aer a drive through order. is needs to be the shortest part of the conversation. Most contractors spend all their time here. Don't be one of them. e key to knowing and beating your competition has little to so with the other companies in the marketplace. It is about picking the right people to do business with and being the person they want to do business with. When you do these two right, the competition doesn't matter. u Karan Dhillon is the founder of The Contractors Coach, a business coaching company focused on contractors and the construction industry. He is also the author of the book The 7 Deadly Sins in a Contractors Business. For additional information, visit thecontractorscoach.com. The key to any business relationship, short term or long term, is that people buy from people they like and trust. RECOVER, EVACUATE and CHARGE with just one wireless tool 67023 ManTooth® Wireless Pressure/ Temperature/Vacuum Gauge NEW WIRELESS VACUUM GAUGE! • Free downloadable ManTooth® app calculates and displays the system's actual readings on your Smartphone • Lighten your load - replace your gauges, hoses and vacuum gauge • Eliminates cross contamination of refrigerants • Charge directly through the ManTooth • Minimize potential for leaks • Includes 100+ refrigerants • Not pressure specific www.yellowjacket.com Purchase a 67020, 67021 or 67023 ManTooth® before May 31, 2017 and receive a $25 Visa Gift Card *Visit yellowjacket.com/mantooth25 for details. continued from page 19

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