Practice What You Preach

How can you recommend something to your customers that you don’t use? That’s a valid question that each of us should answer. Surely, if you use the same products at home that you sell at work, you’ll be able to speak with conviction and offer valuable advice to your customers with confidence and first hand experience.

There is a product in the industry called the Clear Wave. The Clear Wave is a water conditioner that affects the calcium crystals in water so that they don’t stick to anything. This product boosts performance and extends the life of the equipment by de-scaling water heaters, boilers, and evaporative coolers.

We recently remodeled our home. One of my favorite things besides the heated floors in the master bathroom is the new shower. The door is a thick piece of clear glass suspended on two small hinges. I loved it until my good wife gave me a new daily assignment: “Every morning after your shower, use this squeegee to clean the inside of the shower door, and then wipe it off with your towel to remove the water marks.”

I pleaded for relief from this new commandment in my life. Surely it was more than I could bear. I was certain this new task would reduce the effectiveness of my think time as I planned my day during my moments of solace in my new shower each morning.

As I brewed on an escape from this dreaded undertaking, I was struck with the idea that if I installed a Clear Wave, the water conditions might be so improved that I could be free from my daily squeegee assignment. Well, the Clear Wave was installed the next day, the now the shower door has remained spotless without me having to touch the squeegee, and my life has improved. O.K., I do use it from time to time if my wife happens to be up when I shower, but that’s just to get credit for being a good husband and doing what I’m told.

Unless you want to buy a Clear Wave to save you from the squeegee after your shower, you don’t want to discuss this subject with me, or you will soon own a one of these slick little devices for your home.

The story should be the same for each of us when it comes to the products we offer our customers. If you’re a technician or salesperson, speak with the company owner about how to get some of your favorite products installed in your home. If you’re a business owner, see that your salespeople and technicians get your products installed in their homes. Make them an offer they can’t refuse.

The principle is right and true. If you’re not sure, try it out by offering an inexpensive, but effective product to those you work with. Track the sales to prove that there may be a new opportunity to sell this product. We’re certain you’ll find an increase in sales that will benefit you, your staff, and your customers.

Rob “Doc” Falke serves the industry as president of National Comfort Institute a training company specializing in measuring, rating, improving and verifying HVAC system performance. You can contact Doc at robf@ncihvac.com or call him at 800-633-7058. Go to NCI’s website at nationalcomfortinstitute.com for free information, technical articles and downloads.