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NEWSLETTERS
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Lindemann Chimney Supply sells wholesale only to the chimney and hearth industry.
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 7/1/2004
Tell Me What You Want!
To quote a lyric from a old Spice Girls hit song, “Tell me what you want, what you really really want.” While this may have different implications in their song than it does in your dealing with customers, it is most important to find out what your customer really does want.
The secret to finding out what your customer wants is to simply listen to what your customer is telling you. You might ask a few questions about what problems they are having, then sit back and listen, and you just might find out what they “really- really want.
You might have a great stainless steel chimney cover with a lifetime warranty that will keep rain and debris out of their flue, and you even have one on your own house, but that may not be what they want.
By listening you may find out they want protection for their wood shingle roof; then you’ve got the worlds best spark arrestor. Or maybe they want to keep rodents and raccoons out of their chimney; then you’ve got the best animal protection available for a chimney. They might even want protection from the little men that come out of the UFO’s, OK then you’ve got UFO protection. While that sounds a bit crazy, we’ve heard about a customer who actually wanted protection to keep “unknown space things” out!
The point is simple; while it might be the exact same thing, you’ll make a lot more sales by selling what your customer really wants to buy, instead of what you’re trying to sell!
Our friends at Exhausto not only have a 2-year factory warranty, but they also offer an unconditional money- back guarantee on all their fans. Here is what unconditional means to you, should your customer want to return their Exhausto for any reason during the first six months after installation, they’ll get all their money back with “no questions asked.”
Needless to say you’ll get all your money back too. While we have only seen this happen a couple of times in the past twenty years, it’s still nice to know Exhausto stands 100% behind their guarantee.
When talking to your customer, always remember the unconditional money- back guarantee, it’s a great sell point, and just might make the difference.
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BACK ISSUES OF OUR NEWSLETTERS
June 2004
May 2004
April 2004
March 2004
February 2004
January 2004
December 2003
November 2003
October 2003
September 2003
August 2003
July 2003
June 2003
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