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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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 10/1/2004
"Diapers to Dollars"
How many no’s are you willing to take before you give up on a sale? Remember when you were 6 or 7 years old and you asked your mom for a candy bar at the supermarket? You asked, “Can I have a candy bar?” That’s a closing question and your mom answered “No.” Then you asked, “Please, can I have a candy bar?” She said “NO!” Ah, number 2 no safely out of the way. “Aw, come on, PLEASE!”
Your mom answers emphatically “Absolutely NO,” she might have even spelled it out for you: “N-O.” Good, that makes three no’s out of the way. Now it’s time to try and find out what the objection is here. “Why can’t I have one?” This is a classic example of a direct question going straight at the real reason for the no’s. How did you learn that so early in life?
True to form mom says, “Because you won’t eat dinner.” Now’s your chance, all you need to do is overcome the objection. So you go with “Yes I will, I’ll eat the candy bar after dinner.” Now she starts to give a little and weakly says, “Well, I don’t know.” Ah, you see your chance for the close, then give it your most dramatic “PLEASE.” “OK,” she says “But don’t even think about it until after dinner.”
SUCCESS, you made the sale, and it only took five no’s and you were prepared to go at least 9 or 10. You were even willing to risk getting spanked too.
Think about it for a second, at age 6 or 7 you were willing to risk public embarrassment, corporal punishment, and verbal abuse to make a sale. Somewhere between diapers and dollars, you forgot how tenacious you needed to be to make that sale.
If you reminisce for a minute, it wasn’t just a candy bar, it might have been that first date, getting the keys to the car, staying out after curfew…all sales. But you hung in there against all odds, to eventually make that sale.
On the average it takes seven no’s or objections to get the sale. Persistence is the secret to getting to the seventh no.
Be A Pro
Have you seen the new Cre-Away Pro? While we all have known about the regular Cre-Away solution for glazed creosote removal for some time, the new Pro is a real step up from an already excellent product.
The Cre-away Pro is a professional strength version of the regular Cre-Away, containing 50 percent more magnesium catalyst.
All you’ll need is a Cre-Away Pro applicator and a 1 ½ to 2-gallon portable electric air compressor, which you can get at most home improvement stores for less than $80.
With a 25-pound container of Cre-Away Pro you’ll be able to do approximately 70 to 75 chimneys. This will result in your material cost per chimney to be a little over a dollar.
We have heard from several of our customers that they are getting $79 and up per chimney. That’s a real nice add on after you have already cleaned the chimney with your brushes, and there is still some glazed creosote left. While it’s less money than you would charge for a mechanical cleaning, it is a lot less work too.
Not only does Cre-Away Pro break down 3rd degree creosote with its 50% more active ingredients, but it also contains a clay additive, which enhances its odor absorption qualities too.
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BACK ISSUES OF OUR NEWSLETTERS
September 2004
August 2004
July 2004
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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