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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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 10/1/2003
Check Your System
We supply a chimney service company that has installed over 200 liners in each of the past three years. Whenever we mention that company, we’re always asked, “how do they do that?”
Our answer is always the same. They’ve got a system or it would be better said that they have a complete system.
A complete system should start with your ad. It doesn’t have to be the biggest one, but it has to be large enough to get your message across and it must look very professional.
When a prospective customer calls your place of business, they don’t want a phone recorder; they want a live voice so they can make an appointment NOW. They also don’t want to hear a baby crying, kids fighting, or a dog barking in the background.
Whoever answers your phone has to have a quiet room to do the job right.
Prompt arrival is also a must. When you arrive more than 15 minutes late without having called, your “system” and professionalism are falling apart. When you arrive at your customer’s house, get out of your truck and approach the house immediately. Sitting in your vehicle and talking on your cell phone or Nextel for 5 or 10 minutes tarnishes your image even before you set foot on the property.
Part of the complete system is looking your best. A clean well-lettered truck is a good start, followed by your own clean-cut appearance. Your shirt or jacket should have your company name on both front and back.
Your “Certified Chimney Sweep” patch on the front of your shirt tells a lot about your credentials without your customer having to ask. Your first name on the front answers another question. Now your customer knows that “Joe” who is a “Certified Chimney Sweep” from “ABC Chimney” is at their door even before they Open it.
Who would be more likely to sell you a furnace flue liner Joe or Bob: if BOB Shows up late, unshaven and wearing a torn “Bud Light” t-shirt.
If given the chance to write a proposal, have your own professionally printed form with your company name printed (not rubber stamped) on it. Be sure your proposal tells the customer in depth what materials will be used, will the liner be insulated, and what their warranty will be. Be sure to include an expiration date too.
You don’t have to get a forty or fifty percent deposit. You’ll close more deals with a $100 or $200 deposit. Remember, even with a check in hand and their signature on contract, they still legally have 72 hours to change their mind.
Be sure to follow up. Wait a couple of days and give them a call just to see if you can answer any questions about your proposal. And don’t forget to call them a couple of days before the expiration date.
Remember, if you only want to use “Half a system”, You’ll probably only sell “half as much” as you could have. So, check your system and make sure it’s a complete system and stay with it.
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BACK ISSUES OF OUR NEWSLETTERS
September 2003
August 2003
July 2003
June 2003
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