Ask the Experts | Establishing A Standard For Value

When trying to find a way to differentiate yourself from competitors to a customer, highlighting a standard for value that your services provide can be what tips the scale in your favor. On this week’s Ask the Experts call, an HVAC contractor from Oklahoma asks:

We have recently been running into competitors, that have been telling our customers, that they will give them the same guarantees and warranties as we will, but for 20% less. How would you respond to the customer, aside from providing the $1 scenario, quality of installation and relationship building?

EGIA’s faculty member, Drew Cameron (President of Flow Odyssey), gives his expert advice on how establishing the value your customer receives can make or break a sale.

EGIA members can access the full archive of Ask the Expert recordings by logging in to their member dashboard.