Ask the Experts | Overcoming Price Objections

When presenting the price of a part to customers, it can seem difficult to make them understand why going through a service costs more than ordering the part and doing the job themselves. On this week’s Ask the Experts call, an HVAC contractor from Louisiana asks:

How should we deal with price objections? For example, “I can get it on Amazon for $30 and you’re charging $400. I’ll do it myself”.

Contractor University faculty member, Gary Elekes (President of iMarket Solutions and Founder of EPC Training), gives his expert advice on what a job entails to better express the value the customer receives.

Contractor University members can click here to log in to their member dashboard and submit a question through the Ask the Expert portal.