Two vendors came the next day to give an estimate. Al’s ACME Repair (the name has been changed to protect the guilty) sent two salesmen who spent 15 minutes in the house. They walked around, noted how cold it was inside, took a few measurements, and looked at the old system. They then went back to their vehicle, spent 30 minutes writing up a quote. They gave Debra a quote with three lines of information on the unit type and cost, and they left.
A couple hours later, Jeff from Harvey’s HVAC House came to provide a quote. He spent 50 minutes with Debra, asked lots of questions, took pictures of the old unit, described the process for installation of the new unit, mentioned the experience of the installers, and offered to provide a quote via e-mail later that evening with multiple options for Debra to consider.
Her takeaway? If Jeff’s quote comes in anywhere near Al’s ACME Repair, she’s going with Jeff.
Jeff offered details on 3 options (Good, Better, Best), “Better” was right in line with the other company’s quote, and she went with Jeff.
True story – and truth in the lessons learned: Conveying patience, being inquisitive, educating the customer, building-up co-workers, and offering options are all vital to customer service success.
Be like Jeff – learn from the tale of the two talks.