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So you’re standing in the basement with the average person (your spouse) and you’re both looking at that ancient boiler. "Gee," you say, "this old boiler is polluting the air you breathe." And the average person shrugs and says, "It’s been here for 50 years and none of us has gotten sick from it." See what I mean? The average person looks at that boiler the same way he or she would look at an aged uncle. "Shucks, Uncle Fred’s no trouble. He’s been here for years!"
I could go on and on, but let me leave you today with just one more thing to ponder. At a seminar I was recently doing in Massachusetts a contractor came up to me and said, "Dan, you can’t talk to old people about replacing their boilers because they all think they’re going to die soon." This guy was about 25 years old, a young pup. By the way, how old are you, pal? I’m 50. I don’t think I’m going to die soon. Do you think you’re going to die soon? Be honest. I was talking to a guy in his seventies yesterday and he didn’t think he was going to die soon either. The average guy doesn’t think this way. If he did, he wouldn’t buy green bananas or light-colored suits. Very few people think that they're about to reside on the other side of the lawn.
I’m thinking selfishly. I am not unusual. All but the saints among us think selfishly. How to sell to selfish people (and we're ALL selfish people!)
That's the name of a seminar I do and it's available on videotape. If you own a business (and it doesn't have to be a heating business) I guarantee this program will give you food for thought. It's available at Books & More. Here's the link: Thanks for all that you do for us.
Dan Holohan
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But suppose you could explain that "Uncle Fred" might be leaking carbon monoxide – that colorless, odorless, invisible gas that creeps up from the basement while we sleep and murders us in our beds. Carbon monoxide is every bit as scary (and even tinier) than a mosquito, isn’t it?
And you know what? If I were older than I am I’d really be concerned about my old boiler breaking down. If some caring person with a lot of boiler experience pointed out to me that old boilers generally break down in the middle of the night, in the dead of winter, on a holiday weekend when few service people are around to help, I’d be listening. I’d also be wondering if someone would be there to help me out on that horrible day that’s sure to come. And I’d be wondering how much I’d have to pay at that point because the Service Company that finally showed up (if they showed up!) would surely have me over a barrel. Maybe I should replace the old beast now when I’m in a position to negotiate the best deal.
| Dan Holohan - [Intro] | [Email] | [Website] |
| The views expressed in this article are those of the individual author and do not necessarily reflect the views of the management or staff of MasterPlumbers.com |
