Q. I have a small maintenance business taking care of all household problems. I recently passed my heating and air conditioning course and am now certified to do that work as well. When I gave my customers my new card and suggested I can now also take care of their heating and air conditioning problems, some said they have used the same company for years. When I explained I will probably charge less because I am a smaller operation, they worried about loyalty to their long-time providers. How do I answer that?
Ans. Show them references from people you served and show invoices to prove it cost less. Tell them most people are trying to cut costs in this economy and everyone has the right to change providers if they feel they will have a better deal. You are free to offer your card, references and service. They are free to take them or refuse but they should have that choice. Keep making the offer.