Summary

In this episode, David Reed interviews Andy Hobica from Hobica Services, a family-owned HVAC company in Phoenix, Arizona. Andy shares the history of his company and how they have expanded their services to include plumbing, electrical, and wine cellars. They discuss the importance of building relationships with customers and the power of online reviews. Andy also shares his sales process, which includes calling customers on the way to their homes, wearing booties, and engaging in conversation to build rapport. In this conversation, David Reed discusses the importance of mirroring customers and actively listening in sales. He also shares his approach to building relationships and going above and beyond for his customers. Additionally, he talks about the value of giving back and his nonprofit organization, One Bag at a Time. Overall, the conversation highlights the significance of understanding and meeting the needs of customers, as well as the impact of philanthropy on personal and professional fulfillment.

Takeaways

Building relationships with customers is crucial for long-term success and referrals.

Online reviews can greatly impact a company's reputation and credibility.

Calling customers on the way to their homes and wearing booties shows professionalism and attention to detail.

Engaging in conversation and showing genuine interest in customers helps build rapport and trust.

Small gestures, like offering a free drink or promotional products, can make a big difference in customer satisfaction. Mirroring the customer's interests and avoiding controversial topics can help build rapport in sales.

Actively listening to customers is a crucial aspect of the sales approach.

Going above and beyond for customers, such as conducting thorough assessments and providing additional services, can leave a lasting impression.

Building relationships and rapport with customers is essential for success in sales.

Giving back and engaging in philanthropy can bring joy and fulfillment to both personal and professional life.