This article has been written for people in the building industry

BIG QUESTION: What is the best hard water solution to sell to your customers?

My answer might surprise you!

If a new big customer came in would you just offer him “tea” or would you say “tea or coffee”?

I would encourage you to do the same with hard water solutions. Don’t just sell them an Aquabion when they always wanted an salt based softener. Inform and let then decide.

Take Mr End Feed, he doesn’t want a £30 wonder as he knows it doesn’t work and he will lose credibility with his customer. Nor does he feel able to sell them a salt based softener, as the up front cost, ongoing cost and space/storage needs are all too high. So will he go for an Aquabion? Still a fair amount to pay, but it only works out at £70 per month, so with all the savings made with heating hot water, less break downs and half the cleaning chemicals, the customer will easily be saving money.

So the answer is: The one they WANT to buy (so long as it works)!

If you always give the customer want they want, what a great year 2011 will be.