July 8, 2019
*John Tingle *
Kele, Inc. Completes Acquisition of Temperature Control Systems, Inc.
Acquisition is Kele’s third since 2017 and strengthens service to south-central U.S.
MEMPHIS, Tenn. and DALLAS – Kele, Inc. today announced the acquisition of Temperature Control Systems, Inc. The acquisition expands Kele’s footprint and enhances its ability to serve customers in the south-central United States. Temperature Control Systems, which is headquartered in Dallas with six locations across Texas and Oklahoma, will increase its offering with a broader product line, value-added services, and faster delivery options.
Kele President and CEO Richard Campbell said customers from both companies will realize benefits from the acquisition. [Read more…]
Ken and I took the 4th off, and hope everyone had a wonderful 4th of July Weekend. We will return next week with more Control News You Can Use.
The data driven approach to making Money, or more Money in HVAC and Smart Building Controls.
This was the title of an email I received from one of my copywriting coaches Ben Settle.
It got me thinking. Not about staying up and fighting with my wife, but about persistence. About not giving up. About the HVAC and Smart Building Controls Business. About Success and failure. About sales.
According to Brian Williams, PhD
It takes an average of 8 cold call attempts to reach a prospect
30-50% of sales go to the vendor that responds first
80% of sales require 5 follow-up calls after a proposal is made and 44% of sales reps give up after one follow-up
Think about that!
Only 20% of all sales happen without 5 follow-up calls and 44% of all sales reps give up after the first no.
Persistence wins over talent.
So why don’t more people follow up?
In my experience , most sales reps will do anything to avoid getting a NO. Or they don’t want to be a nuisance.
A big reason I have been successful at sales is that I kept going when most would give up.
Years ago, I called an energy director at a prospect for 235 work days in a row. Everyday it was voice mail. I left him a message every single time and on the 236 day he called me back.
“You are the most persistent person who has ever called me and I have to meet you.”
My response was, “ If I worked this hard to get a chance at doing business with you, imagine how hard I will work to keep your business and keep you happy?”
_Of course that is before I knew what to say to get an appointment._
Effort always wins in the long run….but the long run can be a very long time! So how can we get results faster?
EFFORT PLUS CORRECT THEORY= PROFOUND RESULTS
One of the benefits of struggling and not giving up is you learn what works and what doesn’t. These theories become useable frameworks that when added to effort dramatically improve results.
I have a challenge and an offer…
Think of a prospect that you want to meet but can’t get into to see…
an account you have given up on…. one that you would be willing to try to contact one more time.
How you say somethingis more important than what you say. Say the right thing in the right way and you will get better results.
My offer: Using all I have learned about sales over the last 40 years, I will write a custom script for you to use next time you call this client.
Type the Word “Challenge” in the subject line and email me at firstname.lastname@example.org . I will get right back to you and tell you what I need to write your script. I can only do 6 of these, so first come first serve.
Why am I doing this? I love sales and I love the challenge. Eventually, I will be changing for these types of services and want some case studies. If you take me up on this offer, I might ask you for a testimonial.
Persistence wins over talent…..
Persistence plus Correct Theory….
wins over Persistence alone.
PS. I posted some sales videos on the ControlTrends YouTube Channel. Check them out here:
This has been a sample of the New ControlTrends Sales and Marketing News Letter...
……….. is a compilation of what works in sales and marketing for the HVAC and Building Controls Industry.
“Sales is the easiest job in the world to do poorly and the most difficult job on the planet to do well.”
Ken and I have been selling in the Industry for over 40 years. ( hard to believe we are that old). We each have over 10,000 hours of face to face selling and marketing.
Like most sales people the majority of what we tried did not work.
Unlike most we kept going, and as one of my teachers use to say, ” if what you are doing is not working try anything else.”
As a result we have found lots that does work, and work well.
The newsletter is a way we can share some of what we know. We will not be posting many of these on ControlTrends, so if you want to get the sales and marketing news letter sign up below.
You can expect to get 2-4 news letters a month.
PS. I only have 2 spots left on the offer I made to write a sales script for you, so if you want one of the remaining two spots email me at email@example.com
With over four hours of great dialogue from the smartest minds in Smart Building Controls, we were hard pressed to cover the Master Systems Integrator Summit at the 2019 IBcon Event.
We did live stream a couple of the sessions.
Unedited. Raw. They capture the depth of understanding and usefulness of these smart building trends.
In this video, Brain Turner and Scott Cochrane join conversations around the emergence and intersection of IT, OT, and IOT in Smart Buildings.
Well done. Stay tuned for more video coverage of IBcon 2019.
And Realcomm|IBcon 2019 begins...
Ken and I spent the yesterday listening to the some of the most intelligent minds in Smart Building Controls business. These are the minds that are shaping the future of Smart Buildings. And, yesterday was just the Pre-Con Event!
We are now at the main sessions of the 2019 Realcomm/IBcon Conference in Nashville, TN.
We are covering this event for our global ControlTrends Community — shooting as many videos as we can, interviewing the savviest controls people we can find, and live-streaming as long as we have battery life!
This is one of the videos we live-streamed yesterday. Conversation included how owners are profiling Smart Building Controls Master System Integrators, and how they are learning to specify the MSI role before the project is bid to protect their Smart Buildings interests. It is a must watch for anyone wanting to be successful in today’s evolving building automation market.
As we post this, we are unpacking the camera gear and heading back into the show to live-stream more great content.
If you want to see more of these in real time, be sure to subscribe to our YouTube Channel.
"We Won't Get Fooled Again" (The Who)
I finally got to be a guest on someone else’s podcast…. how did I do?
I had a great time being a guest on episode 11 of Next Generation Innovation! Aaron and Brent are young, profound and fun.
On this episode we talk about social media in business. What is the best platform to use to promote your HVAC or Smart Buildings Controls Business? What should you post? How often should you post? What is the best hashtag strategy?
We filmed this at Controls Con, watch us get busted by security.
If you are curious about Social Media in HVAC and Smart Buildings this podcast is for you.