Ceiling Fans to $20K Projects: Tim D’Entremont’s Proven Electrical Sales Process
Transforming a $300 fan call into a $10K+ project takes skill, trust, and strategy. Crown Champion Tim D’Entremont of Dawson’s Electric shares how he diagnoses, educates, and guides homeowners to upgrades—using soft selling, seed planting, and communication that wins big projects without pressure.
Ceiling Fans to $20K Projects: Tim D’Entremont’s Proven Electrical Sales Process
The Successful Contractor Podcast – NEW EPISODE
Transforming a $300 ceiling fan call into a $10,000+ project doesn’t happen by accident — it takes skill, strategy, and a deep commitment to educating homeowners. Tim D’Entremont, a three-time Crown Champion and service electrician at Dawson’s Electric & Air in Fuquay-Varina, NC, has mastered that art. In this episode of The Successful Contractor, host Bob Houchin dives deep into Tim’s approach to diagnosing, educating, and guiding customers toward meaningful electrical upgrades — all without the hard sell.
Tim shares how his journey from Boston’s high-rises to North Carolina homes shaped his understanding of value, trust, and communication. More importantly, he unpacks his step-by-step process for running service calls that consistently close big projects while keeping customers happy and loyal.
In this conversation, you’ll discover:
- How to prepare mentally and strategically for every service call.
- The importance of earning the right to discuss upgrades beyond the initial call reason.
- How Tim uses open-ended questions to uncover customer needs and priorities.
- His approach to building value before presenting diagnostic fees or large project options.
- Why “planting seeds” throughout the call leads to smoother, higher-ticket closes.
- Tim’s soft selling strategy that keeps customers engaged without feeling pressured.
- How he handles price objections and reframes them into opportunities.
- The role of trial closes and roadmap selling for large, multi-phase projects.
- Insights on training and coaching electricians to deliver exceptional service.
- How Tim leverages call-by-call management and real-time coaching to grow his team’s success.
Whether you’re a business owner, a service electrician, or simply looking to improve your sales approach, Tim’s insights will help you turn everyday service calls into profitable, trust-building opportunities.
