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etc . and how sealcoatings save money in the long run . It has been established that sealcoatings can extend pavement life by three times , at a third of the cost of total replacement .” Pandrapragada continued : “ Explain in detail how a sealcoating works . Explain clearly that sealcoatings are surface coating for protecting the asphalt surface , but are not repair products for defects like cracks , potholes , or crumbling . You also will want to explain what can happen during the initial days of the curing process .” When applied properly , sealcoating can look fabulous but it is not a miracle solution for correcting damage .
“ Let customers know that you are here to share your expertise ,” said Todd Eichholz , CEO of A & A Paving , an asphalt and concrete paving contractor based in Roselle , Illinois . “ Educate , educate , educate ! Create video explanations of what the customer can expect when working with you and also how the sealcoating process works .” Eichholz cautioned that part of educating customers is letting them know what the sealcoating limitations are . “ For example , if there is a massively alligatored area that you are being asked to sealcoat , you need to proactively let the customer know that this area may turn a brownish color because it is a failed area before they call after-the-fact complaining , it looks bad . If the site is too far gone and failed and shouldn ’ t be sealcoated , tell the customer this and let them know what to expect if they still choose to move forward , and then include your cautions in writing .” A & A Paving has over 60 years of experience paving commercial and industrial properties all over Chicago . And has completed more than 8,000 paving projects . Keep in mind that prospects and customers are in today ’ s dynamic environment where they are likely being pitched by numerous other pavement maintenance providers . “ When the opportunity arises , you ’ ll want to create a conversation that will make the potential customer comfortable , and want to tell you what they want done ,” said Mark McLeod , president & CEO of Maintenance Inc ., located in Wooster , Ohio . “ Let them show you what they want done rather than telling them about services your company offers that they may not need . Let them talk about themselves and then you can proceed to advise them on how best to address their needs .” There may be an inclination when selling a sealcoating services to gloss over details in an effort to appear efficient . “ Contractors should always speak the truth about the sealcoating job ,” Eichholz said . “ Tell them the good , bad and the ugly of their site and what to realistically expect . For some , it will be a breath of fresh air and will build trust and loyalty to
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