nhfire, my apologies. When I said to 'park your ego,' I meant that as advice for all of us in our customer dealings, and not to be critical of you.
It's a tactical move .... this other guy wants to show his swagger ... step back and let him step on his own 'ego.'
Used parts. Yea, right. Again, it's one thing when the guy knows what he's doing, and another when the handy hillbilly pulls out his roll of duct tape. Again- if he's so smart, let HIM fix it!
Some quizzing by the customer is in order. They're right to be a bit sceptical. After all, there are too many folks out their whose 'diagnosis' is ALWAYS to recommend a complete replacement (just had that with a furnace that merely needed a thermopile), and far too many manufacturers who make obsolence part of their business plan. (Sorry, I'm still peeved that Sq. D doesn't continue to make XO replacement breakers).
What's missing from your sales pitch is that, chances are, the problems the customer is facing have nothing to do with the panel itself. Rather, they are the result of a flawed installation, changes made over the years, and the maintenance crew's efforts. Simply swapping out boxes is not likely to fix anything.
You've made your best pitch. Now, have the confidence to relax. The CUSStomer will spend the next several months banging their heads against the wall trying to fix the unfixable. Your competitors will likely tell them as you did. Maybe they'll find an 'agreeable' sort who will let them fritter away even greater amounts on endless minor 'repairs.' Eventually, they'll know you were right.
Investors? Investors? Sorry, but after my recent foray into buying a 'fixer-upper' for my home, I have nothing but scorn for that term. It was just assumed by all involved that, since I was paying cash for a distressed property, that I simply must be an 'investor' who would rent it the dump out, as is, to some poor soul at a scandalous rate. The pioneer virtues of building up your own future, and saving your money, seems to be beyond the imagination of this world. Folks tell you they are "investors" with such pride, as they participate in such unethical practices.
Sorry for the mini-rant .... but consider it a different perspective on whom you're talking to.