As an HVAC contractor, you often have to sell services in addition to installation contracts in order to get continuing business and referrals.
This often means that you have to keep building upon your current repertoire of services provided and invest in the latest equipment so that you have a leg up on your competitors.
It also means that you have to have good service technicians who not only do a good job, but can also be a good representative for your company, in order to open more doors for you in the future.
One of the main services you can provide to your customers is energy efficiency.
As gas prices are rising globally, it is becoming more costly to heat homes.
The monthly heating bill for a homeowner has gone up significantly over the past couple of years, with little respite on the horizon.
Given the global economic meltdown and low consumer confidence levels in the past couple of years, the problem that results from any increased expenditure is accentuated.
This means a paradigm shift in homeowner behavior.
Homeowners are now looking for better ways to spend money and are trying to cut back costs wherever possible.
Energy efficiency is one such way.
As an HVAC contractor, you have a great case to make for increasing energy efficiency.
By offering some simple services, you can bring untold benefits to a homeowner, in indoor air quality, and also in monthly costs.
Some advantages of improved energy efficiency are:
Here are some ways you can initiate a conversation and convert it into a sale:
This often means that you have to keep building upon your current repertoire of services provided and invest in the latest equipment so that you have a leg up on your competitors.
It also means that you have to have good service technicians who not only do a good job, but can also be a good representative for your company, in order to open more doors for you in the future.
One of the main services you can provide to your customers is energy efficiency.
As gas prices are rising globally, it is becoming more costly to heat homes.
The monthly heating bill for a homeowner has gone up significantly over the past couple of years, with little respite on the horizon.
Given the global economic meltdown and low consumer confidence levels in the past couple of years, the problem that results from any increased expenditure is accentuated.
This means a paradigm shift in homeowner behavior.
Homeowners are now looking for better ways to spend money and are trying to cut back costs wherever possible.
Energy efficiency is one such way.
As an HVAC contractor, you have a great case to make for increasing energy efficiency.
By offering some simple services, you can bring untold benefits to a homeowner, in indoor air quality, and also in monthly costs.
Some advantages of improved energy efficiency are:
- Lower heating and cooling costs.
- Lower maintenance costs for HVAC systems.
- Improved indoor air quality, resulting in lower medical costs in the long run.
Here are some ways you can initiate a conversation and convert it into a sale:
- Offer to do a free home energy efficiency audit for the homeowner.
- Look for leaks, dirty ducts, dirty A/C coils, old insulation, etc.
- Make a checklist of everything that you have inspected along with recommendations.
- Create an estimate for your services, but make sure that this estimate is typed up and looks professional.
- Follow up regularly on your estimates.
- Make sure that your technicians are professionally dressed and well-behaved.
- Upon completion of service, ask the homeowner to fill out a survey, rating your service.
If you can have them fill one out online, it is even better, as other potential clients can learn more about you. - Thank the homeowner for a good rating.
If the ratings are bad, contact the homeowner and see what you can do to fix the problem.
Once the problem is fixed, ask the homeowner to review you again. - Make sure that all of your advertising has a line about your energy efficiency services.
- Always ask for referrals.
Source...