3 Ways to Turn You HVAC Techs into Lead GeneratorsKevin Dugan
Aeroseal webinar reviews tips to increase ticket sales, boost homeowner satisfaction
As uncertainty from the pandemic decreases and stimulus checks are being issued, the HVAC industry may experience a bigger than expected peak season. The industry optimism is as welcome as it is warranted. But this doesn’t guarantee more business and happy homeowners. In many instances, a homeowner can be unhappy with their HVAC service – especially during peak season. It can stem from their concerns not being addressed or from contractors unable to maintain a steady flow of closed sales.
These problems usually occur when technicians aren’t trained or equipped to generate leads. Aeroseal’s webinar “Making the Most of Your Peak Season” looks at simple ways to make a significant impact on your business.
There are three main sales approaches companies use to sell to homeowners.
- Volume Approach
- Bigger Ticket Approach
- Core Business Approach
Volume Approach: Balance Quantity with Quality
This approach tackles as many calls per day as possible, focusing on a standard scope of services. The number of service calls can result in a pace that promotes mistakes and, eventually, callbacks. This can impact your reviews, repeat business, and long-term revenue.
To fine-tune this approach, dial back to a more moderate pace. By giving the techs more time on each job, they can be more diagnostic. This allows them to spot other HVAC issues, generating leads.
Bigger Ticket: Bundle Services to Increase Ticket Sales
Companies producing higher average ticket sales may only average three to four calls per day. This allows technicians to build a rapport with homeowners, but the slower pace leads to thin profit margins.
By bundling services, it’s easier for homeowners to buy a more comprehensive solution to their home’s HVAC issues. IAQ and comfort products are of particular interest right now with more homeowners working from home now and in the future. A bigger ticket eliminates profit margin issues and gives techs more time to make homeowners aware of the impact these bundled packages can bring them.
Core Business: Taking a Whole House Approach
Contractors taking a core business approach are not impacted by the weather. They have invested in a wider scope of services to create more sales opportunities with their homeowners. This requires them to have a better understanding of the duct system’s critical role in the home. From humidity control, air infiltration, and SEER delivery to delivery of conditioned air, sizing of mechanicals, and HVAC system balance – you need duct experts to ensure a core business approach pays off.
Complement Your Business with Aeroseal
Aeroseal duct sealing gives your business the opportunity to reduce utility bills while improving indoor air quality and comfort. Peak season sees a spike in duct cleaning sales. It’s a great opportunity to differentiate your business with a Clean and Seal offer. By bundling the two services, your business can provide a more complete service to the homeowner and have a bigger impact on their home, making them even more satisfied.
The full-length webinar is below. Click here to learn more about adding our service to your business.