Nov 25, 2014 | HVAC, Marketing, Sales
How many times have you shown up for an appointment and the homeowner expected you to give them a bid in 20 minutes? Have you ever been walking the house and another contractor knocked on the door? Or when the customer opens the door they just tell you that the unit...
Nov 24, 2014 | HVAC, Marketing, Sales
The average transaction at a big box “hardware” store is about $50. The oil changing service company gets about $40. Fast food these days is over $10. Coffee, if you can call a double-mocha half-split with one pump chai “coffee”, is about $6. Could any of these...
Sep 16, 2014 | HVAC, Sales
Getting one’s “ducks in a row” refers to being organized toward attaining a goal. This provides us with a useful metaphor for explaining the importance of a properly designed and installed duct system. In HVAC terms, getting the “ducts in a row” can refer to...
Nov 7, 2011 | HVAC, Sales
Your existing service customers offer the best opportunity to generate replacement equipment sales. With today’s energy efficient and comfortable equipment, there is a strong and compelling story on why someone would consider replacing equipment rather than repairing...
Jun 2, 2011 | HVAC, Sales
Gen Y are approximately 19-28 and, because they are “newer”, there is less known about how to sell to them than the older generations. They are among the most comfortable of all groups with technology and most actually expect it. They are among the most active social...
Jun 1, 2011 | HVAC, Sales
Finally there is a video demonstration of the best-practices of the best-in-class service and maintenance technicians who consistently create the highest customer satisfaction AND produce the best sales results with service agreements, accessory/enhancement, generate...
May 26, 2011 | HVAC, Sales
Flight controller, drill instructor, traffic cop, mental health counselor…welcome to the word of the HVAC dispatcher. Anxious customers, impatient customers, angry customers (the happy ones rarely call) not to mention the varying moods of technicians, comfort advisors...
May 23, 2011 | HVAC, Sales
The Gen X’ers are between 29 and 43 years old. They are accustomed to continuous changes in a technological world and assume nothing is permanent. They tend to be a pessimistic group, having watched their parents lose their jobs and careers and accordingly are less...
May 20, 2011 | HVAC, Marketing, Sales
Every one of you reading this knows that placing yard signs is good in growing top-of-the-mind awareness and generating neighborhood sales leads. And yet I’ll wager that maybe 1 in 500 contractors consistently does it. There are probably lots of “good” reasons why you...
May 16, 2011 | HVAC, Sales
Yak yak yak yak yak yak yak yak… Yep, that’s what we do. Sales people are so excited about their product or service, so conscious as coming across as the expert, so determined to make the sale that we end up drowning them with a torrent of information thinking this is...