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 everything that goes into every part of the system correctly: calculating the load, sizing the runs, providing adequate return air, locating the return air properly, radius turns, canvass connectors, cross-breaking, using the best materials, installing the system properly, sealing the system and more.
It’s rare that the homes you visit have properly designed or installed ductwork. That means that nearly every proposal should include some amount of duct modifications. As you know, the most common shortcomings are inadequate return air and duct leakage. Sure, there are times when you can’t get to the ductwork and there are times when you are just too busy to do a full duct system replacement, nevertheless it is your customer’s expectation that you advise them of the problems they have and the consequences of doing nothing. Let them choose to make the changes or not. Give them the choice.
Here is a video clip example of how you might give the customer a choice between replacing the duct system or sealing it. In this video, the customer and I had previously determined that the system was properly sized but poorly installed with excessive leakage. This was causing comfort, health and high energy bill problems. In this scenario you will see a choice between replacing the system or sealing with Aeroseal. It’s a YouTube link so please forgive the fuzziness. *(If this interests you, I’ll be speaking on this subject in a FREE Aeroseal webinar October 9th, 1:30pm EDT. Click Here to Register.)
What will this mean to your sales? By educating the customer you will differentiate yourself from the “bidders and estimators,” you will increase your close rate and you will increase your average job selling price buy several thousand dollars. Your customers will be more comfortable with a healthier home environment and lower utility bills. And you know what all of that means to your income.
One final note. Make sure, especially when you are busy, you price your labor-intensive duct changeout work with the profitability you need to have on every job every day.
*This is part of the NEW Sales Coach Professional In-Home Sales Training DVD 2-Disc set. See the Introductory Offer at www.sellingtrust.com.