Sep 24, 2015 | HVAC, Sales
That was a no-show. It was a single-legger. They were just shopping me. The grandmother was the only one there. The dog didn’t like me. They didn’t have any money. There were two other contractors there with me. They said they only had 20 minutes. These are a few of...
Sep 10, 2015 | CHOICE, HVAC, Sales
Few residential HVAC or plumbing contractors have someone responsible for managing sales. Many owners do the selling, perhaps along with a selling technician or two, and get good-enough results. Companies with a technician-selling strategy usually have the service...
Aug 17, 2015 | CHOICE, Sales
Six weeks ago Neil decided to join the family HVAC business. He had been working overseas as a teacher and had no HVAC experience. The business has been growing and Dad/Owner has been doing all of the selling. A full time comfort advisor is now needed so Neil’s...
Jan 5, 2015 | CHOICE, HVAC, Sales
Do you believe that, in part at least, you create what you believe? I am pretty sure your Mother read you the story, The Little Engine That Could. It’s on YouTube if you’d like a refresher on how attitude can create success. The emotional challenge of being a career...
Dec 22, 2014 | HVAC, Marketing, Sales
Kevin, one of our recent Sales Coach / Jump Start graduates, is just starting out in the family business as a comfort advisor. He had an opportunity to bid on a small replacement project for a property management company that owns or manages hundreds of homes. Kevin...
Dec 9, 2014 | HVAC, Sales
Business management expert, Peter Drucker, said, “What gets measured, gets done.” Our industry has many measurable benchmarks, referred to as key performance indicators (KPI’s), and these can serve as a starting point in establishing goals. Setting measurable sales...
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...