Open discussion about tools and tactics for conducting a professional HVAC replacement sales call without visiting the home.
From a business perspective, our industry is fortunate to be recognized as “essential” and be permitted to function during these challenging times. Just being open for business won’t help you keep the doors open, neither will responding to just emergency service calls. We need to sell replacement / upgrade jobs to keep making payroll, paying the bills, and be prepared to come out of this mess just as strong as when we got into it.
With summer approaching you’ll get some no-cool calls and some people will want to put air conditioning in their homes, especially since we are spending more time in them right now. But they aren’t comfortable having someone come into their home and spend an hour or two with you.
The answer to this is to offer your customers a Virtual Sales Call.
I would bet you have already looked into this and may even have tried some things with email, Facebook, Zoom, and similar. Some of you have had some success.
Next Thursday, I will host an open webinar titled the Virtual Sales Call and you are invited to participate. Joining us will be Rick Picard and Dan Piscitelli, HVAC Specialists at Rodenhiser Home Services, Greg Kippen, Comfort Advisor, Schaafsma Heating and Cooling, Brigham Dickinson, Founder and Inspirational Leader at Power Selling Pros and Mark Sims, President of Chameleon Management Solutions.
Mark Sims, developer of TRUSTPRO® In-Home Sales software, and I have put a sample Virtual Sales Call process together that we will review to get the discussions started. Here’s a sample of that process:
- Confirming the call as live or virtual
- Setting expectations
- Gathering pre-call information
- Conducting the online evaluation
- Making the online presentation
- TRUST Presentation Pro Company Presentation Example
- TRUST Presentation Pro pre-priced proposal
- Integrating IAQ into your process
- Asking for the sale with financing choices
- Following up strategies
Click the button below to watch the recording of this interesting and valuable session.