Author: Santa-Fe

Grow Sales – Offer Dehumidification in Closed Crawl Spaces

More than 70+ million homes in the United States are built on crawl spaces. Houses are built on crawl spaces because it is cheaper than basements or because ground conditions make building a basement impractical. In most climate zones, properly designed, installed, and conditioned closed crawl spaces can work well. You might not offer encapsulation as part of your current business model, but you are most likely often in crawl spaces that have already been closed or encapsulated. You can observe if the best “conditioning” method (a commercial- grade dehumidifier) to control the moisture to a specific relative humidity (RH) setpoint is being used during your visits. If not, you have the opportunity to offer this service and add revenue to your business.

Effective moisture control in a closed crawl space is essential for protecting the home and the homeowners. High humidity levels in a home encourage mold, mildew, odors, unhealthy air quality, damage to the home’s structure, and even pest problems. Common pests such as termites, wood-boring beetles, fleas, mosquitoes, ants, silverfish, spiders, and cockroaches thrive in high humidity.

Dehumidifier in Crawl Space

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Uncontrolled Moisture – The Enemy of a Healthy Home

Many homes, especially in mixed humid and hot humid climates, are experiencing interior moisture buildup resulting in uncomfortable living conditions and, more importantly, indoor air quality issues.

Why is Indoor Air Quality Important?

Indoor air quality has been ranked among the top five environmental risks to public health by the Environmental Protection Agency.  Even more alarming is that according to Underwriters Lab, six out of ten homes are hazardous to the occupant’s health.

There are four critical components to achieving good indoor air quality: building a home with a tight envelope, mechanical ventilation, high efficiency filtration, and dedicated humidity control. Continue reading “Uncontrolled Moisture – The Enemy of a Healthy Home”

5 Reasons You Need to Start Offering Financing

Monthly Payments

Financing is key to closing more of your heating and air job proposals and it is really simple to start offering. Here are five reasons why you need to start offering your customers financing options.

1. Everyone Finances Almost Everything Already.

Cars, houses, boats, cell phones, gym fees, streaming apps, etc. Why not HVAC? It’s the norm. Financing is no longer taboo.

First, it helps your customer avoid writing a big check. Second, many will use a credit card, and financing helps your customer avoid 17-24% credit card interest and instead get a more affordable option with lower monthly payments. Continue reading “5 Reasons You Need to Start Offering Financing”

IAQ Selling Strategies

IAQ is a service that can be promoted on every single job. Own your customer’s comfort, and become their trusted HVAC provider, by taking a broader perspective of your customer’s home. Don’t just look at what the homeowner called you about. Your homeowner is never going to call you and say, “Hey, my air conditioning is not working, and oh by the way I have allergies and I was wondering if you could improve the air quality in my home.” That call is most likely never coming. So, use every homeowner visit as an opportunity to take a deeper look and educate them on the air quality of their home.

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Why Should I Care About IAQ?

Homeowners with Contractor

The shift of IAQ from being a want to a need put’s HVAC Contractors in a unique position of new opportunities for business growth. According to OnCall Air, In 2020, “contractors that offered an optional add-on, such as a dehumidifier, UV light…, saw (that) 1 in 5 consumers accept the recommended product and attach it to the sale.” Customers are looking for whole home IAQ solutions, it’s your job as the contractor to be educated on the causes and solutions out there.

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Is “Good, Better, Best” Always…Best?

When it comes to HVAC replacement sales, there’s no shortage of opinion and advice about the best way to win the job. For decades, the conventional wisdom has centered around the “good-better-best” sales process.

There are certainly good reasons for the popularity of this technique — and we will explore some of those reasons below. But, sometimes there is much more to a sales strategy beyond the conventional industry wisdom.

Adapt your HVAC sales technique to your customers’ unique situation.

Let’s take a look at a few alternative ways to think about your sales techniques. Spoiler alert: you won’t hear us say, “This is the best way to sell!” We have worked with many successful HVAC contractors who have many different ways of closing sales.

Rather, our goal is to help you learn tips that you can apply in a variety of scenarios to help you grow your business.

Blame it on Beer

The Best Beer

Selling by offering good-better-best options is not unique to HVAC. In fact, the concept gained popularity after an experiment conducted by an MIT professor who spent time at a bar in the Boston area.
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5 Pillars of Indoor Air Quality (IAQ)

Our 5 Pillars of IAQ are built to show solutions that can be offered to your customers, based on the IAQ issue. It’s important to first establish the cause of poor indoor air in a home or business before determining a solution for your customer. IAQ training can be key in making sure you and your employees have the tools needed to make informed decisions based on the IAQ issue at hand.

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Causes of Poor Indoor Air Quality (IAQ)

Pollutants, moisture, and ventilation can all impact the quality of air within, and surrounding homes, buildings, and structures. Understanding the causes of poor indoor air quality (IAQ) is the first step in identifying the best IAQ solutions for your customers.

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