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.
As an HVAC contractor, managing your pricing has always been an important part of your business, but this past year had made it more critical than ever. Many contractors we have spoken to recently have described the perfect storm of challenges facing their businesses:
Strong demand for services, but continued lack of skilled labor
Equipment shortages creating delays and disruptions
Inflationary pressures increasing the cost of doing business
If you don’t play close attention to your pricing strategy, these factors can damage your profits and growth prospects.
Dial in Your Pricing Strategy
When your costs increase, whether it’s equipment or labor, it’s critical to have a strategy for how you incorporate those costs into your business. HVAC businesses are not alone in dealing with this problem. We’ve scanned the web for some expert advice, and found a few that are worth your time.
Selling with digital tools does not have to be impersonal.
It’s true: there is something special about a firm handshake and looking your customer in the eye. Especially when you’re discussing a large investment in a new HVAC system for their home.
But it’s also a misconception that going digital with your customer communications translates to being less personal. In fact, digital tools can help you further personalize your customer interactions in surprising ways!
Successful HVAC/R businesses know that every touchpoint with your customers matters. And to turn leads into customers and truly provide a 5-star experience you need the right tools for the job. That’s why we are proud to announce OnCall Air now seamlessly integrates with Housecall Pro. It’s the best way to win more jobs and provide an amazing customer experience.
Housecall Pro is trusted by more than 4,000 HVAC, electrical and plumbing businesses ranging from small to large. The simple to use platform helps with your scheduling, dispatching, customer communications, billing, payments and more. You’ll earn more 5-star reviews and save time.
With OnCall Air, you’ll get a total sales platform that elevates sales, empowers your technicians and streamlines your sales processes. Easily create custom quotes, provide customers more choices and recommend upgrades that delivers more value to your customers and profit to your business.
Take advantage of this amazing new integration today. Signing up and getting up and running is simple. Get started today and you’ll receive a $50 gas card just for attending a demo of Housecall Pro. And if you sign up, you can receive up to 3 months of OnCall Air free and up to 25% off your first year of Housecall Pro.
Think Homeowners don’t care about your presentation? Think again. Everyone in this day and age is used to shopping online and getting detailed-product information, reviews and recommendations on every purchase they make, from the smallest of items, like a pen, to the biggest, like a new vehicle.
Upselling and cross-sellingare 2 ways to increase your HVAC business’ revenue. Upselling encourages customers to purchase higher-quality items or services that provide them greater benefits than more basic options. Cross-selling suggests customers purchase other products in conjunction with the primary product they chose.
You know that in the HVAC/R
business, it is imperative to make a great
first impression on each prospective customer to beat out the competition and close on everysale.
Yet contractors often put all
their effort on closing the deal by beating out their competitors on price
instead, leading to a lose-lose situation where profit is reduced, and finishing
the job in the professional way customers expect is put at risk.
Consider also the effect that giving customers a paper proposal may have on your ability to close on sales.
Martin Bertrand started his Plumbing and Heating Company 13 years ago in Ontario, Canada, and has expanded his business to include 32 employees. He has been using OnCall Air since March of 2018 with great success.
Before using OnCall Air, Martin and his team used to write all proposals by hand, giving his customers only “the option we thought was best for the client.”
But even writing a one option proposal took him a lot of time! As he describes, “I’d have to leave my customer’s place, go back to the office, write up the proposal which would take me another thirty minutes and then I would send the email.” And he was not done! Then he would have to call the customer back and try to explain his paper proposal over the phone.
Then he decided to try OnCall Air and its awesome features…
Hundreds of HVAC contractors across the country are closing millions in sales every week through OnCall Air, the HVAC Sales platform that provides your customers with the buying experience they now expect. Contractors who use OnCall Air, close more sales, drive higher value and save precious time.