It’s true that the main priority of any HVAC service technician is the service, installation and repair of heating and air systems, but in order to optimize and grow your business, these highly trained individuals need to take on double duty. On-site sales of new products, complementary services and higher-end features can equate to more revenue and help position your techs as true experts in their craft. While clearly important, on-site HVAC sales are not as easy as a brochure and a sales speech, and careful consideration needs to occur in order to maximize efforts.
The act of improving on-site HVAC sales can take many forms and below, you will find four of the leading ways to do so:
Prepare your techs: The sales process should begin before your technicians even shake hands with your customers. By using a business management software that can allow technicians the opportunity to review customer information such as purchase and service histories, type of equipment installed and more, recommendations for additional sales can be tailor made. Prepare your customers: For some customers, having a technician come into their home or business to work on their HVAC system can be unsettling – ultimately ruining any chances of an up sale. By sending information about the dispatched employee to customers before they arrive, you can create a more comfortable interaction, increasing opportunities for on-site sales. Create a visual sales experience: By harnessing the power of mobile technology, your HVAC technicians hold a better chance of landing an on-site sale. Instead of showcasing products and services on brochures or paper, show them bullet points, images or videos on tablets and mobile phones. This can add compelling validation for a particular product or service to increase the chances of a sale being made. Tailor recommendations: For many HVAC providers, having a proprietary service is a key highlight of business, and tailoring recommendations dependent on sales can help increase revenue. If, for example, you have a membership plan for air conditioning maintenance, providing a recommendation automatically when air conditioning service is being performed can better your chances of boosting complementary sales.
Even using something like the free, online ServiceTitan HVAC Calculator can give homeowners the kind of tailored recommendations they want. And better yet, you can present your BTU calculations for their home confidently since its simple design is easy-to-use and understand. You can share your findings with the homeowner on-the-spot and give a credible recommendation for the HVAC system they will need to make their home comfortable.
Improving on-site HVAC sales is a major focal point of increasing business, but doing so can prove difficult, even for the most seasoned technician. By arming your field staff with technology and HVAC software, like ServiceTitan, you can better your chances of increasing conversion rates and customer satisfaction.