Drive HVAC sales with a good mix

HVAC sales in just one area won't keep your company going for the long haul.

Just as preventative maintenance alone will not finance your business - and neither will system upgrades. It's the great mix of both that will sustain your HVAC company for the long-term.

So how do you sell a combination of all your services? The following are tips on selling multiple services to your customer base:

Perform whole-home/business comfort analysis.
This isn't just for the sake of finding more problems in the home than your customer originally anticipated, all for your profit gain. It also compels the customer to start taking their HVAC needs seriously, aside from some ductwork here or minor repair there. The analysis should also include an audit of service history on the home or business' systems.

Incorporate tangible benefits into service maintenance agreements.
Some sample perks could include:

  • No technician travel time fees
  • Discounted rates for other work
  • A certain percentage off a new system
  • Priority response (emergency services)

Customers won't buy your services if you don't offer it.
Are your customers aware of what you can do for them? If not, let them know about everything that's available. The worst they can say is "no."

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