How To Generate HVAC Leads

The best source for generating HVAC leads is your service technicians, but only if they ask the right questions. Customers and clients are willing to consider replacing their HVAC system if you just ask.  Often, a technician will repair a system and collect the money when an HVAC lead could be generated and a replacement system could be sold. Before you fix, ask the question.

How to ask for what you want

  1. Express what you see or hear.
  2. Express how you feel about what you see or hear.
  3. Ask for what you want.
  4. Explain the benefits or the consequences.

Let me illustrate further

Mr. Homeowner, we can both see that you need to spend $450 to replace this fan motor. Your system is 10 years old and you told me that you plan on living here for a long time.  I feel like it would be a mistake to spend any money repairing before you look into the possibility of replacing.  Would you like to set an appointment for Mark to come out and go over your options?  If you decide not to replace, we can always fix it later and you’ll know that you made the right choice for yourself.

We don’t have because we don’t ask

Those clients who set an appointment will replace their HVAC system 70% of the time.

 

 

About the author, Roger Daviston

Roger Daviston is a personal growth consultant who gets measurable results. He facilitates and encourages individuals to change behavior and make different choices to achieve better outcomes.

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