It doesn’t take much skill to sell a system when the one in front of you is broken and the weather is extreme. This is why we have a seasonal business. We literally do not know how to influence people and help them feel pain in the future. Other wise why would we be so busy in July and so slow in January, February and March. We are like puppets and the weather controls the puppet strings.
Generate sales leads in HVAC by training your service technicians to be trusted advisors and lead generators for your sales team, and a trusted advisor is not an aggressive pushy person. People buy from us because they trust us and this is established through relationship.
I’ve observed over 300 service calls in the last three years, and helped service technicians generate millions of dollars of additional revenue, by teaching them how to set non threatening appointments -even when homeowners are not in a lot of pain and the weather is mild and these appointments convert about 70% of the time. This is because clients will buy things that they want and avoid things that they don’t want. What stops us from guiding them to the best choice for themselves.
I have also observed that technicians find it much easier to generate sales leads by setting appointments rather than to sell systems, because this is what they tell me. Yes technicians can and do sell, but I am talking about a much harder sell, where the client does not really need a new system but will consider it, even when the weather is mild. The big difference is that people buy things that they don’t necessarily need but want. We do it all the time.
I have a technician client of mine who rarely made a sale before I met him. His verbal skills are minimal and he’s not a great communicator but he does everything that I tell him to do. He has learned how to generate sales leads by setting appointments and this year he will be responsible for setting appointments that generated over $200,000 in replacement sales. Last year he sold almost nothing.
It’s not unusual for me to find about $500,000 to $700,00 additional replacement revenue each year form four or five technicians.