One of the major reasons that HVAC professionals across the country line up to attend a heat exchanger training course from our team is to better learn how to guide their clients toward a repair or replacement for their furnace. If you’re looking for the right tools and tactics to build up your HVAC techs as trustworthy experts, then read on for some helpful tips!
NAVIGATING REPAIR AND REPLACEMENT FROM THE SALES SIDE
We’ve all been the homeowner on the other side of the sales situation, and it isn’t always a comfortable feeling. Most people have the impression in mind that their HVAC specialist will attempt to upsell them toward a new furnace or expensive repair regardless of its necessity, so it is your job to counteract that misconception and build a trusting relationship. After all, repeat business is hugely important in this industry, as general maintenance, not one-time upsells, will account for the lion’s share of your cash flow.
The 5,000 Rule
Know Your Rebates
If you start talking about a replacement furnace, you’ll likely be looking at a set of glazed-over eyes within a matter of moments. Remember, your customers are imagining a worst-case scenario that leaves them scraping by for the next few months out of the blue. If you can give them some reassurance on the spot by stating that there are currently certain promotions, rebates, and grants being put on by your company, the government, or even the local energy and gas company, then you can put much of those fears to rest, replacing them for the hope of a cushioned fall down the rabbit hole of costs.