In the last blog post, we discussed the need to be online, in order to make easier connection with potential consumers. There is more to signing new customers. You have to put together a project plan a price quote, and then you have to convince the consumer that the repairs are both necessary and beneficial, as well as convincing them that you have the best company for the job.
Selling Efficiency There is, of course, the matter of efficiency to discuss with your customer. Many of the HVAC systems sold today are far superior, where efficiency is concerned, to those installed two- or three decades ago. Add to the fact that there are new- and improved sensors, controls, and thermostats that can improve efficiency further, and you can bet that the household will be consuming far less energy. However, be careful in how much you rely on this fact to sell the new system. It’s true that most people are more eco-conscience than they once were, but most will not decide to spend thousands of dollars based on how good the equipment will be to the environment. If, on the other hand, you discuss, in clear numbers, how much this new system with added sensors and controls could cut monthly bills, you will likely find a much more agreeable consumer.
It’s Not Just the System…It’s You If you really want to score the installation job, though, you can’t rely on the facts and figures alone. People won’t trust the information you come up with – no matter how factual it is – if they don’t trust you. You must be able to converse with the customers on their level, explain things clearly, and sell yourself as much as you sell the equipment. Additionally, be sure you are listening as well as talking. The customer will, most likely, tell you exactly what is most important to him or her. If you are trying to sell them energy savings, but they are most concerned with air quality, you may lose the sale, despite the fact that the new system would be capable of providing better air quality in the home. It’s all about speak the consumer’s language, and that begins with listening to what they have to say.