As an HVAC contractor and business owner, you know how hard it can be to get more sales, leads, and profits. Every year more people are opening up and want to take your customers away from you. Plus, customers today have so many different options that it can be challenging to get them to choose your heating and cooling company over the others competing for their business. Even if you do everything right, it may not seem like you’re getting anywhere, so many small businesses have closed shop because of this.
However, the good news is that there are some great HVAC sales and marketing strategies that can help you sell more heating, ventilation, and air conditioning systems to your existing customers. These methods will help you get more referrals, estimates, and service calls – all of which translate into higher profits in your heating and cooling business. Here are six secrets to getting more HVAC sales and 3x leads in your HVAC business today!
Better HVAC Marketing
It’s no secret that the heating and cooling business can be difficult to sell. Yet, there is a way to triple your profits in this business. With the right marketing plan, you can start selling more air conditioning to homeowners in just a few weeks.
The first step is better HVAC marketing and sales funnel. This will make it easier for them to buy from you when they are ready to replace their system or need an emergency repair. You’ll want to take some time to get familiar with what is going on at their property so that you can answer any questions they might have about the system.
An HVAC SEO lead generation strategy and internet marketing should be your main focus because most heating and cooling customers will find you on the internet.
Targeted Marketing For HVAC Companies
Attend events in the community where you target customers (that you think can afford your offer) lives. Put a booth out to represent your business. Give some sort of HVAC offer the average customer in your area would have a hard time refusing. If you’re uncomfortable speaking in front of people, you could always volunteer as an event organizer or coordinator to be more involved. You can also create flyers and brochures that promote your services and share them with event-goers. This will keep your name top of mind for potential new customers when deciding what they want to hire.
HVAC Customer Relationship Building
- ) Keep in contact with your customers.
- ) Be there for them every step of the way.
- ) Listen to their needs and wants, then take action.
- ) Understand that each customer is different, so you need to approach them with a different strategy depending on their needs and wants, not yours.
- ) Put yourself in the customer’s shoes and imagine what they would want if they were in your position – how would you feel? What would make you happy?
- ) Focus on always putting your customer first – do whatever it takes to meet their needs and make them feel like they are heard, unique, and cared for
Heating And Cooling Customer Conversion Rate Optimization
The best way to generate HVAC sales, leads, and profits in your heating and cooling business is to understand the conversion rate clearly. The conversion rate is the percentage of visitors that will convert into customers. It is one of the most critical factors for any business owner who wants to increase their profits. For example, if you only get 1% of visitors to convert into customers, you will get ten new customers per month.
Data-Driven Decision Making
HVAC business owners often think they can make better decisions by simply guessing. However, data-driven decision-making is a much more effective way to solve problems and run your business efficiently. One of the best ways to do this is through A/B testing. This involves creating two versions of a page, showing one version to a group of people, and waiting for them to respond before offering the other version to another group. If one of the groups responds better, you indicate that page more often until it’s performing at an optimal level. You can also use this method with any advertising platform or marketing campaign!
Eliminate Objections And Close HVAC Sales Faster
Treat your prospect with the utmost respect. Ask them what they think, and be sure to listen. Ask open-ended questions and genuinely listen to the answer. This will get you much further down the road than a closing question like will you buy our product?
Anticipate objections if a prospect says something like I’m not sure; then there’s a good chance that they will when you ask for an order. Prepare for this by asking them what their concerns are so that you can address those issues upfront.
Bottom Line
There are several phases to developing a good HVAC sales process, but they all share a fundamental concept. You must be knowledgeable on what decisions to make, which clients to pursue, what sort of work to quote, how to cite, how to develop data lists of individuals to advertise to, how to remind customers that you are still there, and how to remind sales reps to follow up on activities.
