Calculating the load bearing capacity a customer will
need in an HVAC is the basic thing to do before you
suggest the type of equipment they should buy. There is
a slight, letís say, business dilemma here. The larger
the HVAC you sell, the more money you get to make.
Clearly, this seems like a no brainer. In fact, older
systems would not really be affected if they were
slightly more powerful than what the house needed!
newer energy efficient systems however, you need to
offer the precise equipment as suggested by the load
factor. If you donít do this, eventually the customer
would report back with poor performance issues, leading
to a bad post-sales experience, which could affect your
long-term sales and reputation.
Newer state-of-the-art HVAC systems are energy efficient
for a reason. They have more advanced controls that keep
everything running at optimum performance and keep homes
or offices comfortable. The scenario is no different
than giving someone his or her first smartphone. Unless
you teach that person how to use the device, they wonít
really make the most of it!
Similarly, the newer HVAC systems wonít really give the
customers what they want, unless they know how to use
it. When making the sale, you have relied a lot on the
future savings as a benefit for the customer. If this
promise has to be realized, you will need to take the
time to explain everything to your customers. Since the
HVAC will be used by everybody in the family, itís your
job to ensure that your customer understands the basics
of using the system, and can easily educate other users
in the house too.
Service and Maintenance
There are a whole lot of systems that fall into the HVAC
category. Many of these are improved versions of the
previous, non-energy efficient HVACs. In order to ensure
that your promises about energy savings are met, as well
as retain high customer satisfaction, itís important to
offer an annual maintenance contract to your customers.
sure you tie up with a reliable HVAC service provider
for these contracts, and if possible, bundle the annual
maintenance into the initial price at a lower cost. That
way, you wonít have to talk about money again, when it
comes to servicing, repairs and regular maintenance.
It is not sufficient if just your customers are
well-informed about the HVAC systems. Your company
technicians are the real heroes, since they will handle
installation, post-sales service and any questions that
a customer may have while using the system. It is your
responsibility to ensure that your technicians Ė
including yourself Ė have been trained in the latest
updates available about the HVAC products.
this not only makes your technicians equipped to handle
any scenario or query, they will also be able to ensure
superior customer service. Eventually, this will
translate to more money for you, as well as a happier
Offering the expensive but energy saving newer HVACs can
get tricky, but with the tips listed above, we hope it
will become much easier for you!
Dan McKee heads up the marketing efforts and provides
digital marketing strategies to the marketing team at
Service Champions, HVAC service providers in California.