To help service technicians with lead generation, I make it a habit of riding along with them on heating service calls in the winter, plumbing service calls all year long, and air-conditioning calls in the summer. My service technicians have become experts in the fine art of replacement lead generation when dealing with heating or air-conditioning issues.
This article should really be titled “Miracle Closing Technique for the Estimate-Getting Researcher.” As you will read, it’s really not a miracle at all. It’s more common sense. There are many kinds of customers, but the most classic might be the we’re-getting-estimates customer.
The bottom line is that if there is no sale made or no money coming in, there is no company. One thing that seems to elude contractors at times is their ability to ask for the order. In other words, “close the sale.” Years ago I learned to plan your close in advance and build your sales presentation around it.
My name is Mike
O’Grady and I like my name. I think it’s easy and kind of cool. I’m pretty
lucky to have an easy name. I met a man this summer with a pretty challenging
name to pronounce. His first name was Robert; I’ll spare you the last name. Even
if I spelled it you would have no clue how to pronounce it. Robert told me
stories about growing up and going to school.
Have you ever been
out to dinner with a group of people and, when it comes time to order, there is
that one person completely overwhelmed by this decision? “Come back to me after
everyone else orders,” he’ll say. When the waiter comes back, he still needs
coaching from the group.
I learned early in my
heating and air-conditioning career that service agreements were a key
component to building a successful residential HVAC business. In this industry,
service agreements are suppose to help protect your business from a recession
and from mild summer or winter seasons.
There is no doubt that hot temperatures (especially in the upper 90s) are a welcome boost to an air conditioning contractor’s business. The phone rings off the hook and service calls are plentiful. However, here are several questions to consider if you’re a sales professional or business owner in this industry.
Always put yourself in your customer’s buying situation. Concentrate on the “why” factor: Why do they need your product or service? Don’t be afraid to customize your product or service to meet their specific needs and wants.
I just returned from the first-ever National HVACR Residential Sales Managers Forum. Prior to attending seminars and conferences, I always think to myself, “If I can walk away from this event with one good idea, it’s worth the trip.” Little did I know that I would be traveling home with 10, 11, or 12 great ideas - and still counting.