Homeowners don’t want to purchase new equipment. A new heating and air conditioning system is the last thing they are thinking about. HVAC is out of sight and out of mind until it breaks — but when it stops working, they want it repaired ASAP. Sure, a new system would be great, and even consumers can get excited about the buying process. But they want it fixed if at all possible.
I like to compare the HVAC maintenance, service, and replacement process to dating. You have a goal when you enter a relationship. HVAC business owners ultimately want to replace systems. That’s where the money is, but that’s not what your customer wants. So, we have to follow the correct path through service and maintenance to get to the promised land.