If your techs don’t sell equipment, inform them of the keys to look out for before they call your salesperson: older equipment, repairs over $500, problematic refrigerant leaks, or other “red flags” for replacement.
2. Maintenance agreements toward IAQ sales. This is another huge, yet untapped, opportunity for techs. While performing the tune-up, a cursory view inside a return air duct will lay the most important foundation for an IAQ sale. Have the tech introduce the need for duct cleaning or other IAQ services, and either call the IAQ salesperson, try to sell it himself, or leave behind a brochure that tells homeowners about the ills of impure ductwork. This is a “free” marketing opportunity, and if you’re missing it, you’re walking by wads of money in the street.