Guest Column

RSS

PBP can be one of the greatest things to ever happen to a business, but it can also be a very costly and divisive thing, as well. Any business must proceed with caution if it decides to implement PBP and may only do so after answering a few very important questions and preparing to put in a lot of work to both create and support the program.

It’s time to change how you do business. Stop making it about the sale, and stop trying to sell to your customers. Instead, take a totally different approach and start working on serving your customers. 

Training needs to occur at all levels of the company. It’s just as important for a comfort consultant or sales engineer to be trained on the latest technologies in the models he or she is selling as it is to train the actual installer on that equipment’s actual installation methods. 

At Jon Wayne Heating and Air Conditioning, we have been offering home-performance services for many years. But, how do we do it, and what exactly are we doing?

At this point, the Internet and smartphones have taken over the business marketing scene and that means it is in the best interest of HVAC contractors to consider showcasing their skills and services appropriately.

Ultimately, the purpose of a magnet is to keep people away from the Internet the next time they need a contractor. Just make sure they’re compelling enough to earn a prominent, long-standing position on the refrigerator.

The important thing we contractors have to remember is that not only are we helping ourselves by selling these accessories, but we are making our customers’ homes more comfortable and livable.

The reality is, we spend a great deal of time at work; the people we deal with and the relationships that result are ultimately what keep us coming back every day. I know there are a few computer geeks out there who might disagree, but, to me, our relationships with others are paramount.

Performance-based contracting is also changing the business model for the HVAC industry. Combined, they can be an unstoppable force. Don’t you want to be part of that?

Contractors, please carefully look at how you do business. Please don’t resort to tactics that set our industry back to the 1950s. We are an industry that does the public a tremendous service. It’s unfair to our customers, and the industry as a whole, if we lower ourselves to these unethical sales standards.