What is one of the best ways to increase your HVAC company’s profits without overspending on your marketing budget? The secret is your HVAC maintenance agreement program. Oftentimes overlooked by busy HVAC contractors, maintenance agreements offer countless benefits, including:
- Increased value per HVAC customer
- Higher customer retention
- Improved customer loyalty
- Greater consistency in your sales
After understanding these key benefits, business owners still need to answer one critical question: how can I sell more HVAC maintenance agreements? That’s exactly why our Credit for Comfort team assembled the following tips!
1. Focus on Sales Training
Even the best HVAC maintenance agreement program can fall short without the right sales training. By providing your contractors and sales representatives with a natural yet conversion-oriented script to read at the end of each call, you can increase your probability of new signups. Through positive reinforcement and consistent corrections, you can ensure that your entire team adopts this revenue-enhancing habit.
2. Set Fair Maintenance Agreement Terms
Even the best sales team needs a great offer to work with. After all, your customers won’t sign on to just any maintenance agreement.
Here are some of the key inclusions in a fair maintenance agreement:
- Discounted services (when compared to one-time visits)
- Priority support based on customer loyalty
- Reduced equipment costs in the event that a replacement is needed
- Comprehensive reports after each visit for homeowner peace of mind
By offering several key advantages, you can sign more HVAC customers onto your maintenance agreement and improve your sales team’s effectiveness.
3. Offer Complimentary Add-Ons
In both life and business, sometimes you need to give a little to get a little. The same is true for your maintenance agreement. By offering a free annual tune-up as part of your HVAC maintenance agreement, you may be able to convert customers who were on the fence. Our best advice is to choose an add-on that doesn’t require much time but still offers value to your customers.
4. Reach Out to Former Customers
All too often, HVAC sales managers and business owners focus too much on offering maintenance agreements to current customers while neglecting former customers. Throughout the process, they are leaving money on the table.
By revisiting your customer databases and offering your HVAC maintenance agreement through a call, email, or letter, you can reignite former customer relationships and elevate your sales.
5. Build an Incentivizing Referral Program
Even some of the leading HVAC businesses don’t realize that their sales team extends beyond their internal staff alone. Oftentimes, some of the best advocates for your business are your customers. By offering discounts, free services, and reduced equipment costs to current customers, you can incentivize referrals. Throughout the process, you can augment your maintenance agreement sales while still managing to expand your customer base.
To sum up
Some of the most profitable HVAC companies today are experts with their maintenance agreement programs. In turn, they generate more consistent revenue, increase customer loyalty, and elevate their profit per customer.
Our Credit for Comfort team has also found that offering financing is an excellent way for HVAC businesses to increase conversions. For questions or to learn more, we invite you to get in touch with us today!
Now, we hope that you will apply these tips and strategies directly to your maintenance agreement sales strategy. Thank you for reading!
