Did you know 75% of customers today choose to finance any home improvement job over $2,500? If you have financing available, that’s great news. However, if you and your HVAC team don’t make it clear to customers that you offer financing, it could cost you the job!
Your HVAC team needs to put the fact your HVAC company offers financing in front of customers right away. Watch this video to learn when your team can start that conversation.
Video transcript below
Offering financing can be awkward for your HVAC team
Let’s face it. Offering financing to your customers can be intimidating! Particularly for techs with little to no sales experience.
That’s why me and my team at Credit for Comfort are going to show you how to get that conversation going.
So, let’s get started.
When should your HVAC team start the financing conversation
You want to start the financing conversation early – when customers call to schedule that first home visit.
Why? Because you make homeowners aware that financing is an option in your HVAC business. And it’s available from the get-go. Here’s one way you can do it:
How your HVAC team member can talk to customers
Office Manager: Hello, Andy’s Heating and Cooling. How may I help you?
Customer: I’d like to schedule a visit, please. As soon as possible.
Office Manager: What seems to be the problem?
Customer: My AC not working. Uh, I have the air set at 70 degrees. There’s no cool air coming out, and it’s really hot in my house.
Office Manager: Thank you for the details. Our tech Sean should be there by 3:00 PM Does that work for you?
Customer: Yes, thank you.
Office Manager: Can you provide your name, phone, and address, please?
Customer: Sure. My name’s Robert Green. My phone number is (786) 375-9482, and my address is 2665 South Bayshore Drive.
Office Manager: Thank you, Robert. Before I let you go – I want to let you know we have financing for any HVAC job over a thousand dollars. If you’re interested, please let Sean know. He’ll be able to walk you through all our different plans and send you a quick paperless application. You’ll have a decision in seconds.”
Customer: That’s good to know. Thanks.
Office Manager: You’re welcome. You’re all set in our system for your 3:00 PM visit. Thank you for choosing Andy’s Heating and Cooling for your HVAC needs. Have a nice day.” See how simple that can be now go ahead and give it a try yourself.
End of transcript.
To watch Part 2 of this video, click here.