The most effective way to ensure a successful business is to implement a successful HVAC business model. The ideal model includes these six important components:
Maintenance agreements — The center of the model, maintenance agreements, is the most important aspect of a successful business. The relationship between the customer and the technician, as well as the customer's understanding of the importance of regular scheduled maintenance, is critical to making this model work.
Tune-ups/Trust — An outstanding tune-up is key to developing a relationship with the customer that is built on trust. Make sure a proper tune-up is done every time in order to continuously build and maintain that fruitful relationship.
Demand service opportunities — When a customer requests your help during a demand service call, you have an opportunity to prove yourself to them. Make sure that your employee is on top of his or her game, following proper protocols and going above and beyond the customer's expectations.
Accessories & IAQ — Selling the necessary accessories that will improve the customer's comfort helps separate your company from the competition. Listening to the customer's needs is critical in understanding how to provide what he or she wishes and wants.
Replacement sales — Replacement sales not only help facilitate the "repair vs. replace" conversation with your homeowner, but they also work to accomplish your goal of providing optimal comfort solutions year-round.
Renewals — Finally, when the time is right, the customer will buy from your company. They have trust in your company and your employees, which means they won't look elsewhere to buy their new unit or equipment.
This model engages both your employees and customers and allows you to survive pivotal moments like weather conditions and economic downturns.
Mike Moore offers HVAC advice for managers, technicians, and sales teams daily on Facebook, Twitter, and my blog. Follow me and stay in the know.
Read more about trending topics in the HVAC industry on the HVAC Learning Solutions blog.
Trending this month: