Remember, whether the system being checked is a working one and the homeowner seems satisfied, or it's one in trouble, they're in a new place, too. Do you know what they want changed with their systems? What has changed in their lives since you last talked with them: allergies, asthma, an added elderly resident? Customers still want improved systems, perhaps improved Indoor Air Quality, higher efficiencies, and/or better air distribution. When you're in their home with good news — the system is good for another season — it may just be the time to show them they can afford to improve it.
It's much easier selling improved air quality when the system's in good shape. But, that can only happen if you’re prepared to suggest it. Decision Analyst has solid evidence that many homeowners want more from their systems. Are you prepared to convince them this is the right time to improve their working systems? Beginning next month you won’t have the time to approach this type of customer again until September.
Garry Upton, of Decision Analyst, Inc., shares his interpretations of its American Home Comfort Study of homeowners, and explores what customers look for in HVAC contractors. To learn more about this study, or to purchase it, contact Garry at [email protected].
