8 Surefire ways to beat buyer hesitancies and close more HVAC sales

Have you been dreaming up new-to-the world innovations for your HVAC business? Well, it’s time to become more adept at selling them to your customers.

Yes, that’s right, it’s time to amp up the sales for your HVAC services.

So you know all the tricks of the trade and are probably champs at repairing or installing a new air conditioning unit. But getting someone to buy your product or avail of service can be a lot of pressure. We get it, selling is hard. Really, really hard.

You don’t want to be too pushy and come across as an obnoxious salesperson, nor do you want to lose out by being too gentle with your sales approach – you want to get it just right!

You might already be overloaded with tips and overwhelmed by options on how to sell right. Don’t fret, we got this for you. ✊

We dug deep into some gritty details on how to hit a homerun, time and again with your HVAC services. So here we go:

First things first, build a killer pitch

Learning the art of delivering winning sales pitches is prime to get more customers. Instead of making your pitch sound too ‘salesy’ and telling them all the things you do for a living, let them know how your services will benefit them and why they should hire you.

You also need to focus on the customer’s perspective and understand their need when pitching a service or item to them. Instill a sense of trust in them by enquiring more about the problems they face from time to time.

And lastly, keep it brief and to the point. Stay relevant to the topic, emphasize on unique selling points and dish out ways in which you would be delivering the right service to them.

Ready, set, market

A good marketing strategy is your business’ game plan to increase sales. That said, gone are the glory days of word of mouth marketing. The constant waves of innovation have landed us in the digital age where businesses in every industry will have to cater to the ‘right now’ customers. For these highly connected customers, instant gratification has now become a norm rather than just an expectation.

With 45% of customers saying they will switch brands if a company fails to actively anticipate their needs, it’s time to say hello to marketing in the digital age.

While you plan to revisit the way you have been marketing your HVAC services, you may want to start with revamping your HVAC website and making it mobile-friendly.

Don’t just stop with that. When an impatient homeowner needs HVAC services they go online, so you need to ensure that your business ranks high in the search results with the right SEO strategy.

Writing blogs for your services is another go-to strategy to drive traffic, generate quality leads and up your search engine rankings.

To add the final touches to this winning strategy lets not forget that your target audience is hanging around popular social networks, making it indispensable for you to network, engage and build a strong social media presence for your HVAC business.

Step up your networking game

HVAC is a people business. Networking is the least expensive yet the most effective way to promote your products and services to a target-rich environment.

Off-Season is a perfect time to go out there network, build connections and grow your circle of influence. Work your way to join and get involved in homeowners associations, service clubs, alumni groups, and other relevant communities.

Build a mechanism to nurture leads into customers

Generating leads is just halfway there, the real deal is converting these leads into customers. Once you have a steady stream of high-quality leads flowing in, it’s then time to respond to them promptly.

Let’s put it this way – the summer heat is on and your prospect’s air conditioning unit has just stopped working. With soaring temperatures, they contact a couple of HVAC services in the area, desperate for a repair. If you’re quick enough to take up the call and avoid a ‘next-day’ response, the deal is all yours!

Now if you simply can’t get back to them right away, make sure to leave a DM or a voicemail message informing them that you will get in touch with them at the earliest.

FOMO – A simple yet incredibly powerful selling technique

An underrated yet successful sales technique is to tap into the emotional needs of a customer and set in a ‘Fear Of Missing Out’, commonly known as FOMO.

Your customers, in general, are almost always in a frenzy of missing out on something that their competitor has. With a rise in climate-conscious consumers, you can ring up sales by latching on to the theory of how everyone else in the neighborhood has bought an energy-conserving HVAC system and it’s time you do too.

Win back unsold quotes

One of the best sales opportunities is going back and tackling unsold quotes.

But this one works out hard because they already said a ‘no’ right?

Find out what made them say a no in the first place or why they chose a competitor over you. Figuring out what exactly the prospect needs can help you from losing out on similar customers in the future.

Out of sight, out of mind, they say! It is essential to stay in sight and nurture them – send them an ecard on their birthday or monthly newsletters. This will not only help build brand visibility for your HVAC business but will also make prospects view you as an appealing choice.

Send out those warranty reminders

Go all out for your customers with valuable warranty reminders. Keep a track of when HVAC systems were installed and give them a heads up via emails or calls to get any work done under the warranty.

Customers would love the generous call and may even come back for whole new unit installation.

Offers and Seasonal tips can be an icing on the cake

Another way to make your customers come back for more is by providing pro-tips and offering discounts. Sharing regular tips via emails or follow-up calls on the maintenance of the customer’s HVAC units, offering free services or discounts to new customers are great ways to catapult sales for your HVAC business.

These tried and tested strategies are sure to help you meet your sales targets.

Wondering how you will manage to pull this off while running your business? That’s why you’ve got us. We’re here to take on all your HVAC bizops worries while you stay put on boosting your sales. 🙌