Top Three HVAC Cross-Selling Tips

Service Call Opportunities
Don’t waste an opportunity once you’re in a home. After the service is complete, arm your service technicians with flyers. Flyers can promote maintenance plans, include coupons for future service, offer discounts on other products, even encourage referrals. You want to take advantage of every opportunity to get more business out of existing customers. Plus, after a service call, the customer is happy and satisfied so it’s an ideal time to encourage them to do more business with you. Magnets and pens and other leave behinds can help keep you top of mind, but they don’t cross-sell like a printed promotional piece can.

 

Service Technician Opportunities
Your service technician is your liason between the company and the customer. Most service techs are great at what they do, but they’re not trained to sell. Sometimes just a little internal training can help them get more business while they are with the customer. It can be as simple having them tell the customer when they are paying for service, “Did you know you can save 10% today by signing up for our maintenance plan?” It doesn’t have to be hard core sales training, just saying the right thing at the right time and looking for opportunities to cross-sell or upsell can really improve your sales.

 

 

Call-Taker Opportunities
Your dispatchers also have direct contact with your customers. Again, they are not born salespeople, but they can be taught to improve their sales skills in simple ways. For instance, when a customer calls, for furnace or AC repairs, your dispatchers can say, “You can save up to 20% today, plus get an AC and furnace tune-ups by signing up for our maintenance plan. It includes two tune-ups, up to 20% off all future service and priority treatment when you need us.” Keep them in the loop and make them aware of current specials so when and opportunity arises from a customer conversation, they can inform them of the special that applies.