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Easy Sales to Make on Spring Tune-ups

If your service technicians run spring tune-up calls in a routine manner and don’t sell any additional work, these calls can lose money. Or, they can be run in a way that makes them your most profitable calls.

Read and Discuss

  • Apr. 30, 2013
    Commentary
    Contracting Business

    UV Lights: Why and How to Sell Them

    If your technicians aren't recommending ultraviolet (UV) lights to your customers, they're doing the customers and your company a disservice....More
  • Apr. 3, 2013
    Commentary
    Contracting Business

    Are Your Loss-Leaders Losers?

    Selling additional parts, services, and upgrades on pre-season HVAC tune-up calls is a perfectly legitimate way to make those calls profitable while providing customers things they need....More
  • Mar. 5, 2013
    Commentary
    Contracting Business

    Easy Sales to Make on Spring Tune-ups

    If your service technicians run spring tune-up calls in a routine manner and don’t sell any additional work, these calls can lose money. Or, they can be run in a way that makes them your most profitable calls....More
  • Feb. 11, 2013
    Commentary
    Contracting Business

    For Valentines’ Day, Go For The Close!

    When it comes to residential heating and air conditioning sales, you don’t always have to ask people to buy. You can ask them if seems affordable, or makes sense, or if what you’re offering is something they’d like to have. If you get any response other than a direct no, assume they’ve bought and congratulate them on their purchase....More
  • Jan. 9, 2013
    Commentary
    Contracting Business

    Goal for 2013: Stay Connected Online

    Staying connected online is no longer an option, nor is it only for techno-nerds and large companies. It’s as important as the Yellow Pages used to be. Here are my suggestions for staying connected during the upcoming year. As I wrote them out for you I realized I need to take a little of my own advice....More
  • Dec. 4, 2012
    article
    Contracting Business

    Will People Buy HVAC During the Holidays?

    One of the reasons your sales may suffer during the holiday season is that you expect them to, and you just accept it as a fact of life. Consequently, it becomes a self-fulfilling prophecy....More
  • Nov. 26, 2012
    article
    Contracting Business

    Is Paying Straight Commission Dangerous?

    Contractors wonder, “Will paying my techs straight commission turn honest people into liars and thieves and ruin my company’s reputation?”...More
  • Oct. 11, 2012
    article
    Contracting Business

    Will Commission-based Pay Corrupt Your Techs?

    I participated in a panel discussion on pricing at Mechanical Systems Week – HVAC Comfortech 2012. The topic of incentive-based or commission-based pay came up...More
  • Sep. 1, 2012
    article
    Contracting Business

    The 'System Essentials' Handout

    The easiest time to sell something to someone is right after they've gotten used to spending money with you. Most technicians stop selling once they get a "yes," and installers rarely try to sell upgrades. Here's a handout that techs and installers can give customers to read while they are working....More
  • Aug. 1, 2012
    article
    Contracting Business

    Increase Sales with the 'Done Deal' presentation

    If your service technicians are generating lower-than-normal average service invoices because customers are turning down recommended services, it may be a good time for them to learn the "Done Deal" presentation....More
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