Top 10 Tips on How to Sell a HVAC Maintenance Contract
Posted by Steven Teneriello on Tue, Jul 20, 2010 @ 07:19 PM
The selling of a HVAC Maintenance Contract has been a long introduced in this industry. Understand that you want to make sure that there is always work to do and keep the cash flow flowing in. One of the most challenging parts of running an HVAC business is selling an HVAC Maintenance Contract.
Here is a list of tips that you can try to make selling HVAC Maintenance Contract a bit easier to handle.
- Take your time in creating a HVAC maintenance contract. You want to make sure that it is fair both to your customer and to your business. Make sure to define the maintenance program. Try to come up with packages for different seasons. Add possible discounts. That you can share to your client during the presentation of the contract.
- As you begin to engage in business with a potential customer. Make sure to set the expectations that there will be a maintenance contract that will occur every X time a month.
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- Discuss the HVAC Maintenance Contract with you customer. Highlight the possible wins and advantages that the contract covers and what’s in it for them. The more specific it is the better. This gives your client a good idea on the terms and services that comprise the contract.
- Site examples of what could happen if maintenance is not done on a regular basis. Share that if maintenance is not conducted on a regular basis, it could lead to equipment failure. Identify certain parts of equipment that could possibly malfunction if maintenance is not done. Giving out facts does build credibility.
- Know your services and products well. This would help you in answering possible questions that your customer would ask.
- It’s always a good idea to make sure that you have everything documented. It makes your presentation organized. You may also want to add a checklist with all the tasks that will be done by a technician during maintenance.
- Having a detailed checklist also works for you as a business owner. Since the process is documented, you will have data that can tell you how stable the equipment or machine is. Some items you may want to consider adding on your technicians checklist.
- Sell the concept that if maintenance is conducted regularly it would prevent from incurring higher costs for repair, replacement or buying a new unit.
- If you are not confident in selling, you may want to hire and expert at selling. But then again, it’s just a suggestion.
Selling an HVAC maintenance contract take tons of commitment. Make sure that what is stated in the contract is fulfilled. Your credibility as a business owner could be at stake if an item in a contract is not followed. Make sure that you have the adequate staff that can do the regular maintenance as well as the back end processes that goes along with it.
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