You know that the more HVAC parts and supplies you sell, the more profit you will make. One of the easiest ways to increase your bottom line is by offering upgrades to your customers while you are in their homes. However, you are an experienced HVAC contractor, but maybe not a salesperson. And that’s okay! Here are some tips to help you offer more HVAC supplies to the customers you already have.
Don’t Sell–Problem Solve
You don’t have to be a salesperson to add on HVAC supplies or HVAC parts to your customer’s HVAC system. Instead, approach the upsell as problem solving. By asking questions and getting to know your customers and the issues they face, the upsell will come naturally. There is no pressure, manipulation, or trickery required; you are just giving them a better quality of life.
For example, let’s say that you walk into a home that is still using a manual dial-style thermostat. You could go straight into talking about how a digital thermostat is “better,” but why not asking them about their experience? Try asking them if they are happy with the temperature in their home. Are they able to keep it comfortable without any issues? Chances are, they will say no, and you have an easy “in” to offer a smart thermostat or programmable thermostat. Simply say, “Would you be interested in a simple solution to keep your home more comfortable?”
Look for Clues
If you aren’t sure what questions to ask to get your customer talking about what their real problems are, you can play detective and survey the home for clues. For example:
- If you see pets, pet food bowls, or pet hair itself, you can let them know you offer duct cleaning to ensure their system runs at its peak efficiency.
- If you see signs of children in the home, or the kids themselves, you can ask your customer what concerns they have about air quality. Then, you can let them know about the variety of indoor air quality products available that will help keep their kids healthy, such as an air purifier, a germicidal UV light, or even just better air filters.
- As part of your initial inspection, always bring along a hygrometer, like this one from Yellow Jacket. You know that the recommended humidity level is 60%, so if the hygrometer says theirs is higher, you can suggest a dehumidifier, and if it is lower, then you should propose a humidifier.
Let CE Help You Offer More HVAC Parts and Supplies
You don’t have to do it alone. With the AHRI System Builder at your fingertips, you can easily see cross sell options that are compatible with the HVAC system you have built. All you have to do is suggest them to your customer, positioning yourself as a problem solver, not a salesman. Just word your approach accordingly!
If you have any questions about recommended HVAC supplies that are ideal for cross selling, don’t hesitate to contact us today. Our experts would love to help you sell more.