Expanding Services and Maximizing Calls

At Worley Home Services, we not only offer HVAC, but we also offer crawlspace encapsulation, dehumidifier installation, and attic renovations. These additional services provide more value to our customers and create cross-selling opportunities.

When selling a duct system or an HVAC unit, I always look for other potential upgrades that could benefit the customer. This holistic approach has been instrumental in our growth.

I believe in maximizing every sales call by being thorough in our inspections, taking pictures of any issues, and educating customers about their options.

For instance, during the sweltering summers in Virginia, crawl spaces often show signs of sweating and condensation. Pointing these out and explaining their impact on the HVAC system helps customers see the bigger picture and the interconnections of home performance issues.

Training and Empowering Salespeople

Our salespeople are not heavily involved in performance testing, but that is our goal. We have two full-time salespeople, one generating $3 million and the other around $2 million in sales.

I focus on marketing, branding, and lead generation, but I plan to train and certify our sales team in testing and measuring. This training and capability will further enhance our credibility and ability to close sales.

Our service technicians already perform static pressure tests, and their findings often lead to additional sales opportunities.

We can and will create a more seamless and convincing sales process by equipping our sales team with similar skills and tools.

Leveraging Advanced Tools and Apps

Tools like the flow hood and static pressure instruments are invaluable, but we’re also exploring advanced apps like measureQuick® and ComfortMaxx™. These apps can connect to various analyzers and manometers, providing detailed reports that help customers better understand their system’s performance.

I was an early adopter of ComfortMaxx despite its initial complexity. Today, apps like measureQuick have streamlined these processes, making integrating performance testing into our routine easier.

At industry conferences and trade shows, like NCI’s High-Performance HVAC Summit, I know I will learn more about these tools and how they can benefit our business.

The Importance of Customer Education

This next point is so important. Educating customers is a strategic priority. During slower seasons, when customers are less rushed, we take the time to explain the science behind our tests and measurements.

This approach resonates particularly well with many engineers living in our market. They appreciate the detailed explanations and data-driven insights.

For others who might be more skeptical, we emphasize the practical benefits. For example, if a customer has a humidity issue in their bathroom, we explain how a correctly sized bath fan can resolve it.

By listening carefully to their concerns and presenting our findings in simple terms, we build trust and demonstrate the value of our services.

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