Imagine if you had the option to create your ideal leads. What would they look like? Would those leads be qualiﬁed prospects who are prepared and ready to do business with you? Would you want to be the first company in the home, and preferably the only contractor called in?
Would you want the customer to be well educated about their comfort system and why it isn’t making their home as comfortable, healthy, and energy efficient as possible?
What if the customer was keenly aware you might be the only contractor with the solution to their problem. What if the lead was generated by your own technician? What would that lead be worth to you: $200? $500?
No Cost Leads
With High-Performance Service and Maintenance, you can generate leads like this every day with little or no cost. In some cases, you can get paid to go on those calls. Your service department is the key to generating these ideal leads. With the right tools and training your techs can become lead-generating machines, and your customers will love you for it.
With just a few measurements, your service and maintenance technicians can uncover long-standing problems that affect comfort, health, energy use, even safety.
By measuring Total External Static Pressure (TESP) at the equipment, along with a couple of other pressure drops, they can reveal high static pressure issues, airﬂow problems, restricted returns, incorrect refrigerant charge, leaky ducts, and more.
By performing combustion, draft, and carbon monoxide (CO) testing, they can unveil serious safety issues. These can include venting and combustion air deficiencies, even mechanical problems.
Leads Through Diagnostics
There are a few different ways Performance-Based Contractors across North America are generating leads through service. The simplest way is to have your tech spend a few extra minutes reviewing their ﬁndings with the customer and offering to schedule a diagnostic visit. Technicians can also leave behind literature on what can be done to improve their system’s performance.
The visit can be followed by a letter explaining the beneﬁts of a more in-depth diagnostic, inviting the customer to schedule one. Then follow up the letter with a phone call.
If you have “Selling Techs,” they could offer a “deeper” diagnostic right then and there, then call the office to have another tech grab their next appointment, and continue with the Performance-Based Selling Process outlined in Part 9 of this series (ncilink.com/ABCs-9).
Depending on the time of year, the backlog of work, etc., you can offer a more thorough analysis of their system at a price ranging from free to several hundred dollars. Done right, this in-depth testing and documentation are worth every penny.
Another approach to gaining leads is to simply have your technician collect the data mentioned above and take it back to the office. Your team can then generate a follow-up letter and survey, with an offer to perform further testing.
Depending on the situation and time of year, your comfort advisor might want to follow up right away with a phone call to the customer.
Catch Up On All the Installments of this Series:
Part 1: What is High-Performance HVAC and Why Do It? ncilink.com/ABCs-1
Part 2: Is It the Right Fit for Your Company? ncilink.com/ABCs-2
Part 3: Five Steps for Becoming A Performance-Based Contractor. ncilink.com/ABCs-3
Part 4: Five More Steps for Becoming A Performance-Based Contractor. ncilink.com/ABCs-4
Part 5: Your Investment in Performance. ncilink.com/ABCs-5
Part 6: The Five Keys to Quality Training. ncilink.com/ABCs-6
Part 7: The Right Tools for the Job. ncilink.com/ABCs-7
Part 8: High-Performance Selling – Prepare for the Call. ncilink.com/ABCs-8
Part 9: Six Steps of High-Performance Selling. ncilink.com/ABCs-9
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