Expand Your HVAC Business With IAQ Services
Customers rely on their homes to be a healthy and comfortable sanctuary. When that no longer rings true, it's time for them to contact you.
Reach Your Target Market & Expand Your Services
It's incredibly easy to market IAQ because this is a service that's in high demand. It’s in the news, it’s top-of-mind for concerned homeowners, parents, teachers, business owners and everyone in between. It dictates what opens up and what closes down.
- Call and email your existing customers about their new IAQ services
- Post your new IAQ services to your Google My Business and other local directories
- Use your social media channels to promote your new services
- Add the service to your website and run targeted ads
- Create content about IAQ to share on your website and social media
Boost Overall Profitability
In most cases, standard HVAC installs and repairs are a race to the bottom with your competitors. The average home or business owner usually gets three to four quotes and chooses to go with the lowest price.
By offering IAQ, you separate yourself from your competition which means:
- Perform jobs with higher margins
- Offer products and services your competitors cannot
- Installs that require one to three hours of labor and three tools
- Reduce / Eliminate profit-draining and time-consuming “call backs”
Improve Your Customer Service & Wow Your Customers
There's nothing exciting or memorable about repairing or replacing something that's broken. It's broken, you come by, you repair or replace, and then you leave.
There is something exciting and memorable about making genuine recommendations and upgrading a home or office with cleaner air solutions.
With an indoor air quality product, you're installing something that's tangible and making a noticeable difference in their home or office - removing that foul odor or the floaties in their air. If you can make a client's home or business noticeably better with IAQ, that leads to valuable:
- Referrals
- Repeat business
- Good reviews
- More business
Our Training & Support is Always FREE
Become the Expert on Improving Indoor Air Quality
When you’re an expert in something, people naturally turn to you for answers to their questions and advice on recommending the best solutions.
You, the IAQ expert, will have a complete understanding of what any home needs to improve the air quality in any home. You will also understand that every home is unique and the services and solutions to improve their air quality is multi-faceted.
Start the Conversation with Your Existing Customers
Knowing how to start the IAQ conversation with customers is an important step in selling. It starts with taking notice of certain talking points in their home and then introduce it organically. Some things to pick up on are:
- Pets
- Mold
- Children
- Stale air
- Odors / Smells
- Static electricity
- Dirty vents / ducts / filters / coils
- Chemicals under their sink and around the house
All of these elements either represent reasons why they should invest in IAQ, or symptoms of poor IAQ. Taking notice of these things as you walk around their home is critical. It gives you the opportunity to ask thoughtful questions and start the conversation. Some examples of good questions to ask:
- Why do you have that room air purifier?
- Does anyone in the home suffer from allergies?
- When is the last time you changed your air filter?
- Did you know there’s a better air filter that only needs to be replaced every 6 months?
- Are you familiar with active air purification technology?
These questions start a genuine, value-driven dialog with the customer that you can lead to IAQ sales. What was supposed to be a simple thermostat replacement has now evolved into quoting and installing an air purifier, MERV 13 air filter, mechanical ventilation, or a humidity control system.
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The Best Thing About Selling IAQ
The best thing about selling IAQ isn’t that it’s some new and shiny trend in the market right now. The technology and product solutions have been around for years.
It isn’t that becoming an IAQ expert is challenging or exclusive. It’s actually pretty easy to learn if you’re already in the HVAC or home service industry.
The best thing about selling IAQ is taking the time to learn and share your expertise with customers. It’s the differentiator between your brand and your competitors. It’s the reason they’ll tell their neighbors, coworkers, social media friends, and family about you. Opening your customer’s eyes to solutions they didn’t know existed is the best part.
With the proper IAQ training, you and your staff can effectively show your customers solutions that will:
- Reduce allergic reactions
- Remove the floaties in their air
- Clear out that weird home smell
- Actively bring in fresh air year-round
- Show them better ways to filter their air
- Educate them on the best ways to improve their indoor air quality
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