HVAC Engine

HVAC business owners who do no marketing are like homeowners that have no air conditioning in their houses.Imagine walking into a potential customer's home, and it's FREEZING because they have no air conditioning system.You'd be thinking:"Can I get a jacket?""What's wrong with this person?""Do they have friends?"You'd be super confused. You get to talking:It turns out the homeowner thinks comfort systems are a waste of money and don't work. They don't BELIEVE in comfort systems.Are you going to spend time trying to convince this person that a comfort system is an investment in their home? So they can enjoy it? So that they can sell it one day? So they can have people over and be comfortable? So everyone can stop freezing?Heck no.You'd high-tail it out of there and move onto a lead that believed a comfort system is an investment.There are STILL some HVAC business owners that not only think marketing is a waste of money -They think it doesn't work.They don't BELIEVE in marketing.The business doesn't grow. Employees aren't excited. The best talent goes to work for other HVAC companies.These HVAC business owners with no marketing plan are precisely like homeowners with no comfort system.Cmon man. It's 2022: marketing is nothing more than relationship building.And you need to build relationships online to get more sales.Don't be the homeowner without AC. You'll be miserable, and your home won't be valuable. Don't be an HVAC business owner without a marketing plan. Investing in great marketing will help you grow your HVAC business, hire the best talent, make more money, and eventually sell it one day.

5 Must-Haves For Every HVAC Marketing Plan

Seasoned HVAC owner Tom Casey shares his journey to $12M in revenue and why building a great brand is key.

Last week we discussed how to connect with your customer by mirroring their communication style. Doing this gives your customers the clarity they need to buy from you and improve their experience with your HVAC shop.Remember: your job isn’t to sell on an HVAC sales call: it’s to connect and diagnose, with “connecting” being job #1.However, communicating like your customer is only half of the battle in HVAC sales. Your second job is to diagnose.  So now that you know how to connect with any homeowner on an HVAC sales call, I want to talk to you about how to accurately diagnose the problem on a sales call and, most importantly, help you understand why this is so important.Let’s get to it.

Most HVAC salespeople believe their goal is to close on an HVAC sales call. While it’s true that you need to sell more HVAC systems, HVAC equipment, air conditioners, and heat pumps to do well at your job and make a ton of money, the reality is that closing isn’t your goal as a residential HVAC salesperson.Your goal on an HVAC sales call is to connect with your customer and diagnose their problem(s).Your ability to connect and diagnose greatly impacts your ability to close more HVAC sales and sell more HVAC equipment. We’ll talk about how to quickly diagnose your customer’s problem in a separate episode but today is about learning how to quickly connect with anyone on a sales call by understanding the four personality types. Are you an HVAC business owner? Want to be a guest on the show? Email us at hello@hvacengine.com. We'd love to have you on. Need to chat about your HVAC marketing, website, branding, or ServiceTitan plan? Visit hvacengine.com to book a free consultation.