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Business HVAC Management Marketing Operations SAWIN App April 13, 2022
Best Strategies
to Get HVAC Customers Quickly
We’ve got all the information you need to get HVAC customers quickly, whether you’re replacing lost clients or trying to increase revenue.
Check out these notable selling tips and strategies to effectively increase sales.
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7 Strategies to Increase Leads and Boost Sales

  1. Identify Your Ideal HVAC Customer
  2. Recognize Where to Engage With Your Ideal HVAC Leads
  3. Develop a Distinctive Sales Proposal
  4. Proactively Follow Up With HVAC Leads
  5. Nurture Relationships With New and Existing HVAC Customers
  6. Utilize an HVAC Customer Referral Program
  7. Build a Modern, Valuable Website

1. Identify Your Ideal HVAC Customer

The way you sell to your HVAC customers depends on who you’re selling to. Creating a detailed client persona will give you a solid grasp of your ideal HVAC customer and their characteristics.

The first step to creating your HVAC client persona is to think about one single ideal customer. If you already have existing customers, think about your favorite customer. If you don’t have existing HVAC customers, simply think about the perfect customer you’d like to sell to.

The second step is to fill out the following HVAC client persona questions below to help identify your ideal customer. The more clearly you can identify an ideal client, the easier it is to find and sell to them, so make sure you answer the questions in detail.

  1. Name (first and last name)
  2. Age
  3. Career
  4. Income/Salary
  5. Relationship Status
  6. City
  7. State
  8. Home Type (age of home, single or multiple-family dwelling, number of stories/levels)
  9. Family Status (number of children – if any)
  10. Education Background (high school diploma, some college, bachelor’s degree, etc… )
  11. Main Desired Services (AC repair, water heater repair, AC installation, etc… )
  12. 3-5 Core Values
  13. 3-5 Objections to Purchasing Your Services
  14. Ways to Overcome the 3-5 Objections to Purchasing Your Services
  15. Information Sources (Google, Facebook, Instagram, referral, newspaper, etc… )

2. Recognize Where to Engage

It takes about 6-8 touchpoints to generate viable leads and convert them to customers. It’s important that you reach your leads in as many ways as possible because the buyer’s journey will differ from one consumer to the next. Some may have discovered your company on the web, through online reviews, or by word-of-mouth recommendations.

Different Areas to Reach Your Ideal Customers

  • Business cards
  • Google Advertising
  • Flyers and door hangers
  • Targeted email campaigns
  • Social media
  • Paid media advertising
  • Video/YouTube
  • Podcasts
  • Point-of-purchase marketing
  • Cause marketing
  • Industry Events

3. Develop a Distinctive Sales Proposal

What makes your HVAC business stand out from your local competitors?

Once you figure out the answer to the above question, you’ll be able to demonstrate to your HVAC customers the value you’ll give them. Include this value proposition in your marketing materials and sales pitches.

During the sales engagement, make sure to take note of important customer needs, budgets, and concerns. You’ll be able to convert potential HVAC customers by developing a unique sales proposition to eliminate your HVAC customers’ buying barriers.

4. Proactively Follow Up With HVAC Leads

After you send an estimate, it’s crucial to follow up with your leads to increase the chances of converting them to HVAC customers.

Deliver Enticing Customized Offers to Break Down Buying Barriers

  • Give your leads something of value that’s exclusive
  • State the main benefits of choosing your HVAC business
  • Make sure it’s a timely deal by giving them a deadline (limited-time offer)

5. Nurture New and Existing Relationships

In the fast-paced, busy world of business, it’s easy for us to overlook the importance of nurturing our relationships with new and existing customers. Forming relationships with your HVAC customers is vital to keeping the customer base you’ve spent days, months, even years, building.

Quick, Easy Ways to Nurture Relationships with New and Existing HVAC Customers

  • Engage with them through HVAC social media posts
  • Consistently share and publish content through blogs, videos, and podcasts to provide value
  • Create one-page flyers, emails, and other content that help your customers with everyday issues (for example, 10 ways to save electricity this summer)
  • Questionnaires/surveys asking your customers about their experiences, thoughts, and suggestions to open the door for future interactions with them and sometimes an emotional tie
  • Give your customers the first look into new products, services, deals, etc. to create a stronger sense of belonging and loyalty

6. Utilize an HVAC Referral Program

Customer referral programs are one of the best ways to get HVAC customers quickly. It’s much easier to convert leads to customers when they’re referred by friends and family or word-of-mouth (WOM) referrals. Businesses with active referral programs see an average of 70% higher conversion rates.

When a customer referral program is properly implemented, the program pays for itself in the end. Plus, it doesn’t have to be a complicated setup.

Stellar HVAC Customer Referral Program Ideas

  • Launch a referral program that rewards customers with product-based perks instead of monetary ones. Product-based discounts, perks, or upgrades can make your customers more invested in your brand and more engaged with your product.
  • Offer your clients $20 off their next service for every successful referral. You could even offer $20 off the referred client’s first service.
  • Award points to customers every time they submit a referral. These points can be redeemed for product or service discounts. Plus, every time a customer’s referred lead upgrades to your premium option, the customer who submitted the referral could receive additional points.

You don’t have to provide a huge incentive to get your favorite clients to refer you. Simply make sure your referral program offers a valuable incentive to your existing and referred customers, so they feel appreciated.

7. Develop a Modern, Valuable Website

It’s important to build a modern, professional HVAC website that provides both your current and potential customers with valuable insight into your products and services. A business website helps in accomplishing several digital marketing strategies that can help a business grow. Web advertising has a wide reach and is one of the most effective forms of advertising.

Powerful Reasons a Website is Important for Business

  • Improves Credibility – A good effective website helps build a strong online presence and communicates quality information to your consumers.
  • Promote HVAC Google Reviews – This allows consumers to discover you on Google while increasing your online presence.
  • Brand Awareness – A website provides reliable information to the consumers, which helps in setting your business apart from the competitors.
  • Generating Leads/Increasing Sales – A website is the best way for a consumer to gather information about a business and for you to get basic customer contact information to increase leads.
  • Provide powerful testimonials that justify your HVAC prices
  • Call-to-Action (CTA) – Get customers to take the next desired action with CTA buttons, so they can request an estimate
  • Social Media – Add social media links to your website to encourage consumers to engage with you on your social media pages
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