Service Agreements: Simple Advice for Increasing Sales
Does your service company offer maintenance contracts? These are essential to the operation of your HVAC company and ensure steady cash flow.
These contracts guarantee routine maintenance of HVAC systems, giving homeowners peace of mind and dependable income for HVAC businesses.
Unfortunately, explaining your maintenance agreement plans after the work is finished is not as simple as trying to sell. It requires planning!
Brought to you by Invoice ASAP, here are eleven simple yet effective steps to boost maintenance agreement sales with little spendings:
Inform your team.
Your sales and service teams need to be educated as a first step in increasing maintenance agreement sales. They should clearly articulate the advantages of maintenance agreements to prospective clients.
Here are some suggestions for instruction:
- Discuss strategies for selling well at all-hands meetings.
- Encourage roleplaying among the technicians.
- Create a script around selling with shared goals.
- When you sell a contract, let people know the specifics.
Giving your staff in-depth training will enable them to explain the importance of these agreements to homeowners confidently.
Refer to It as “Agreement,” Not “Contract”
Word choice is crucial! Your customers will undoubtedly find the word “agreement” more appealing than the word “contract,” which has a lot of negative connotations and suggests a peaceful, cooperative arrangement.
Deliver top-notch customer service.
Excellent customer service is essential for luring and keeping maintenance agreement clients. Be receptive, reliable, and on time. The likelihood that customers will renew their contracts and recommend your services to others will rise when you provide exceptional customer service.
This is especially crucial if you have a loyal customer who is wary of contracts. It will be simple to bring up maintenance agreements if you are consistently providing excellent customer service. Additionally, you can offer discounts to recurring customers whose HVAC systems frequently malfunction.
Request testimonials from happy clients with maintenance contracts, then use these testimonials in sales discussions and on social media.
Make Use of Client Testimonials
Word-of-mouth marketing is a potent tool. Encourage pleased clients to share glowing testimonials and reviews about their experiences with your maintenance contracts. Include these testimonials on your website and your marketing materials to inspire confidence in potential customers.
Bill Maintenance Contracts Monthly
Because it is simpler for many people to pay a small amount monthly instead of a large lump sum up-front, some customers strongly prefer paying for an ongoing maintenance agreement every month.
Set up automatic recurring billing through your credit card processing business to make this possible.
Use pricing instruments
The vast majority of flat-rate books provide a variety of pricing options, including the choice of a maintenance agreement discount on more expensive services. This relieves your staff of the need to be expert salespeople and enables them to focus on simply demonstrating the available savings.
Assist technicians in explaining how a maintenance agreement can reduce the service cost and verbally walk them through a quote. Although a pricing tool is crucial, your technicians must know how to close deals.
Encourage your employees
Cash is the best motivator for a workforce. In light of this, giving your staff a commission or incentive for each maintenance agreement sold is a great way to motivate them.
There are numerous ways to recognize your best sellers. Here are some suggestions:
- Reward top sellers with gift cards
- Utilize a leaderboard in the office to track sales and promote competition.
- Honor the month’s top seller.
Produce Powerful Marketing Content
To sell maintenance agreements, your marketing materials are essential. Create eye-catching brochures, flyers, and online content that concisely outlines the advantages of routine HVAC maintenance and the cost savings of contracts.
Highlight customers’ benefits from signing an agreement, such as savings, increased efficiency, and longer equipment lifespan.
Make use of technology.
As previously mentioned, it’s best to spend money on HVAC software that streamlines the sales process. You can use these tools to keep track of customer data, plan maintenance appointments, and send automated reminders.
They can also produce reports demonstrating maintenance agreements’ long-term cost savings and advantages.
- Be aware of service contract renewal, billing, and scheduling deadlines.
- By automating communications for upselling service agreements and service reminders, you’ll never miss a follow-up again.
- Spend more time signing up new customers than searching through service agreement files for information.
- Dashboards let you see how many contracts are about to expire so you can identify which clients require follow-up.
- Set your service agreements up to renew with recurring payments to increase renewals automatically.
Present seasonal specials
During the months when HVAC service is less frequent, think about offering seasonal discounts or promotions for maintenance agreements.
When customers are considering preparing their HVAC systems for the coming season, this may encourage them to sign up for a maintenance plan.
A few of the promotions you can run are as follows:
- 10% off service contracts when you buy a new unit
- Christmas special in December
- Special promotions posted on your Social Media pages
Deliver on Your Promises
Always arrive on time for appointments to uphold or even improve your reputation. This is especially true for maintenance contracts because nothing aggravates a client more than paying for a service and having their expectations unmet.
Your customers will stay each year if you uphold your end of a maintenance agreement with outstanding service and proactive solutions, resulting in recurring annual revenue for your company.