Some of your customers’ equipment is elderly in furnace years. According to the most recently published government RECS report, nearly a quarter of single-family home heating units are 10-19 years old, and a whopping one fifth of them are more than 20 years old.
Customers rarely give HVAC a thought – until the furnace stops working during a cold snap, or the AC fails during a heat wave. Since they need a new unit right away, their options may be limited.
You do these customers a favor by marketing to them before their aging equipment goes to HVAC heaven. You’re in a position to know what is best for their space, and they may not even know what questions to ask.
Why not put together a sheet with information on purchasing a new furnace or air conditioner? Have your technicians leave this sheet with the homeowner when they service older units. Many of your customers will have similar circumstances – same climate, same fuel source, similar home size and age – so the sheet can be designed to fit a chunk of your clientele.
Include the following information:
• Typical life of a heating or cooling system
• The benefits of replacing a system before it breaks
• Your top recommendations
• Approximate equipment and installation costs
• The comparative operating costs of different systems
• …and add anything else you feel is relevant
Just a printed sheet of text with your logo will do the job with a personalized touch. Don’t muddy the information with too much splash – you’re not looking for a design award.
Try it and let us know how it works for you. Already doing this? Let us know what’s worked, or what hasn’t. We’d love to hear your tips.