Now that summer is at an end, it’s a great time to build on the sales momentum you’ve established over the last few months. It is also a good time to reflect and determine what other follow-up items may be beneficial to the customer. Understandably, in the heat of the busy summer season, HVAC contractors often do whatever is needed to complete the job and move on to the next one. As you transition to the shoulder season, now is a great time to go back to those sales and see what other services could still be added.
New York Times bestselling author Weldon Long hosts this week, to walk you through a process to review lost sales, determine which are still in play, and drill down to figure out why they were lost. You’ll review all of those sales, potential and realized, and look for add-ons that could still benefit your customer, such as:
- IAQ opportunities
- Service agreements
- Additional shoulder season promotions
- Analyzing lost sales