Indoor air quality can be a valuable selling point when visiting homeowners. According to the 2022 American Home Comfort Study, 82% of homeowners said they prioritized good air quality more than they did the previous year. But, how do you bring IAQ up with customers?
1. Sell Comfort
First, remember that you do more than sell heating and cooling – YOU SELL COMFORT! Improving indoor air quality in the home improves the comfort and the experience you provide the customer. When they are happy, they will recommend you to their friends, family, and neighbors, and if and when the time comes, they will use your services repeatedly.
2. Become an Expert in IAQ Products
Second, learn what Lennox IAQ products do and how they will benefit the homeowner.
When you visit a customer’s home, take an anemometer with you at the very least. First, demonstrate how the humidity looks in their home and what is happening with the airflow in each room, then explain how it should work. Remember, an educated customer will make selling easy, the tools sell products while you provide solutions. I highly recommend the use of an Air Advice M5200 Indoor Air Quality Monitor. Bring it with you on home visits and conduct the test while you speak with the homeowner. After 30 minutes, you will have a full report on the air quality in the home so you can offer solutions and educate homeowners if problems are detected.
3. Bundle Your Services and Products
Finally, always bundle prices. What does this mean? Instead of providing a fee for equipment or service and then adding the cost of each IAQ product, make it all one price. The price is not the issue many of us think it is. If you demonstrate the value you’re bringing to the home and the comfort the customer will receive from IAQ products, they will likely accept the offer and the price that goes with it. Customers will let you know if the price is too high. It’s their decision, after all, and not yours. If the price is too high, start pulling items out of the bundle until they are satisfied with the total cost. Also, inform the homeowner they can purchase the items they remove later.
When selling IAQ to the homeowner, the above are best practices that create an excellent customer service experience and allows homeowners to see the value in IAQ products and achieve ultimate comfort in their home.
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