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It’s all about speaking the customer’s language
Would you make a sales pitch to a client in the United States in Mandarin? I didn’t think so. Then why would you use HVAC jargon when speaking to a customer who doesn’t understand it? Instead, try...
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Why the first impression is everything
Making a good first impression is vital to success in all that your HVAC business does. It doesn’t matter if you’re applying for a job, selling a product, or meeting with potential employees — a bad...
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Life lessons from new sitcom “Family Tools”
ABC’s newest comedy Family Tools is sure to be something local HVAC business owners can relate to. When “big kid” (read: unsuccessful adult) Jack (Kyle Bornheimer) has to move home and take over the...
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How to say “no” nicely
As hard workers, do we really know when is the right time to say “no?” A work-life balance is extremely important to our overall productivity at work, so knowing how to exercise this answer is...
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Asking for a raise and when to do so
You’ve been working long, hard hours for years with your HVAC company. You want to ask for a raise, but that can be nerve-wracking. Here are my tips on how to ask for a much-deserved raise: Be...
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Sales is about relationships, not rolodexes
Sometimes it can be easy to forget the importance of thinking of customers as friends. In the HVAC business, it’s the difference between the typical, “Hi, how are you?” greeting that customers hear...
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The secret to sales success
Do you want to increase profit? Do you want motivated personnel who share your vision and expand your business? Do you wish you had more customer referrals? Keep reading. The Secret Professional...
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Lessons from Tim “The Toolman” Taylor
Who better to teach us customer service than Tim “The Toolman” Taylor? Like most of us, he’s learned things the hard way a few times. With the help of wacky neighbors and a large family, “The Toolman”...
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Why taking the middle road leads you to the top
Most people believe extroverts are the best salespeople. Some hold to the idea that introverts prove superior. While either argument could be made, I’m here to say they’re both wrong. Whether...
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How to get accustomed to a new company
Throughout your career, you will most likely move cities. You will carve new routines, meet new people and be forced to make the unfamiliar familiar again. When your job is on the line, it’s important...
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Why does bad customer service happen?
People get tired of hearing about the importance of customer service. They think, “I already know how to give great customer service; I’ve heard it all before.” Yet, bad customer service still has a...
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How to create the perfect sales environment
In an ideal world, the customer pays the asking price and is still completely satisfied with the experience. However, this isn’t always the case. In reality, customers may be confused about costs and...
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NATE certified: no longer an option
You’ve heard me go on about the importance of training. Maybe I’ve convinced you, maybe I haven’t. Maybe you’ve been trained, maybe you haven’t. If my soapboxing on the subject hasn’t swayed you, maybe...
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The HVACLS guide to self-improvement
September is National Self-Improvement month. It’s the perfect month for a self-evaluation to realign your goals. I guarantee if you improve your life outside of office hours, you’ll see improvements...
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Bad habits today, no job tomorrow
As a part of National Self Improvement month, I’d like to talk to you about something you might not think is important: your bad habits. Those small, yet harmful little routines you get away with. Bad...
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Today is going to be your best day at work
How is your day going? Are you having a good day? Is a smile on your face? Or are you having a bad day, glaring at the world? What if I told you that no matter what the circumstances, your day and...
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This ship has “sale-d”
In the ocean of sales, you have two options: sink or swim. Will you sink with external factors attacking your chances of closing the deal? Or will you handle obstacles swimmingly? Oftentimes, you will...
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4 reasons customers don’t buy
Often, despite our best efforts, customers still don’t want to purchase your HVAC services. Here’s a deeper look into why. Lack of information The truth is that no matter what, customers decide whether...
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Rush your service, hurt your profits
You want to be productive and reliable. You try your best to get a lot done in a small amount of time. While rushing around and being busy makes you feel productive and efficient, the fact is, your...
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The three sentences you should never say to a customer
There are many wrong things you can say to a customer that will turn them off from your sales call. But these are the top phrases I’ve heard people say that will destroy any chance you may have on a...
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