The worst question is that which goes unasked. This statement certainly applies to HVAC sales, especially when offering accessory products like HVAC zoning. However, when working with your homeowner, it is essential to ask questions about their needs, not the product. It is more effective to first look into their comfort issues and then match them with a product that best meets their needs. With that in mind, here are our best tips for making sales as an HVAC zoning contractor.
To help develop the right questions, look for the following:
Homeowners may not be savvy regarding HVAC technology available on the market, but they know when there are areas in their home with significant temperature inconsistencies. An uncomfortable home with only one thermostat is unacceptable in a world where instant gratification and personalization rule.
Even with all the informational resources today, many homeowners are unfamiliar with what a zoning system can do to alleviate their comfort challenges.
Here’s where you come in.
Don’t assume you know what a customer wants. After looking into their comfort indicators, ask the following questions to determine what they need:
To create a successful proposal, you need to know your customer’s needs and base any solution around them. Most homeowners are unaware of what zoning is and how it might be able to address their comfort needs effectively. By having this investigative discussion with the questions mentioned above, you bring attention to your customer’s comfort challenges, making them much more receptive to purchasing a solution with zoning.
High-efficiency system upgrades can no longer command the consumer dollar as they have for the past several years. Today’s homeowners are not looking to spend money on high-efficiency equipment. Due to fewer tax incentives and more constricted budgets, homeowners are turning their attention from these solutions to HVAC system improvements.
With interest rates rising, more people are looking to stay in their homes longer and are investing in products that will increase the comfort and energy efficiency of what they already have installed. Many homeowners are still unaware that zoning exists and do not understand the benefits that come with the system. You have to be their comfort advocate and inform your customer of the advantages the simple addition of zoning might add to their current system. Imagine being the person that brings them a solution that doesn’t require expensive new equipment, a long and intrusive construction period, and that directly addresses their most significant comfort needs.
It is essential to work with your customer to develop a comfort plan that focuses on the issues that are most important to them.
By asking simple, investigative questions, you can develop a clear picture of what comfort challenges a homeowner is battling and build the proper proposal that corrects these issues. You can often turn those unhappy homeowners into many happy, satisfied customers by offering zoning as a solution. Still, you will succeed no matter what by listening first and having the widest variety of available solutions. Keep these tips for making sales in mind to be a more successful HVAC zoning contractor.
Any HVAC professional will tell you that multi-stage equipment is great. These powerful air conditioning machines can achieve better comfort and better energy efficiency. We wanted to take a moment to explain why HVAC zoning makes multi-stage equipment even better. Here’s how we’re optimizing multi-stage equipment with Arzel Zoning. Why would you zone multi-stage equipment? […]
There’s been a big change in HVAC this year with the introduction of A2L refrigerants like R-32 or R-454B. When you’re working with A2L refrigerants and Arzel Zoning systems, it’s important to understand the refrigerant detection system (RDS) and A2L mitigation controls that are built into the equipment. Here’s what you need to know. A2L […]
So you’re ready to install zoning in your customer’s home or business. Congratulations! Let’s make the next part as easy as possible, with this advice on getting your HVAC zoning system kit. Components of a zoning system kit There are just five parts you’ll need to install an Arzel Zoning system. A zoning panel Zoning […]
Can you add zones to an existing HVAC system? Yes! Arzel Zoning has been doing exactly that for more than 40 years. Our retrofit zoning options make it as seamless as possible. Here’s how it works. Why would clients want more than one zone? Let’s start with why a home or business owner would want […]