First off you may be thinking what in the world does IAQ mean? IAQ stands for indoor air quality, which is something that is very important to keep at a high level inside your homes. Believe it or not you can actually become a sales representative and sell indoor air quality products. Just by being proactive and selling these products, you can have a great impact on the way many people are living. A lot of people today are unaware of the problems poor indoor air quality can cause both them and their families. IAQ can be a useful selling point when on any service call, however, starting the conversation might be quite difficult. If you are a HVAC contactor or technician and think you would be interested in selling indoor air quality products, below are some important tips that will get you started on the right track.
Tips for HVAC Technicians Selling IAQ Products
When talking to your clients you should start out the conversation by recognizing your role as being more than just a person there to fix the HVAC problem. Inform the homeowners of the solutions your company has to offer them. Most people like to hear the different ways you can repair their problem. You should next, familiarize your customer about IAQ products and the many benefits they have to offer. You should inform them about the features, pricing, and the types of products you have available. Never assume that the price of the products is too expensive and the customer will not buy them. If the product works and you share your personal stories about when you used the IAQ products, they are very likely to purchase them.
What Tools Can HVAC Contractors Use to Sell IAQ?
Before you ever try to sell indoor air quality products, you need to be an expert and know everything about them yourself. The customers are going to want to hear you tell them about the product, rather than a book or piece of paper. The number one tool you should always have on you while trying to sell IAQ products, is a retail price book. Pricing is usually the number one thing customers want to know about and if you don’t have anything to tell them the price, they are not going to purchase your products.
The Most Common Mistake HVAC Technicians Make When Selling IAQ
Even though you personally think that a product is expensive does not mean that your customers will think the same. This is the number one mistake made by HVAC technicians today just because they think that the product is too expensive, they will think the customers will as well and don’t even bother telling them about their products. You should always let your customer decide for themselves, whether the product is a good value or not.
How Can Technicians Make The Selling Experience More Personal?
Testimonials contain more power than what we think. You should first try the different IAQ products yourself so that you know exactly how they work and how well they work. Next, look at reviews online and see what other customers love about the products. Everyone is going to have their own opinions and usually if it’s a good or bad thing wrong with your product – all customers are going to leave the same review. Customers love for you to tell them real life experiences before they make a purchase. They don’t want to rely solely on what they see on TV or online. Now you know many different tips that will help you start selling IAQ products, so what are you waiting for?
About The Author
Tina is an avid blogger and writes extensively about HVAC, Technology & Business. She works with some leading companies to understand the trends of these modern technologies. She loves reading and home decorating in her own fashion.