Services contracts and maintenance agreements play significant roles in the success of HVAC service providers. By providing a steady flow of income, HVAC service agreements reduce the need to acquire new business constantly. HVAC service contracts are beneficial for clients as well as they help to limit the frequency of HVAC unit breakdowns, providing homeowners and commercial business owners with peace of mind.
While the benefits of HVAC maintenance contracts are evident, convincing customers to sign a contract for long-term heater and air conditioner preventive maintenance comes with its challenges. Thankfully, there are several strategies for HVAC contractors to consider. Discover how to acquire more maintenance service contracts to enjoy business year-round or check out this demo to discover the powerful capabilities behind Sera's field service management software.
Components of HVAC Maintenance Agreements
Before learning about the various strategies to sell HVAC service contracts, it’s important to understand what they should include. Service contracts are a direct representation of your HVAC business. Therefore, they should be professional-looking and clearly display all pertinent information.
Service agreements can vary in format but should include the following information:
- Parties involved (company name and the name of the customer)
- Contact information for both parties
- Start and end date of the maintenance plan
- Scope of work, including emergency services, priority services, and tune-ups
- Parts being serviced, such as air filters, blowers, thermostats, compressors, heat exchangers, heat pumps, refrigerants, and more
- Payment terms
- Cancelation policy
- Legal agreements
- Indemnification clause
- Available upgrades
- Warranty information
- Upfront costs
Strategies to Increase Routine Maintenance Contract Sales
Having contracted service calls is especially beneficial for an HVAC company. Providers wishing to lean into this business strategy or those wanting more lucrative contracts should implement the following approaches:
Focus on the Needs of the Client
When pitching service contracts, it’s easy to want to upsell customers to acquire higher prices. In many cases, customers simply want to ensure their heating and air conditioning units are in proper working order, and therefore don’t need added services. However, you also don’t want to undersell your services to close the deal. Instead, HVAC providers should propose regular maintenance plans that meet the client’s needs.
To do this, provide several detailed proposals that outline exactly what, when, how, and why each service is recommended. This allows the client to choose which option they believe is best for them without the threat of under or overselling. This approach also helps to build trust between you and the client, which can encourage future business.
Increase Brand Visibility
Brand visibility is a focus for all businesses because it directly impacts sales by allowing a company to stand out in a crowded field. Additionally, brand visibility helps to build trust between potential customers and HVAC providers, which is crucial to securing more service contracts.
Furthermore, many customers are influenced by what they see and read online. They often explore a provider’s website and search online reviews before hiring. HVAC companies that are not already focused on this aspect of their business are doing themselves a disservice and risk getting left behind.
To strengthen your online presence, begin bolstering your website and ensure it’s enhanced for search engine optimization (SEO). This allows prospects to easily find your business when searching for the services your company offers. Your HVAC business should also create a Google My Business account if it doesn’t already have one and encourage previous customers to leave positive reviews about their customer experience.
Sell Examples Instead of Promises
The idea of maintenance alone won’t win you service contracts. Customers are aware of why HVAC providers want them to sign a service agreement. It’s the provider’s job to make customers understand why it’s also worth it for them and how it can benefit their HVAC equipment.
The way to do this isn’t by pitching promises. Instead, HVAC services should sell examples that demonstrate the worth of their services. Provide information backed by statistics that show how your HVAC technicians have helped similar clients lower costs, enhance the functionality of HVAC systems, avoid costly repairs, reduce risks of breakdowns, and increase energy efficiency.
Additionally, show potential customers how you will track maintenance visits and the health of their heating and cooling systems. This insight can help to persuade customers that they need you, instead of you just seeking more customers.
Pitch the Person in Charge
Especially with commercial projects that may involve interacting with multiple personnel, you want to talk to key decision-makers. This is critical for acquiring service contracts. While speaking to maintenance personnel about the HVAC equipment is a good way to get in the door, you need to talk to the person in charge to close the deal.
Before pitching your services, ask if the person you’re speaking to is the one who greenlights these types of decisions. This helps to speed up the process and can get your HVAC business more service contracts faster.
Make It a Team Effort
Acquiring maintenance agreements should be a collaborative effort for HVAC companies. Start by making sure everyone understands the value that maintenance agreements bring to the company. Also, your team must comprehend how service contracts benefit the client to effectively sell them while working in the field or over the phone.
Business owners who haven’t already done so should meet with their staff and discuss service contracts: their importance to the company and client, how to pitch them, and how to follow through.
Acquire More Service Contracts with Sera
Field service management software empowers HVAC companies to create accurate proposals to win and retain service contracts. Sera’s HVAC software solution assists businesses in saving time and money through automation features and enhances the customer and employee experience.
Additional benefits of our HVAC business software include:
- Real-time financial and KPI reporting
- Profit-generating cash flow tools
- Live customer booking
- Membership growth tools
- Automated scheduling
- Quick quote building
Created with your company in mind, our technology is designed to be seamlessly integrated into your current system, making onboarding simple. If you’re interested in learning more about the software solutions Sera offers and how they can help you gain more HVAC contracts, Contact Us today to schedule a demo.
