Now, you’re probably wondering where to start to effectively add and sell standby offerings. Look no further than your staff.
Start with the basics, such as training your staff to perform site evaluations for a generator set installation — turning an HVAC service visit into the first step toward a home standby generator sale. Teach them to ask customers probing questions that can lead to an explanation of the benefits of standby power, such as, “Do you experience power outages often?” Also make your staff aware of areas where many homes already have standby generators. This indicates the area may lose power more frequently, setting a sale up for success.
Plus, equip your service staff with a leave behind for your customers to raise awareness of all the services your company provides. Once you’ve trained and equipped your staff, it will be easy for them to walk into a home and make a sale with a pitch like this one:
“We’re finished with the maintenance on your AC, and I wanted to pass along a flier on everything our business offers. I noticed several of your neighbors have standby generators. Have you ever considered getting one? If so, I can perform a site evaluation right now and pass the information along to our sales team for a quote.”