April 20th, 2017 – Relative Perceived Value

Relative perceived value is the value you place on something from your point of view. Your favorite mug is just a mug to someone else, but to you it has value because your children gave it to you for your birthday. Everything has its own relative perceived value that you place on it. The same …

April 13th, 2017 – Marketing Fundamentals 101 with Elaina Burdick

Marketing as a contractor can be challenging. Contractors often have so many marketing deals and promotions pushed to them from all sides that they don’t even know where to start. Unfortunately, this often leads to companies spending their money in the wrong places or focusing on the wrong things at the wrong times. So, what …

April 6th, 2017 – Not Feeling It

One of my favorite sayings is “Find work that you love and you never have to work a day in your life.” Sounds ideal, doesn’t it? But even if we love our jobs, we’re going to have days where everything just feels “off.” We recently received an email from one of our Academy members who …

March 30th, 2017 – Indoor Air Quality

“Indoor Air Quality” is one of those terms that is widely misunderstood by the average homeowner. If you were to ask most homeowners how important indoor air quality is to them, they would most likely place that near the top of their list of concerns. Nobody wants dirty air, right? The problem is that most …

March 16th, 2017 – Do You Need More Leads?

One of the questions I get asked most frequently is “How can I get more leads?” It makes sense to want more leads. The more leads you have, the more sales you can potentially make. What if I told you that the real question is “Do you need more leads?” The answer is “no.” At …

March 3rd, 2017 – Overcoming Price

Recently, we’ve gotten a few questions asking about how to overcome the Price Objection. If you’ve viewed any of our training or gone through the curriculum of the HVAC Sales Academy, you’ll notice that we speak very adamantly against dropping your price to get a deal unless under very special circumstances. It’s hard to stick …

Feb. 23rd, 2017 – Closing/Handling Objections

Closing is the most important part of the sales process. Everything else you do throughout the entire sales process is all geared towards helping you close the deal at the end. Closing is what you get paid for. Assuming that you properly closed all the objection doors earlier in the sales process, it’s very simple …

Feb. 16th, 2017 – Market Research and Intelligence

Now that we’ve established some of the marketing options that are open to you and some of the big ideas to keep in mind throughout the marketing planning stage, it’s time to start looking at the current market. Sure, you could blindly create a marketing plan, throw it out there, and hope for the best, …

Feb. 9th, 2017 – Marketing – Big Ideas

A solid, effective marketing plan is one of the essential building blocks of a company. It’s easy to get caught up in the sales side of things. Sales is what brings the money in and keeps your doors open. “Nothing happens until something gets sold.” Well, marketing is how we find people to sell things …

Feb. 2nd, 2017 – 3 Bids in a Commercial Application

As we all know, the 3 Bids Objection is one of the most common objections we face. We’ve discussed this objection extensively throughout our training modules, our weekly training, and our weekly tips. Last week, we received a question asking about how to deal with 3 Bids in a commercial application. The truth is that …