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Commercial HVAC Service Sales Cycle – The First Visit

June 10, 2015 No Comments Justin Baker Blog

The First Visit

The first visit flip chart or company overview illustrates your company’s capabilities, value, competencies and approach.  Build rapport, question/listen and receive commitment to move forward at this stage.

Show your capabilities → Deliver your action plan → Show decrease in building operations costs

Capabilities Overview

  • Present the following:
    • Why you are there
    • Questions about the prospect and their business
    • What you plan to accomplish
    • Plan of action

Obtain agreement on a plan of action and decision time frame.

  • Date 1 – Today’s meeting & introduction
  • Date 2 – Survey of equipment, evaluation & HVAC operating costs
  • Date 3 – Confirm & verify the information obtained in the site survey and operating costs
  • Date 4 – Present recommendations and proposal
  • Date 5 – Implementation
  • Date 6 – Performance review

Once you’ve reached this far, it’s important to build an Operating Costs Profile.  To assure an accurate evaluation and report on building operating costs related to HVAC, the following information is essential:

  • Copies of 12 to 24 months gas and electric bills, fuel bills and/or spreadsheet of the same listing consumption, rate structure and total expenditures for energy.
  • The annual labor costs for outside or outsourced labor related to HVAC for repairs, replacements and maintenance.
  • Small parts, consumables, filters for HVAC purchased annually by their own staff.
  • Major equipment failure
    • Capital expense related to equipment replacement of major component expenses.
  • The cost of labor for in house staff dedicated to HVAC maintenance, service and repairs.
  • Administrative and accounting costs related to purchases, scheduling or processing HVAC requirements.
  • Any future projections for capital expenditures, changes or expansion.

These costs are best analyzed over a three year period using an annual average to evaluate costs.