Sponsored Content: Eight Tips To Win The Comfort Conversation

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Are you talking comfort with your customers? Emerson has 8 tips you can start using right away to start the comfort conversation in your business. And it all starts with the science of livability.

Most people equate the term “livability” with determining the quality of life offered by a particular community, city or state. Does it have good schools? What is the cost of living? How is the local economy? But livability can also apply to a home or commercial building. And a large part of that equation is the level of comfort offered by that structure. It can mean everything from the right temperature that allows you to relax or work without being distracted, to indoor air quality that does not trigger your asthma or cause migraines.

Contractors, builders and consulting-specifying engineers have a unique opportunity to educate customers on the impact comfort has on livability – as well as the impact HVAC can have on comfort.

The HVAC industry has traditionally focused on energy efficiency when it came to building new homes and facilities or convincing residential and commercial customers they need to update heating and cooling equipment. However, the effectiveness of energy efficiency as a selling point is beginning to wane.

This does not mean efficiency is no longer important. Rather, most customers view it as a given that with today’s advanced technologies, government regulations and industry standards, their systems will be efficient. And most customers have a limit for how much they are willing to pay or sacrifice for energy efficiency.

Instead, contractors should talk about comfort. Most people have a strong personal desire to be comfortable. They may not pay extra for a five percent energy efficiency increase, but they might pay more for a comfortable work environment that improves productivity or indoor air quality that does not agitate their child’s asthma. While we are advocating a greater focus on comfort, what we are actually offering is a balanced approach. Much of the advanced technology that can create a healthy, comfortable living space also delivers incremental energy efficiency benefits.

Win the Comfort Conversation

So now you’re ready to have that comfort conversation with your customer. But, where do you start? The following tips can help you bring the concept of comfort to the forefront of the conversation.

1. Become a Comfort Expert

While you advocate for your customers to put a greater focus on comfort, in reality much of the advanced technology that can create a healthy, comfortable living space, also delivers incremental energy efficiency benefits.

2. Define Comfort

Sometimes the easiest way to define something is by describing what it isn’t. Ask your customers if they have temperature swings on humid days between cycles, cold spots in the home or office or complaints from employees about office temperatures. By getting them to talk about issues they have, it’s easier to define what comfort is and what it means to them.

3. Discuss Health

While health can be a delicate topic, it’s an important one when it comes to comfort. Talking about health issues like asthma provides an easy transition to introducing the concept of indoor air quality.

4. Offer Incremental Changes

Big changes or purchases are often perceived as expensive, intimidating or overwhelming.

On the flip side, smaller incremental changes can provide a manageable road map for achieving a larger goal. They are often viewed as more approachable, doable and affordable.

5. Connect the Dots Between Efficiency and Comfort

Explain to customers that you don’t need to choose between energy efficiency and comfort.

Many advanced systems and technology deliver energy savings that also provide better comfort and indoor air quality.

6. Talk about Systems in Terms of Comfort

When explaining the differences between systems, for example focus on the comfort factors – humidity control, consistent cooling, better air circulation – rather than just cost or machine performance differences. For example, systems with Emerson’s Copeland Scroll two-stage compressor offer an affordable option for both greater efficiency and comfort.

7. Direct Them to Third Party Information

Customers don’t just need to take your word for it – there are several good sources of unbiased information where you can direct your customers. AC & Heating Connect is a good resource for homeowners, contractors and commercial end users. OEM and association sites like ACCA and AHRI are other great resources as well. Energystar.gov provides information on efficiency of various appliances

8. Begin Talking Comfort

There’s no better time than now to have the discussion. Think about your next contact with your customers and decide on the best way to introduce the concept of comfort with them.

Learn more about the Science of Livability and read Emerson’s new comfort ebook.

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Posted In: Sales & Marketing