Sponsored Content: Maintaining Contracts the Right Way

---

Does your business offer preventative maintenance contracts to homeowners? A maintenance or service agreement should always be a part of your proposal process when discussing HVAC pricing with customers. These contracts can provide a steady stream of revenue, especially during slower seasons. They can also give your business the following opportunities:

• Add on new indoor air quality (IAQ) products, like a PureAir™ S air purification system from Lennox
• Explore lead generation opportunities with homeowners
• Replace any failing parts before they break
• Catch minor problems before they become major ones

Maintenance contracts can be a tough sell, especially since some homeowners perceive them as an extra cost or a waste of money after they’ve just purchased a new system. But it’s important to let homeowners know that regularly scheduled maintenance can help in the following ways:

• Extend the life of HVAC units
• Reduce utility bills
• Prevent unsafe operating conditions
• Avoid costly breakdowns
• Get priority service if the homeowner’s system needs repair
• Provide peace of mind

Keeping up with your customers’ maintenance contracts

It’s recommended that office managers monitor and schedule maintenance contracts so they don’t become scheduling challenge or interfere during seasonal peak times. Simply sending a notice to your customers that a technician is coming out on a scheduled day shows you’re on top of your business and committed to providing a quality service experience.

Developing dedicated maintenance technicians

A well-trained team is key to your business’ success. Make sure your team is following up with new customers, offering expert advice or making recommendations regarding the homeowner’s new system or equipment. Many of the top HVAC companies have technicians who specialize in preventative maintenance. This allows for flexibility in scheduling and allows for technicians who excel in customer communications to create new opportunities, like suggesting smart thermostats for busy lifestyles or better ways to save energy.

Train your team virtually

Did you know that Lennox offers a course designed to help your technicians communicate with customers, and get maintenance agreements? Visit www.learnlennox.com to get access to Virtual Tech Communications™, an instructor-led course that takes place in a live, online classroom. The course offers a convenient opportunity to help your technicians understand the importance of their role as a trusted resource for homeowners, and how to communicate and build trust with your customers.

---

Posted In: Customer Service, Sales & Marketing