If your service business’s main selling point is that it’s “up to code,” you’re not doing anything to stand out from your competitors and give your customers a “Wow Experience.” Instead, offer customers quality service above and beyond the bare...
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Your technicians play a crucial role in educating and communicating to the homeowner, potentially even identifying additional homeowner needs like IAQ and accessory add-ons. But do they make those sales? Do they turn over leads to the sales team?...
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A performance-based pay structure that rewards your employees’ hard work can be beneficial for everyone. But how do you ensure your employees are doing their work with integrity and representing your business without taking advantage of the...
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Life as a business owner is full of twists and turns: the new hire can’t close a sale, you’re getting bad customer reviews or maybe Congress passes legislation that’ll disrupt the entire industry. It’s easy to overreact to a single problem...
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When a customer picks up the phone, they typically don’t know what specific questions to ask to ensure the most value. Instead, they are just calling around to see who can fix their problems the fastest and the cheapest so they can resume their...
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You’ve worked hard all your life and now see the light at the end of the tunnel: selling your HVAC business and immediately booking a trip to a Caribbean resort. You want to start retirement off with a bang, but what if something you haven’t even...
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Do you feel like your business has hit a ceiling, no matter how you hard work? Quality leadership that elevates others raises the ceiling of any company, generating buy-in from your employees that can make your business work for you, and not the...
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It’s good to have high standards in business. But often the lofty goals of a business owner can fly in the face of the needs of their team. When this occurs, employee burnout is sure to follow. This week on Cracking The Code, Gary Elekes and...
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Are you solving your customers’ problems, or just checking a box? In any industry, there are often two kinds of companies: cheap ones and the ones who do it right. But how do you ensure your service is superior if you’re hiring from the...
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Consumers may not be HVAC experts, but they aren’t stupid either. Most people aren’t likely to trust anyone who’s trying to sell them something. Are you giving your customers the transparency they need to feel comfortable enough to buy from you? ...
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Contractor University is rolling out a learning course on sales and giving Cracking The Code viewers a special sneak peek! Take a look at how you can elevate your sales process by layering it with the right mindset and skills. This week, Drew...
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