Do You Discuss Energy Savings With Customers During the Sales Process?
In the October 2023 Snapshot Survey, we asked contractors about how they approach high-efficiency systems during the sales process. Here’s one survey question and its results from the summary report, which is available in it’s entirety by Contractor University members here.
Do You Discuss Energy Savings with Customers During the Sales Process?
The survey reveals that 51% of respondents consistently highlight high-efficiency system benefits in every sales conversation, and 29% do so frequently. This proactive approach in customer education is crucial, yet the data also underscores a need for enhanced communications training. Despite 80% of contractors emphasizing long-term savings, 76% report customers choosing less efficient systems for upfront cost savings (see question two). Furthermore, the 12% not discussing high-efficiency systems are missing vital opportunities to promote long-term value, which could be detrimental to their brand.
HVAC Contractor from Maine:
“We use government regulations to forecast industry trends to base our decisions on what we should be training on and offering to our customers.”
