Cracking the Code

Maximize your sales potential by mastering lead qualification and setting! Don’t chase your tail with leads that are a bad fit or might not be ready to purchase. Instead, focus your efforts on qualifying prospects and engage with those most likely to convert and add to your sales success.

Making thoughtful, strategic hiring decisions is crucial for every contractor. In fact, hiring the wrong staff can cost businesses up to 30% of an employee’s first-year earnings!

Poor indoor air quality causes or aggravates 50% of all illnesses. That means that offering indoor air quality solutions to your customers isn’t just a best practice – it’s nearly an obligation. But how do you educate your customers in a way that helps them see the value and power of IAQ?

This week, Drew Cameron closes out his series on IAQ by talking about the proper protocol and process to best serve your customers. You’ll learn how to investigate and gather data; analyze and share findings; and quote solutions and payment options. The result? More closed sales and increased customer satisfaction.

What if the air inside your customers’ homes was 100x more polluted than the air outside? Wouldn’t that concern them? And wouldn’t it provide you, as an HVAC professional, an important avenue to further serve them?

This week on Cracking the Code, Drew Cameron continues his ongoing series on air by discussing the Stack Effect and what it means for your customers. Since indoor air is breathed and rebreathed and doesn’t escape the home, it can be up to 100x more polluted than outdoor air – and that’s where you and your IAQ options comes in.

Head to the Show Page to watch this week’s episode on video.

We cannot live without air – it’s the most important thing for every single one of us. So of course it’s the most important thing for your customers. And one of the best ways you can serve them is by ensuring the air they’re breathing is the best it could possibly be.

This week, Drew Cameron is continuing his conversation on air and indoor air quality. He’ll walk through some eye-opening metrics on what exactly it is we’re breathing, and some proven points you need to know whenever you enter your customer’s home to have a conversation.

What is your personal vision? More importantly, what are your team members’ personal visions? The most engaged and productive members of any team tend to have this one thing in common: They have a personal vision that aligns with their role and responsibilities. As a leader, one of your most important jobs is to help them discover theirs.

This week, Rob Shallenberger of the acclaimed Becoming Your Best Global Leadership is sharing one of the 12 HVAC leadership principles that’s shared by most successful leaders and companies. As he’ll tell you, your person vision doesn’t need to change the world; it needs to change your world.

When you walk in the home as a service tech, it’s not always just about determining if a unit’s broken. Sometimes a unit seems to be functioning fine, but between carbon dioxide, carbon monoxide, allergies, odors and chemicals, everyone in that home is breathing unhealthy air.

In this episode of Cracking the Code, Drew Cameron is talking all about indoor air quality, and why it’s crucial to offer IAQ solutions every time you step in the home. IAQ is quality of life, and there’s no faster way to create a customer for life than by making sure their family is healthy and safe.

Every business wants a customer with their ideal buying behaviors. But customers aren’t born with those behaviors – it’s the business’s responsibility to incentivize the buying behavior that they’re seeking.

In this episode, contracting legend Drew Cameron is talking all about the payment options that you can offer that will incentivize buying for your customers. It’s not about simply being rigid – it’s about being adaptable to your customers by offering a variety of options that will gently guide them to make a choice.

Making something comfortable and affordable is the first step to appealing to your customer. But if it doesn’t make sense to them in their everyday life, they just won’t want to buy.

In this episode of Cracking the Code, contracting business sales expert Drew Cameron explains a simple framework to help customers by making what’s valuable to them affordable to them – and it starts with educating them on four different ways that they can buy from you.

You’re ready to scale your business, now all you need is a list of priorities. What’s first? Thankfully, there are three crucial categories you need to organize around in order to simplify your growth plans.

In this episode of Cracking the Code, industry experts (and HVAC business owners) Weldon Long and Gary Elekes continue their discussion on how to scale your business. They’ll share that important 3-step checklist and how you can prioritize through situational analysis.