Before you were an EverRest Group client, your HVAC business may have felt like a rollercoaster ride – lots of financial ups and downs.
During the steady climb of the peak months, your business flourished – service calls surged, and sales took off. But as the mild weather crept in, the downturn felt like it came fast and furious – the phone stopped ringing and technicians twiddled their thumbs.
The EverRest Group’s clients don’t suffer the rollercoaster blues — they keep technicians in homes year-round and convert tune-up calls to replacements.
Using EverRest’s 3-Legged Stool Principle, our clients are given the tools to generate sales leads. Each leg of the stool is essential for success:
1. Understanding (and knowledge)
As the face of the company, technicians are essential to building customer trust and loyalty to generate leads. Beyond performing repairs, technicians must be able to master their other roles, which include
- Addressing customer concerns
- Building a repertoire with customers
- Speaking knowledgeably about HVAC systems
- Identifying potential problems
- Discussing repair or replacement options
- Performing warranty services
- Helping customers reach their goals
2. Tools (and training)
When employees are supplied with the right tools, they are better able to do their job safely and competently. In the case of technicians using the EverRest Group methods, the necessary tools go beyond a quality screwdriver set and a multimeter. Here, tools and training go hand-in-hand. Some of the training tools include:
- Knowing how to perform lead generator tasks, including examining the coils for leaks or restricted airflow, inspecting the compressor for cracks or other damage and assessing the motor for bad bearings or other malfunctions.
- Understanding mandatory and lead conditions, which are problems that require a more in-depth examination by a supervisor. Such circumstances include a compressor with a poor (red) megohmmeter reading, a cracked heat exchanger or a leaky evaporator or coil pan.
3. Motivation (and encouragement)
The hardest working technicians are those who have an incentive to push forward and do their best. Certainly, gainful employment is a motivator, but other factors must come into play as well. While cash bonuses and monetary incentives are nice, they may not be practical for your business right now.
Consider these other motivators:
- Host holiday, birthday and workaversary celebrations to show employees that you care about their milestones.
- Recognize a job well-done with employee-of-the-month or employee-of-the-year observances.
- Provide opportunities for technicians to grow, expand and take on increasing responsibility (with a commensurate raise) in the company