Heating season is upon us. Every Comfort Consultant in the HVAC replacement business gets 1 of 3 results on every call.
1) Sells the job
2) Plans for follow up
3) Admits defeat
Insure that your upholding HVAC best practices and that you have a follow up process for every lead run that is not sold. Use a lead reconciliation form to hold your salespeople accountable for lead follow up. This form allows your team to keep track of the reason for the delay in the sale, the key objection, your planned follow up date and your planned follow up actions. This form should be attached to every dispatch ticket or copy of proposal.
Nexstar members: Go to the Nexstar website > Downloads > Sales and Service > Operations > Lead Reconciliation form.