On January 1, 2020, R-22 becomes history.
Are you ready to answer questions and help homeowners take action?
On January 1, 2020, the HVAC industry will turn a corner. When R-22 production and importation are outlawed, customers will have questions, which you may have the answer to but the real question is: Will you be prepared and proactive with a solution? The shift is inevitable and you need to figure out if you are behind the curve or ahead of the game to delight your customers and grow your business at the same time. But don’t worry you are not alone, GreenSky is here to help. Download our 1-page consumer guide. It will give your customers an overview of the phase-out along with additional resources they can personally verify with the EPA so they don’t have to take your word for it.
Ok - You have the guide to share with your customers, but is that enough to close the deal? We know that is a lot easier said than done. You may understand that the best option for R-22 users is a system replacement, but can you and your team offer that expertise with the right solution that is comfortable for them and your customer? Offering affordable payment options helps your customers get the solution they need, within their budget, and helps you close more deals. Beat out your competition by proactively reaching out to customers who have systems using R-22 and explaining their options.
Below are three scenarios we put together to help you guide your customers towards a solution that is affordable for them:
What are the options?
Good: When your customer wants to stay the course and stick to charging their unit. Remind them, “When your system needs work - and it will - the cost of replacing the refrigerant could be $600 or more, not to mention the cost of the repairs.” If your customer is adamant this is the solution that works for them, offer a short term promotional plan so they can have more time to pay off the refrigerant cost.
Better: When your customer wants to upgrade. Remind them, “It may be possible to upgrade your system to use an environmentally safe refrigerant. However, a retrofit could be substantial, depending on the parts required.” If your customer is adamant this is the solution that works for them, offer a short term promotional plan and a reduced rate plan so they can decide what will work best for their budget.
Best: When your customer is ready to replace. “In most cases, the best solution is to replace your aging HVAC system before repairs are needed. A new system could cost $3,000 to $7,000, but it will be more reliable and probably more efficient.” If your customer is adamant this is the solution that works for them, reward them for being proactive with their choice by offering them at least 3 flexible payment options. This will give you the opportunity to be proactive with your sales pitch so you can recommend a higher efficiency unit to increase your ticket size.
No one prepares for an issue with their home, but it will bring them comfort to know you cared enough to be prepared, and in the end, YOU will be their hero with the solution that fits their needs.
You know, for most homeowners, the best long-term solution is to replace their old, inefficient system. For those same customers, however, affordability could be an obstacle. So how do you have this conversation without sounding like a cheesy car salesman?
Check out our recent webinar entitled “R-22 and You – Making the Case to Replace” on video. Client Growth Manager and financing expert David Matton and Matt Houts, Sales Manager for Anderson Heating & Plumbing, a 20+ year industry veteran, offered compelling, fact-based messages you can use in your next sales presentation.
You’ll also have a chance to download our R-22 Consumer Overview, which strengthens the system replacement message with examples and links to third-party information sources. The webinar and free download are well worth both your time and the price of admission.
The R-22 trigger will be pulled come January 2020, the question you should ask yourself is are you prepared with the right solution to help close the deal?