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    Secret 19: The 20 Secrets of Creating the Most Powerful HVAC Business in the USA!

Secret 19: The 20 Secrets of Creating the Most Powerful HVAC Business in the USA!

Secret 19: 

Rewards For Referrals: One of my key teachings is to be remarkable.  I’ve asked every employee I’ve ever hired what they have done in their previous jobs that is remarkable to them.  It’s the unexpected, the wow, the ahh haa! That gets the attention.  Next time someone sends you a referral, I want you to go out and get them a $25 gift card at a nearby restaurant.  Send it along with a hand written note thanking them and letting them know how much that referral meant to you.  It’s unexpected moments like this that will wow your customer’s and have them bragging to their friends how shocked they were to get a reward for sending you a referral.  It’s unexpected things like this that gets buzz going about you, your company and your ethics.  These are the little things that we often forget, that can pay us back in a big way.

 

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    Secret 10: The 20 Secrets of Creating the Most Powerful HVAC Business in the USA!

Secret 10: The 20 Secrets of Creating the Most Powerful HVAC Business in the USA!

Secret 10:

Face time, not air time: So many people think that your commercials and phone calls count in building a relationship with customers.  What builds a relationship is your face time, not air time.  I love the concept of the old General Store of the 1800’s.  The owner knew the children’s names, birthdays, anniversaries, special dates, special family moments.  They made it their business to learn everything they could about the family and then use it at the right time.  Today should be no different. We’ve gotten so far away from those general rules of engagement that we often forget they still exist.  The difference is that they’re now more important than ever.  Next call you make, have a card that asks some questions like the birthday (just the day, who cares about the year), anniversary, etc.  Find out the family member’s names casually and make notes.  Look for an opportunity to really create a remarkable moment.  When’s the last time they got a birthday or holiday card from their HVAC company.  Be the one that does it and you’ll watch your word of mouth referrals soar.  Imagine sending your database a card on their birthday each year.  Imagine the buzz that can create when they talk to their friends and neighbors.  Don’t just think about it, do it!  For decades I have preached the importance of remembering someone on their birthday.  It’s the most precious tool in establishing a relationship with your customer, and one that you need to implement today.

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