Portland OregonThe Pacific Northwest, from Portland to Seattle has just come out of a record heat wave. Will it be the last one? Time will tell, but what can we do now that it's over, and contractors are trying to regroup from the frenzy?

"Air conditioners have been flying off the shelves.", according to Washington Post writer Lornett Turnbull. How nice would it be to be that busy all the time?

How to sell more Ductless systems now that the Pacific Northwest heatwave is over

As we know, today, as in right now, 80% of the Pacific Northwest homeowners who don't have any air conditioning, plus homeowners who are tired of ugly, noisy, costly window units, are starting to investigate options to make sure they don’t get surprised by unbearable heat again.

If you sell ductless and want to sell more, we have a proven system that will help you do exactly that.

No hype.

Based on data.

Here's recent example from one of our clients.

2nd Quarter of 2016

Sales Q2-2016

2nd Quarter of 2017

Sales Q2 - 2017

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We’ve been working with HVAC companies in here in the MidAtlantic and the Northeast, in places where central air was considered an unnecessary luxury for years. That’s changed since the seventies.

As American homeowners become more aware of ductless mini-splits and their advantages, local HVAC contractors have seen a corresponding surge in customers looking for a better solution for the comfort, and the health, of their families. Who are the very best ductless buyers?

Tech Seekers and Comfort Seekers, right? People with the means and the specific application.

You've met them, and you know ductless is the perfect answer for the family that could not use their bedrooms during this recent heat wave. Families who, under the gun of needing something immediately, made poorly informed decisions, and did not spend their money wisely. Some even skipping town to seek more bearable conditions.

Stop selling air conditioners and start teaching people about their air conditioning options

Ductless mini-splits hanging on their wall the next time the heat dome settles over the Pacific Northwest, will give your Tech Seekers and Comfort Seekers uninterrupted, pinpoint comfort -- for every season. Yes, we know these ductless mini-splits are best-in-class heat pumps too.

And while it's true that Seattle on average only has three 90 degree days a year, and the average temperature is an amazing 77 degrees, on the dozen or two days your customers need to beat the heat or take the chill off the family room, their primary work, sleep and living spaces, ductless can really be the ticket.

But selling ductless often requires some education, and often that education happens face-to-face, with your valuable salesperson taking the prospect step-by-step through the four things every customer needs to know in order to make their decision:

  • What is ductless and how does it work?
  • What does it cost?
  • Rebates and Financing options
  • Social Proof - Reviews and Case Studies

Comfort Media Group has partnered with major ductless manufacturers and created a website-based, systematized, repeatable, measurable sales process that helps contractors educate customers about the advantages of ductless systems, while you also educate them about their most burning questions.

Ductless Sales & Marketing Funnels

We install, directly to your website, beautiful, informative web pages, landing pages and blog articles geared to help customers find the solution to their comfort problem, and every answer to every question they might have.

Carrier Bryant DuctlessMitsubishi Electric Ductless

LG Ductless

Many of our website sales funnels meet manufacturer's co-op guidelines.

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Guide your prospects through the Buyer's Journey

Give your website vistors, home show visitors, billboard, newspaper, direct mail, radio and television leads the information they need to make informed decisions about whether ductless is an option for them.

Be the hands down authority in your market overnight.

When customers learn that ductless units can work as both heating and cooling and that the units come with a 12 year warranty, choosing a more permanent comfort solution like ductless becomes an attractive choice.

For you, a local HVAC contractor, having the information on your website helps customers to become better informed leads, and reduces the amount of time spent to educate customers when you sit down to discuss the needs for their home. Better educated leads are better qualified leads, and can significantly speed up the sales cycle for new customers as they find you online, rather than relying on traditional marketing that does very little to educate potential customers about their options.

Over time, we also help our HVAC contractor clients build case lists and studies which help customers see what you can do for them, in homes with similar layouts, or in nearby neighborhoods. This “social proof” -- of neighbors trusting your company and making decisions that enhanced their home and its value -- is the most powerful marketing message you can provide to a consumer looking for a solution to their pain.

If you’re interested in helping your local community to learn more about the great options they need to solve their comfort issues before the next heat wave strikes, give us a call here at Comfort Media group (or sign up for the Comfort Zone, where you can learn more about effective marketing for HVAC Contractors.

Schedule a Conversation About Your Ductless Sales Strategy

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Whitney Hoffman

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