Contractor’s guide to selling & scaling duct cleaning services
When it comes to selling HVAC solutions, it’s often the case that add-on services add up. For example, duct cleaning and dryer vent cleaning can lead to regular maintenance jobs, customer referrals, or even system-wide replacements. With a straightforward game plan, you’ll be better positioned to grow average ticket size and recurring work.
How to promote air duct cleaning services
You can further scale your HVAC business with these quick, inexpensive ways to capture new customers and share your information.
Google Business Profile
Facebook / Facebook Marketplace / Community Pages
Yelp
Local Events
Create a free Google Business Profile to promote your HVAC services
When people need a nearby service provider, one of the first things they do is turn to Google. By creating and managing a Google Business Profile, your information will be front and center if someone in your area is looking for an HVAC technician. Regularly updating the profile and responding to reviews will boost both your business’s visibility and credibility.
Pro tip: Maintaining a descriptive Google Business Profile with pictures, service offerings, reviews, and more will help generate better leads. Send past customers a review link to grow your overall ranking.
Advertise duct cleaning services on local Facebook pages and groups
You can share your duct cleaning and HVAC expertise on Facebook Marketplace, local community pages, and your own personal profile. It offers a great opportunity to connect and interact with potential customers.
Pro tip: Vary your content to showcase your HVAC knowledge. Provide useful homeowner tips, pictures of recent projects and fun, engaging posts.
Build a Yelp profile
Yelp is a tried-and-true platform for people to leave reviews. If you do not have a profile yet, create one. Then, text the profile link to happy customers and ask if they would like to leave a review.
Pro tip: Be sure to personally thank any customer who comments on your Yelp page. It is also a good idea to respond to reviews through the platform. This shows attentive engagement and will influence Yelp to prioritize your business over others.
Participate in local events
Local events offer a great opportunity to talk with the community and share the importance of HVAC maintenance. Present hands-on materials to help communicate the benefits of your services. For example, pictures of dust-caked ducts, customer testimonials, home air quality statistics/facts and a clogged dryer vent pipe provide memorable information.
Pro tip: Pass out business cards, swag with your business name and information and/or a service flyer during the event.
How to explain the benefits of air duct cleaning to win more jobs
When it comes to selling add-on HVAC services, preparation is key. Gathering information and sorting your talking points can make the difference between a confident upsell and a fumble. Review our duct cleaning playbook below. It includes how to tell if ducts are dirty, key selling points and how to respond to common duct cleaning objections.
Is air duct cleaning necessary?
If you’re with a residential or commercial customer, keep an eye out for key signs that their air ducts need cleaning.
Are the vent covers dirty?
Do you see dust trails?
Is smoking indoors permitted?
Are pets present in the home or building?
Does it smell musty?
Was there recently a fire, smoke damage, or a construction project?
Answering yes to any of the above questions indicates a likelihood of air vent build-up. The National Air Duct Cleaners Association recommends each household have their air ducts cleaned once every three to five years.
Key selling points for duct cleaning services
Regular air duct cleaning offers two main benefits for both homeowners and commercial properties: 1. air quality, and 2. equipment performance.
1. How does dirty ductwork impact air quality?
Start by talking with your customers about the role of air ducts.
Air ducts circulate air throughout your home (or building). As air moves through the system, dust is picked up and redistributed throughout the building.
When we think of dust, we generally think of it in vague terms. However, when you break down what dust actually contains, the impact becomes clearer.
Dust is a combination of matter, including skin cells, pet dander, pollen, dead bug parts and dirt. Without regular cleaning, it can settle inside your ducts and then be pushed back out into the air you breathe. Similar to a dryer vent full of lint, this thick dust layer can also impede airflow, opening the door for moisture and creating the perfect atmosphere for mold and bacterial growth. Not to mention musty smells.
Pro tip: Next time you’re cleaning a customer’s air duct, snap a picture or two (with their permission). Use this picture to showcase how dirty HVAC systems can get.
Next, speak directly to the benefits of duct cleaning.
Duct cleaning offers a simple assurance for maintaining healthy air quality in your home (or business) and preventing bacteria and mold from growing. Not to mention, it helps keep allergens at bay and the home smelling fresh. This is especially important for pregnant women, babies, older folks or anyone with a compromised immune system.
Pro tip: For commercial duct cleaning services, discuss how air quality may impact employee absenteeism, and it is a step towards protecting their workforce against airborne pollutants and germs.
2. If you want to see energy savings, don’t skip yearly maintenance on your HVAC equipment.
When equipment is properly maintained, it runs more efficiently and uses less energy.
This one is pretty straightforward, but sometimes it’s helpful to give it an analogy. Think of it like vehicle maintenance: a system that’s regularly serviced performs better and lasts longer.
In addition to energy savings, regular HVAC maintenance prevents unnecessary wear and tear on the system. This optimizes its operational life span and avoids early (and expensive) emergency replacements.
Pro tip: Try to speak to your customer’s interests - what will resonate best with them?
How to respond to common objections to duct cleaning services
If a customer is still unsure about getting their air ducts cleaned after hearing the benefits, ask what their hesitation is. Then, address their concerns. Here are common reasons customers push back when selling HVAC maintenance services and how you can respond.
Duct cleaning costs
When customers bring up cost concerns, it’s important to reiterate the efficiency benefits duct cleaning can offer. It helps the HVAC system perform more efficiently, which can reduce energy costs. Furthermore, if dirty ducts lead to mold and bacterial growth, mitigation efforts can be costly.
For commercial duct cleaning services, explain how good air quality impacts worker productivity and reduces absenteeism. Small maintenance charges often lead to big savings.
Bad experience with another HVAC company
Perhaps your customer previously invested in duct cleaning with another HVAC technician and found themselves dissatisfied. Reassure them by explaining your process and the standards you adhere to. In addition, provide testimonials along with before and after pictures.
Planning to sell soon
Whether selling a home or business, don’t forget to clean the air ducts! This is especially important for buildings that permit smoking, have a musty smell or house animals. Ducts collect dander, pollen, smoke residue and other fine particles. Cleaning them ensures your customer’s home or building smells fresh and is clear of mold and mildew, which, if discovered during the sale, could cause unexpected delays and expenses.
Stock up on duct cleaning supplies
You’ve got a plan, now you need the tools. Ferguson makes it easy to get all your duct cleaning equipment at once. From PPE and cleaning tools to filters and UV air cleaners, Ferguson stocks the equipment you need for duct cleaning jobs.