EGIA Contractor University Library Update 10/1/19

The following resources have been added to the Contracting Best Practices Resource Library. To access these new tools, visit the Best Practices Library.

Videos

8.12 – Pre Sales Call – Creating a WARM Sales Call Approach: The WARM sales approach is about educating a client before we arrive for our site evaluation and sales call. We can develop this best practice to get a client engaged and educate them on a variety of ideas that position our company as the company of choice.

9.15 – Technician Role Play and Development: Utilize this video to define your agenda of how you as a company want to develop role play. The skill development process needs to be mapped out with attention to detail on the skills, so the role play activity can be short and direct and work can be debriefed.

9.16 – Technician Communication – The Daily Huddle: Why on earth would anyone bring their fleet and technicians into a company daily to conduct a huddle? Its expensive, and it wears out my fleet, the time I have to pay for, the depreciation of the trucks, gasoline and the many other reasons we create as fear as a barrier are reasons to NOT do a daily huddle with technicians. If we evaluate the costs its about $7.00 per call per technician, so raise the prices $7.00 and lets talk about how to do a daily huddle so we can sell more equipment or lead turnovers, more accessories, improve communications, control mindset, enhance brand and look, re-inventory trucks daily. Use this video to get out of the fear zone and into the growth zone.

Templates

6.12 – Direct Mail – Contractor Special Buy-Free Furnace Offer: This is a sample targeted direct mail letter to new customer marketing. It is focused on the contractor special buy from suppliers and limited spots to get a “Free Furnace”. The letter is designed to be customized and or edited to fit your particular market and need for leads. Distribute on phases based on 1/4% response rates to gather leads.

6.12 – Direct Mail-Save 20%, A/C at Cost, Triple Payments of Utility Bills Offer: This direct mail targeted new customer letter is about making a shoulder season offer and offering at minimum 20% utility savings. The letter also offers tripe the utility bill payments if you cannot save at least 20% on the utility bills. Customize the offer to your client base and demographics. This is meant to be targeted to new customers and gain a 1/4 response rate.

6.12 – Targeted Letter – Utility/Power Company Pays for Your Home’s Air Conditioner: This direct mail targeted letter is based on the offer of the utility or power company paying the cost of a new homes total comfort system.

6.12 – Targeted Direct Mail – Over 10 Years or Older – Save $1775 on New System: This targeted letter is designed for demographics and targeting equipment over 10 year old in your database. Adjust and edit the offer and text to fit your market, products, and offer. We can also tie in financing to the offer as well.

6.12 – Targeted Direct Mail – $1000 Cash Payment Offer No Payment: Use this direct mail letter to target your EXISTING Customers for a targeted offer of $1,000 (or what you want) back. We also tie a financing offer to the package so a existing customer can save money on utility bills and finance it.

6.12 – Targeted Direct Mail – Santa Klaus Comes Early $1500 Cash Debit: This direct mail piece targeted at new customers and is based on a $1500 cash debit card given to home owners in the market for a replacement equipment. Why not enjoy $1500 cash for your personal use at Christmas time. Santa comes early.

6.12 – Targeted Direct Mail – The Impossible $399. 96% Furnace and 19 SEER A/C: The targeted letter deals with a super high efficiency furnace and A/C unit combined as a price with a furnace that is discounted to $399. Adjust the offer and target your geographic zones.

6.12 – Targeted Direct Mail – Private Furnace Sale to Club Clients: Utilize this as a direct mail follow up to a service agreement club customer, fall furnace private sale to club clients. It also has a Indoor Air Quality component to conduct a free IAQ inspection-evaluation which can be edited to fit your model.

11.6 – Service Agreement Target Marketing Letter: This letter is used to target service agreement customers for non-renewal.

11.6 – Service Agreement Target Letter: This service agreement target marketing letter is used to follow up with a client who did not buy the club agreement from us either at service or from other marketing attempts.

11.6 – Service Agreement – Lifetime Repair Follow-Up Letter: Utilize this target marketing letter to emphasize the lifetime repair guarantee as a follow up on the maintenance strategy. This reinforces the need to remain in the club as well as the many benefits to the club member including thanking them.

11.6 – Targeted Direct Mail – Private Furnace Sale to Club Clients: Utilize this as a direct mail follow up to a service agreement club customer, fall furnace private sale to club clients. It also has a Indoor Air Quality component to conduct a free IAQ inspection-evaluation which can be edited to fit your model.

11.6 – Tune-Up Marketing Postcards-New Customer Marketing: Precision tune-ups and the focus on getting new customers is essential in the creation of a customer base. We want 60-65% of our clients who we target for tune-up marketing to get in the actual full pay club.

11.6 – Tune-up Marketing – Free Tune-up Certificate: Use the file to customize your free tune up certificate and focus your acquisition marketing with this document on free tune ups for conversion.