How to Change the Conversion from Price to Value and Own the Whole Home

Many HVAC contractors dabble in the home performance space by offering duct sealing, attic insulation and other lines of business beyond their core suite of services. In this session, you can learn about an approach that has been used successfully by HVAC contractors to sell comprehensive upgrades, build long-term trust, and drive referrals. Presenters will share out marketing and sales tactics from a case study that focuses on the Owens Corning AirCare™ Program. It is a perfect fit for contractors who already have extensive training on installing equipment to increase comfort and improve indoor air quality. In this session, Cynthia Adams, CEO and Co-founder of Pearl Certification and Matt DeSart, Market Development Manager of Owens Corning's AirCare Contractor Program, discuss new opportunities to expand your lines of business and gain more revenue from existing customers. Because of the increased scope and expense, it’s important for salespeople to be comfortable selling on value over price. Learn about new tools and techniques to help your team do so!