Arkansas HVACR NewsMagazine May 2025 Issue

ARHVACR NewsMagazine May2025

S tate, National, Chapter News State national Chapter News

Kirk’s Corner How to Successfully Upsell Customers to a High-Efficiency Natural Gas Furnace As HVAC contractors, one of the best services you can offer your customers is education — especially when it comes to upgrading their HVAC systems. A common scenario you may encounter: a homeowner is ready to replace their aging standard-efficiency natural gas furnace (usually 80% AFUE), and you have an opportunity to present the long term value of investing in a high efficiency model (typically 95% plus AFUE). high efficiency furnaces come with a higher upfront cost, and many customers are hesitant. That’s where your ability to effectively communicate the benefits and address objections becomes critical. Here’s how to approach the upsell in a way that builds trust, delivers real value, and increases your bottom line — without being pushy. But here's the challenge — Step 1: Understand What Motivates the Homeowner Every upsell conversation should start with listening. What are the customer’s goals? • Are they concerned about rising energy bills?

• Do they plan to stay in their home long-term? • Are they looking for quieter operation or more consistent comfort? • Are they environmentally conscious? Once you understand their “why,” you can tailor your pitch accordingly. Step 2: Explain the Real-World Benefits (Not Just Efficiency Numbers) Most homeowners don’t know what “AFUE” means — and many won’t care unless you translate that number into real-life benefits like cost savings and comfort. Key Selling Points of High-Efficiency Furnaces: Lower Utility Bills: A high-efficiency furnace can use significantly less natural gas compared to older models. Many homeowners may notice a reduction in heating costs over time, though actual savings can vary based on climate and usage habits.