We consider this to be a low-pressure sales tactic because clients already need to have a maintenance done on their furnace every year in order to keep their warranty. We have found clients will be motivated to get additional protection and peace of mind regarding their warranty. 

On average expect 3% of clients to sign up at an average of $20 each over the course of a year if your team is consistently offering it.

To bring soft sales into your service department, hold a meeting and role-play a few scenarios where a maintenance plan was sold. Prepare your service team so they are more comfortable speaking with clients and offering these membership plans. By providing a safe environment to train in, and even getting your sales manager to speak about soft selling, will set this program up for success.

The next set is to set up a SPIFF or incentive program for Service Techs able to sell a subscription. See our SPIFF documentation for more guidance on this subject. 

There is no contract signed for the maintenance plans and the client can cancel at any time. The credit card information is collected and processed each month but no maintenance is done until the 3rd month has passed (3rd payment collected).  

Monthly Maintenance Plans

This is more than an upsell, it is a way to offer the client peace of mind at a cost level they are comfortable with. A maintenance plan allows you into the home more often and guarantees a certain level of comfort with the installation you are setting them up with.  A Trades Company allows clients to cancel at any time.

Maintenance visits happen only in the off-season when we are available. We will reach out each season to book. (i.e., we do not do maintenance on demand when they call in June).

Furnace, Fireplace, and Humidifier are performed in Fall/Winter (ideally starting around Sept/Oct and going into Jan/Feb)

AC, Ductless, Water Heater, Tankless, and HRV are performed in Spring/Sumer (ideally starting around March/April and going into Aug/Sept)

The first maintenance visit must be a minimum of 3 months from the start of the plan and goes to the next seasonal service (i.e. we will not be backdating the furnace maintenance and doing it in April to catch up). If a piece of equipment needs maintenance now, they pay full price for that now and then sign up for their next one.

Consumable goods are not included as free (i.e. filters, hum pads, batteries). If the client has filters available, we can change them, or if we have filters available, we can offer them for purchase.

If a client would like to add random assortments of other equipment, then they sign up for the whole home plan. (i.e. tankless and fireplace).