Sure, everyone wants new and more, but you can find better right where you are. More to the point: Every contractor loves to acquire new customers, but you’ll find more spending at higher levels plus referrals at a fraction of the marketing costs with the customers you already have.

As we start a new year, there’s one question every HVACR owner and manager needs to ask themselves: “How can I make this year even better than the last?”

When it comes to running a solid organization, there isn’t a lack of advice out there. From business books and podcasts to conferences to your buddy sharing his silver bullet over the grill, you’re likely overwhelmed with possible ideas for improving the way your HVAC company runs.

It seems obvious that profit is desirable, maybe even virtuous. If society at large fails to understand the essential goodness of profit, certainly a capitalistic HVAC industry should acknowledge it.

Recently, there has been a great deal of conversation among contractors regarding the new concept of selling HVAC equipment on the internet. While the pros and cons of a consumer buying equipment online and finding a local contractor (or having one “selected” for them) are many, that is not the purpose of this article.

There’s nothing worse than finishing an install with a new client only to have them turn down a routine service plan. As techs, we know the importance of preventative work and regular maintenance.

Improving sales goes a whole lot better when you’re prepared with a plan. To make quality sales, you need a documented, systematic approach and practice to be successful.

You know there’s a reason you’ve seen people get taken to the cleaners time after time. They always pick the lowest bid to save a buck. The lowest bid is almost always from the company that does shoddy work, and after four call-backs and possible legal action, the customer finally realizes they’d have been better off just paying an extra 25 percent up front and had a real professional do their work.

If you lead an HVACR company, then you should be asking yourself daily, “How do I grow my business?”

I’ve had lots of jobs. They’ve been in lots of different companies in lots of different industries. Much to the dismay of my wife, I might add.