Sales steps of a heat pump

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From generating leads for heat pumps, to developing system solutions, to signing new customer contracts: A sales process (hereinafter referred to as a “funnel”) for heat pumps is located at the interface of your marketing, sales and customer service departments with the aim of generating new business.

To help you build a more effective heat pump sales funnel, this guide will reveal ways to generate leads, convert prospects, and grow your business, one installation at a time.

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Phases of a heat pump sales funnel

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To paint a clear picture, let's first take a look at the various phases of a heat pump sales funnel. Because there are many moving parts in the sales cycle, it can be helpful to track your leads and sales on a central, easy-to-use platform.

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Lead generation

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Let's start with lead generation, which falls during the “awareness” phase of your heat pump buying journey. At the top of the funnel, it is up to you to draw the attention of your company and services to your potential customers, which for HVAC companies often consists of explaining how heat pump systems actually work.

One of the best ways to start a productive conversation with your customers is to relate the benefits of a heat pump exactly to how that system would work on their property. With tools like our Heat pump check Can you passively interested parties who are thinking about a heat pump with our embedded on your website Heat pump check convert. This enables leads to calculate a model of the future heat pump system for their own property.

Since our introduction, the heat pump check has helped to increase web leads from HVAC companies by up to 400%.

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‍Lead care

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In the “consideration” phase of a heat pump sales funnel, your potential customers calculate, research and do the personal consideration to determine whether it is worthwhile to install a heat pump. While we encourage you to never give up leads or recommendations that continue to show interest, maintaining the relationship with potential buyers is essential to maintaining an effective heat pump sales process.

Maintaining heat pump leads is not an easy process and there is no one-size-fits-all solution. Whether you're using advanced heat pump CRM (customer relationship management) software such as autarc or a good old-fashioned pen and paper tracking system, new leads can be followed up via software, call, SMS, or email. Ideally, you should use software that helps you to automatically track your leads.

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Sales conversion

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If you know that following up with leads can boost your heat pump sales, converting leads into customers is the last step of your heat pump sales funnel. Known as the “buyer” or “decision” phase, signing heat pump contracts can be a very big deal, particularly given that heat pump installations have been operating for 15 years or more.

Although many people regard a handshake as the decisive moment in closing a sale, it is crucial to have all the costs and information of your project precisely documented and signed. Software such as that from autarc can help you track the closing process up to the customer's digital signature.

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Strategies to develop your heat pump sales funnel

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To keep the wheel rolling for your heat pump business, there are a few key metrics you can consider and tools you can use to expand, develop, and maintain your heat pump sales funnel.

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Identify your ideal customer

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Without diving too deep into the world of customer profiling, getting to know your target group is essential to establish a functioning sales funnel for heat pumps. Although you're free to tell everyone you meet about the benefits of heat pumps, your efforts could be wasted if you spend too much time reaching out to unqualified or uninterested customers.

Fortunately, the financial and environmental benefits of heat pumps are attractive to many property owners, and there are plenty of people who are interested enough to hire an installation. To find your audience, identify specific customer issues, and ultimately convert more leads, feel free to get in touch with us and we'll be happy to help.

In the top right corner, click Book a demo and benefit from our free needs analysis to find out what challenges you face today and how we can help you with them most effectively.

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Image credit: Rifath Photography