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If you're an HVAC business owner and it's the middle of
your shoulder season, which if you're watching this video then it probably is, we're gonna break down how to generate your own tune up leads through cold calling. Much more cost effective than buying leads, paying for marketing services, and it's something you can start doing today. And we're going to break out the whole thing. We're going to talk about the cold calling script that you can use.
I'm going to link to a template. We're going to talk about how to actually find the homeowner numbers to call. Super simple. I'll break it down and show you how to do it.
And then lastly, we're going to talk about the numbers and see, does this actually make sense and how many appointments might you be able to book? So without further ado, we're gonna dive right in. Now one thing I wanna know is that these are not cold hard numbers of exactly what's gonna happen. These are educated guesses based on my own experience with cold calling, my own experience running different types of marketing offers, and just kinda general cold calling data that's out there.
So here's the script you wanna use. Hi, John. I respect your time, so I'm gonna let you know right away that this is a cold call. But if you have thirty seconds, I'd love to tell you about our HVAC tune up special.
So this is a great way to cold call without hurting your brand. You don't wanna try to trick people into listening to you by saying, you know, I I've in some b to b examples, it's like, hey. I might have some work for the owner, and then you talk to them. It's like, by some work, they mean that they wanna sell you some leads.
Right? So we don't wanna trick people. We don't wanna harass people. We don't wanna say, hey.
This is so and so calling from such and such company. How are you? We're letting them write it we're being respectful. We're letting them know right away that this is a cold call, and we're giving them an opt out if they want it.
Right? So this is a really easy way to get into the cold calling without hurting your brand. Now if they say no thank you, that's fine. We're gonna conclude the call.
We're not gonna push it. But if they're willing to hear you out and they say, alright, you know, take thirty seconds, that's when you're going to the you're gonna go into the next part of this pitch. So thank you. I'm Peter.
I'm Peter with such and such HVAC company just down the road from, and, you could use some kind of local landmark or plaza. So if I was telling if I was cold calling people around here, I'd probably tell them I live right by the Summerdale Plaza, which is literally pretty much a stone's throw from my house.
So, yeah, we're right down by the Summerdale Plaza.
Hey, to to help get homeowners ready for the heat of summer or the cold of winter, depending on what, you know, what part of the year you're in, we're offering HVAC system tune ups for just forty nine dollars These system tune ups include a full system inspection, certain minor repairs if they're needed, and a filter change for standard filter sizes. If you're not interested, no problem. But if you think your system could use a tune up, I would be happy to get you on the schedule.
So by get you by saying, well, I'd be happy to get you on the schedule, you're instantly letting them know the next step. You're you're giving them an expectation of if they agree to this, the next step is gonna be to get them on the schedule. And then if they say, okay. Yeah.
Sure. Sounds good. Let's get the tune up. Then you're just gonna confirm their address, confirm their name, offer a couple day options like, alright, well, I could do Friday at one PM, I could do Monday at two PM, or or whatever.
Just a couple day options, make it easier for them, rather than just kinda leaving it open and being like, what time works for you? And have them kinda, you know, dig through their stuff.
Book the appointment in your CRM, confirm the call. Bam, you're done. You booked that appointment, and you can keep calling.
So we know the script. How do we know what phone numbers to call? So there's this really awesome tool I found called Leads Please. And what you can do on there is you can go in and put in your exact criteria for homeowner lists that you wanna generate. So you put in ZIP codes, regions. You can do, like, a a mile radius around an address, and then you put in income.
You put in age of the home, all that good stuff. And then you put in how it shows you how many contacts are available. So maybe with the area you put in and stuff, it'll have, like, a hundred thousand available or whatever. And you can put in, the amount you want to purchase, and then what you pay obviously depends on the amount you purchase.
Alright. So once you sign up for an account on Leads, please, what you're gonna do is go over to mailing lists and then click on consumer mailing lists. So once you do that, you're just gonna hit get started, and you can specify the geography by states, counties, zips, or or, cities, or you can specify a radius around address. So the way you do it is up to you.
But let's do this one for now. And then you can choose your state. So for me, I chose Pennsylvania, and then these are two ZIP codes that I put in, which is my home ZIP code and another really good one around here, which is Mechanicsburg, Camp Hill area.
So once you put those in, you know, if you wanna add more, you can go to let's see here. How do I do this? Chosen ZIP codes. So you would just choose your state, Pennsylvania.
And then if you wanna add another ZIP code, you just find this list, you know, put in what you want. And then let's see here. Let's do little add button, and then that adds it. So that's how you choose your ZIP codes. Next, you're gonna hit continue. And from here, you can choose a lot of, you know, a lot of really good criteria. So you can I'm gonna hit remove all on that, and then I'm gonna say that age range, I want to be forty five plus.
The age of home in years, Probably for HVAC, you want, like, twenty to twenty five, and then you can add oops. I didn't mean to continue yet. I hit stop. So let's do that. You can do the let's see here. Home purchase price. You can do the, see, there's another really good one in there somewhere.
No. I forget. You can figure it out. The point is that's how you add your criteria. From there, you can hit next. Or continue if it works. Alright. So that's criteria. Now what you're gonna wanna do then is click on with phones. So you're gonna check that little box. And then in here, you're gonna select the number of leads to purchase.
So I think there's so few here because we just have the criteria really narrowed down. So I'm gonna hit change, and I'm gonna include some more things. So I'm gonna do age of home, and I'm gonna include thirty five. And home prices, I'm gonna choose more of those. So, let's see. Home purchase price. Just add some more of these in there Hit continue.
Alright. Now as you can see, there's a lot more leads. And, again, that's that's only a couple ZIP codes. So, if you have more ZIP codes than that and just maybe a little bit broader criteria, you should be able to get way more.
But yeah. So you put in how many how to it shows you what's available. So twelve seventy are available, then you put in how many you wanna buy.
And, yeah, just make sure to hit that check phone numbers so that you're not only getting the addresses that you could use as a mail mailing list if you want, but you're getting those phone numbers so you can do the cold calling. And from there, you just hit add to cart and go through their process to check out. And, yeah, that's just coming up from stuff I had done before. But from there, we just check out and download your leads.
So when I went in and checked the box to add the phone numbers, it came out to two hundred twenty four dollars and ninety five cents for one thousand addresses and phone numbers. So that pricing might be different for you. I don't know if they have different pricing for different regions or whatnot. That's what showed up for me.
From there, you can check out and download your list.
So with the list of a thousand homeowners who are your ideal demographic and you have their phone numbers, how many out of those thousand can you actually set for tune up appointments? Let's do a little bit of math and kinda make some educated guesses. Alright? So according to a survey from Software Advice, about twenty seven point five percent of respondents said they were likely to answer a phone call from a local area.
My gut says that's a little high for how many people will actually answer the phone. So let's just cut that in half. Let's say you you get somewhere around a thirteen point seven five answer rate. Alright? Now, if thirty three percent of those homeowners are in the market, meaning they have an old enough unit, maybe ten years old plus, and they haven't already talked to, you know, an HVAC company who came out and did a tune up or came out and did a replacement recently.
If thirty three percent of those are in the market, now you've got four point five three percent of those on the phone and in the market. Right? So now you've you've narrowed it down, and now you have a chance to book that appointment.
Now if twenty five percent of those agree to schedule with you. So out of the ones in the market, you get a quarter to actually schedule.
That means now you've booked one point one three percent of the thousand customers or of the thousand numbers, which comes out to eleven tune up appointments. Now that thirty three percent of homeowners who are in the market, you might be able to boost that by just more carefully selecting your data. I don't know if that would be older homes or homeowners.
That might be something you play around with to figure out what criteria is more likely to be the right, you know, people who are in the market. Or maybe you just kinda know your market a little bit and you know certain neighborhoods and just what the case is likely to be, but that's more on the data side of what percentage is gonna be in the market. Now for what for that percentage that's in the market, how many do you book? This example of twenty five percent, that could potentially be improved just by your tonality, your confidence in suggesting that appointment, and tweaking the scripts in various ways.
So that's something that that you'll probably just wanna play around with the script and try to get better and better at it, and you might be able to boost that twenty five percent up to maybe thirty, forty percent, something like that. Now, if the numbers in this example hold true, which, again, they are purely based off an educated guess of, this could reasonably happen, could be more or less, right? But based on the educated guess, if that was two hundred and twenty four point nine five dollars for a thousand, addresses and phone numbers, we convert, you know, roughly eleven tune up appointments.
Then that means you paid twenty dollars and forty five cents per appointment, which is not bad. Obviously, there's a lot of time that went into making those cold calls and scheduling that. But listen, if you are in the middle of your slow seasons, you don't have anything to do, your comfort specialist don't have anything to do, your technicians don't have anything to do, your CSRs don't have anything to do, why not get them on the phones? Right?
And keep in mind, that thirteen percent answer rate, that's just one call through the list. Right? But if you call back multiple times, you might be able to get a hold of up to fifty percent of the leads. The point is, the cost of that data to get those tune up appointments is probably gonna be super cheap compared to a lot of other lead sources.
It's just gonna take a lot of your time. Now a little side note, in my experience with b to b cold calls, it just is not worth your time to leave a voice mail. Like, you just do not tend to get callbacks. And so, you know, each voice mail, so if if you're not leaving voice mails, you should be able to make somewhere around thirty to sixty calls per hour. Right?
If you leave voice mails, you could potentially just cut those numbers in half if you're leaving voicemails for everyone. So in my experience, you just wanna call. If they don't answer, just hang up, move on to the next one, dial the next number as quickly as possible, and just get as efficient and focused as possible as you can while you're doing this. So I hope you find that helpful.
Like I said, in the description of this video, I'm gonna leave that template, and I'm also going to leave the website where you can actually go and find those leads. Thanks for watching. Subscribe for more content. Hit the notification bell to get notified when new videos are uploaded. And we'll see you later.