One of the major ways to grow your residential air duct cleaning business is to develop relationships (or network) with other trades so you become their air duct cleaning sub-contractor. This way they do the marketing and selling and then they give you the air duct cleaning project. But who are these “other trades” and how do you develop those relationships?
There are a wide variety of “other trades” that you can partner with. These include:
- HVAC contractors
- Fire/Water Restoration contractors
- Mold Restoration contractors
- Carpet cleaners
- Chimney sweeps
- Home inspectors
- Janitorial service contractors (that service apartments and condos
All of these trades are good candidates but HVAC contractors offer the best potential (to give you more work) because they are servicing HVAC systems and installing new HVAC systems all the time. They have more opportunities to sell air duct cleaning services than the other trades.
How do you develop (sell) these relationships?
Once you have identified the decision maker of a company you want to partner with you need to contact them and set up an appointment to give them your sales presentation. You’ll need to:
- Sell them on your air duct cleaning skills and expertise. Make up a flyer or fact sheet that details your history, experience, certifications and anything else that will set you apart from your competition.
- Sell them on your commitment to taking care of their customers and their reputation. This means you will have to be flexible enough to be able to do a job when they need you to do the job.
- Try to set up the sales presentation appointment to be at their home so you can offer them a free inspection. This will give you more time to talk to them and allows you to better explain your cleaning procedures. Bring your digital camera or other video inspection system.
- Be ready to talk about prices and how much you need to make. This has to be a win – win for both of you.
- Be ready to offer a free (or 50% off) HVAC system cleaning of his house if you think this will help close the deal. This will show them the quality of your work.
Once you have an agreement the real work begins. You must do a good job the first time and every time. If you are successful you will get more and more air duct cleaning jobs from this partnership. Once you are comfortable with one partnership go out and find another one. As the demand for your services increase you will add additional crews and equipment and grow your residential air duct cleaning business.
If you have any questions or want to discuss this please contact Peter Haugen at 800-597-3955 or 952-808-1619 or request our Residential Air Duct Cleaning Guide.