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Tackle Your Brand Strategy

Updated: 07.01.21 by Dan Antonelli

Learn how, and why, to develop your brand and don’t skip it in your business plan.

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Plan for Success

Updated: 07.01.21 by Kelly Borth

12 steps to developing an actionable marketing plan for your company.

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The Right Way to Go Social

Updated: 03.01.21 by Kelly Borth

Make strategic choices about which social media platforms are best for your company.

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Enhance Your Lead Generation Marketing

Updated: 09.01.20 by Kelly Borth

Seven tips to ensure valuable lead gen efforts are not wasted at your company.

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Dumb Down Your Marketing

Updated: 08.01.20 by Danielle Putnam

We must constantly evolve, grow and mold to the people because we are only in business if we have people.

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Marketing’s Biggest Secret Revealed

Updated: 07.01.20 by Justin Jacobs

It doesn’t take magic to build a brand.

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3 Easy Marketing Activities to Help Profits Now

Updated: 06.01.20 by Ruth King

There are three simple marketing activities you should do to increase your revenues so you cover the losses from the past few months.

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Boost Sales Fast with Zero Budget

Updated: 05.01.20 by Melanie Rembrandt

Public relations is your secret weapon to raising awareness and credibility without emptying your pockets.

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Why Your Press Release Isn’t Working

Updated: 04.01.20 by Melanie Rembrandt

A press release is part of the whole public relations process, but it will only help your business if you keep a few things in mind.

View Tips to Help with a Press Release for your HVACR Business

 

The Art of Advertising: Getting it Right!

Updated: 03.01.20 by Kelly Borth

The goal of your advertising should be to stand out from your competition, offer a compelling solution and increase brand recognition and sales.

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Use Public Relations to Grow Your Business

Updated: 02.01.20 by Melanie Rembrandt

You’ve probably heard of public relations, but you may not be using it to your advantage.

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Expanding Your Service Area: When More is Less

Updated: 12.01.19 by Terry Nicholson

By posting a map on the wall for your call takers who are booking your appointments, they know where the best, most profitable area is located.

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Help Your Technicians Sell Advanced Technology

Updated: 08.01.19 by Jamie Kitchen

The focus for the technician should always be to ascertain what the customer really wants and then determine what best fits the customer’s needs.

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Marketing Campaigns that Generated $20,000 In Revenue

Updated: 08.01.19 by Joy Gendusa

To generate enough calls and sales from your marketing, you need to market consistently.

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Marketing Strategies to Grow Your HVACR Business

Updated: 06.01.19 by Joy Gendusa

As long as you invest your marketing dollars in methods proven to generate leads and customers, growing isn’t difficult.

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Six Marketing Tips for HVACR Contractors

Updated: 05.01.19 by Elaine Duraes

Don’t miss out on the potential to grow your business online.

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Score 250 New Jobs Using the Goldmine You Already Have

Updated: 04.01.19 by Joy Gendusa

Your customer database is filled with consumers in need of your services at least twice a year.

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Keyword Rankings are Irrelevant — Learn to Measure SEO Success

Updated: 03.01.19 by Alyssa Young

The ultimate measurement of success for a digital marketing campaign is conversions.

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Grow Your Business with Direct Mail

Updated: 02.01.19 by Joy Gendusa

No one knows better than you that the needs of your customers change with the seasons — so remind them.

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Grow with Existing Customers

Updated: 01.01.19 by Tim Ross

The path to success may lie in growing from existing customers rather than a sole focus on finding new ones.

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Five Signs You Need a New Brand

Updated: 01.01.19 by Alyssa Young

Your original brand may have gotten you off the ground, but now it may be hindering your growth.

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Make the Most of Your Marketing Dollars

Updated: 10.01.18 by Taylor Hill and Carter Harkins

No matter how much you spend, you’ll never know if your marketing works unless you track it.

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Enhance the Customer Experience

Updated: 08.01.18 by Joel Frederick

Use social media platforms to communicate with your customers in real time.

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Boomers or Millennials — Where to Spend Your Marketing Dollars

Updated: 06.01.18 by Vicki LaPlant

Boomers have lost the position as the largest generation but, remember, this generation still holds the purchasing clout.

View Boomers or Millennials — Where to Spend Your Marketing Dollars

 

Engage Your Technicians in Promoting Your Services

Updated: 06.01.18 by Jim Baston

Engaging your technicians in business development activities can increase the value to the overall service your company provides.

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Control Your Online Reputation

Updated: 05.01.18 by Terry Nicholson

Eighty-six percent of consumers will decide against buying from you if they read negative reviews about you online.

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Inside Sales: The Secret Weapon

Updated: 05.01.18 by Jodie Deegan

Inside sales can exist even if you don’t have a dedicated person for that job.

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Add Value to Your Customer Relationships

Updated: 04.01.18 by Jim Baston

You should view your technicians’ proactive efforts as a service rather than a selling activity.

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The Nature of Value

Updated: 04.01.18 by Roger McCoy

Understand the difference between value and price — and its impact on the sales experience.

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Create Your Message and Grow Your Brand

Updated: 03.01.18 by Ryan Holden

Coming up with a brand message is a smart strategy, whether your company is new or it’s been around for years.

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Master SEO and Lead Generation

Updated: 03.01.18 by Michael Haines

Your marketing must include a comprehensive strategy to engage with and obtain new customers online.

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Business Resolutions for a Profitable Year

Updated: 01.01.18 by Tim Ross

Business resolutions force you to address issues that may keep your business from reaching its full potential.

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Do the Right Thing

Updated: 01.01.18 by Jim Baston

A simple approach leads to an exceptional service experience for your customers.

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Increase Your Sales with New Marketing Trends

Updated: 12.01.17 by Todd Bairstow

Five ways mobile technology changed online marketing for residential HVACR businesses.

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Earn Loyalty, One Customer at a Time

Updated: 11.01.17 by Daniel Lemin

The best gift a customer can give is a referral. Get the basics right, and give your customers a reason to share their positive story on your behalf.

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Make the Most of Your Seasonal Downtime

Updated: 10.01.17 by Tim Ross

Embrace the slower times and use it to try out new marketing techniques that can keep you busy all year.

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Differentiate Your Company

Updated: 10.01.17 by Mike Tinz

Strategically timed advertising campaigns and well-designed marketing materials are key to capturing the attention of new clients and turning them into loyal customers.

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Effective Email Marketing

Updated: 09.01.17 by David Heimer

Email marketing is a great tool and a great opportunity — as long as it’s done right.

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Engage Your Website Visitors

Updated: 08.01.17 by Michael Haines

10 simple questions your website must answer to covert browsers into buyers

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Clever Compensation

Updated: 07.01.17 by Drew Cameron

A properly designed sales compensation plan stimulates sales of and profits from products and services, drives achievement of company objectives and attracts and keeps sales representatives producing at increasing rates by incentivizing performance.

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A Woman’s Style is What Your Company Needs

Updated: 06.01.17 by Julie Decker

Women have an incredible opportunity to make a difference and build a rewarding career.

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Stand Out from Your Competition — without Advertising

Updated: 06.01.17 by Bob Viering

Consumer survey reveals top three ways to capture the attention of a prospective customer.

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How to Get Your Technicians to Sell

Updated: 03.01.17 by Michael Haines

Instead of forcing sales training on technicians, introduce the concept of Diagnose & Recommend.

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Improve Your Closing Skills, Increase Sales

Updated: 02.01.17 by Anthony Caliendo

Each and every sales professional must be a leader — a person who is willing to take control of a sales opportunity, and then lead customers to a close by being trustworthy, truthful and possessing integrity.

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How to Hook Every Type of Homeowner

Updated: 01.01.17 by Todd Bairstow

Homeowner behaviors fall into five distinct personality types — each goes through a different process before they make a purchasing decision. Knowing how to appeal to these personalities is the first step to making sure they pick up the phone.

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Don’t Overlook Your Biggest Asset

Updated: 12.01.16 by Dillon Collier

When someone writes a negative review, it doesn’t have to be a blemish on your record. It can be the stage on which you display your devotion to customer satisfaction and service.

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Market Your Way to Business Success

Updated: 12.01.16 by Joy Gendusa

Today, there are so many different marketing channels — and so much competition — it can make your head spin. Here are 10 effective marketing habits of the most successful HVACR contractors, and how to implement them in your business.

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Cultivate Consumer Credibility and Trust

Updated: 09.01.16 by Brian Greenberg

The overwhelming demand for consumer attention and dollars has created a market filled with cynics, whose defenses are on full alert.

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Generate More Referral Business

Updated: 08.01.16 by Jim Baston

Referrals play a critical part in any service company’s business development plan and are arguably the most effective way to grow your business.

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How to Handle Negative Online Reviews

Updated: 07.01.16 by Daniel Lemin

The internet changed things for just about every business, no doubt, but it’s impact created a consumer that is empowered by knowledge they find online.

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SEO is Not Dead

Updated: 06.01.16 by Frank Motola

Every business needs to take advantage of the potential results they may achieve by doing what it takes to compete and start collecting that low-hanging fruit of new customers finding them on the web.

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21 Tips for an Effective Internet Marketing Strategy

Updated: 03.01.16 by Brad Shorr

A far better path to generating revenue and retaining customers is to focus full attention on two or three Internet marketing campaigns and execute them better than the competition.

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Prepare Mentally and Use Engagement to Motivate

Updated: 01.01.16 by Anthony Caliendo

The sales world is one of continuous stress and demand for performance. You want your sales team to perform at a high level — and it's up to you to motivate them.

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Clients Are Your First Priority

Updated: 12.01.15 by Joseph Callaway

Putting your customers’ interests ahead of your own will seem counterintuitive, risky and sometimes even frightening, especially at first. Eventually, though, keeping your commitment to “Clients First” will start to feel natural.

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Seven Steps to Make Your Own Hit

Updated: 11.01.15 by Robin Jones

There is a formula for making a hit record. A song doesn’t simply get recorded in the studio and then automatically become popular. This basic formula is one that can also help create a successful marketing campaign to your customers.

View Discover Seven Steps to Make Your Own Hit here!

 

Customer Service in the Digital Age

Updated: 10.01.15 by Mike Walker

No matter your industry, customers need a way to reach you on a continual basis. Now, more than ever, companies are beginning to create an extension of their support teams through branded mobile apps.

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Mix the Perfect Sales Cocktail

Updated: 09.01.15 by Anthony Caliendo

With literally thousands of different sales techniques and philosophies that salespeople attempt to master, we find ourselves using trial and error, sampling and tasting until we think we’ve mixed the right sales cocktail.

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Communication Collaboration

Updated: 02.01.15 by Ben Hubbert

Advertising, public relations and marketing can often be blurred into one hazy mess, but these three elements of business can work in harmony together to increase visibility, create goodwill and promote positive recognition.

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Don't Post Without a Plan

Updated: 12.01.14 by Neal Schaffer

In using such a scattershot approach to social media, you’re missing out on major opportunities to engage with potential and current customers, manage your reputation — and you may be alienating social media users in the process.

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Marketing Shouldn’t Be An Either/Or Approach

Updated: 09.01.14 by Joy Gendusa

The key to maximizing your return on marketing investment is to integrate your campaigns. Use strategies from both the digital and print worlds. Together, these options complement each other and create an even more effective marketing whole.

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Sell What's Valuable to Your Customers

Updated: 08.01.14 by Tony D'Avino

Peter Drucker, the inventor of modern management, once said, "The customer rarely buys what the business thinks it sells him."

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Grow Your Professional Sales Staff

Updated: 08.01.14 by Jaime DiDomenico

At some point, an owner must decide to either continue to sell through technicians or hire a professional salesperson. The difference is whether or not they want to be a retail sales organization, or simply a residential contractor.

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Create An Exceptional Experience

Updated: 08.01.14 by Drew Cameron

Want to increase sales of replacement residential heating equipment? Stop trying to convince customers to replace or upgrade their equipment, and instead simply provide good information so they can make a good decision.

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Cruising the Strip and Turning Heads

Updated: 06.01.14 by Pete Grasso

Sometimes, generating leads is as simple as putting your name out there in a memorable way. Three HVACR business owners share their unique take on mobile marketing.

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Don’t Let Your Sales Managers Sabotage Your Training

Updated: 05.01.14 by Paul McCord

Your frontline sales managers have more influence on how your salespeople sell than anyone else. If sales managers don’t believe, your sales team won’t believe.

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Selling Thermostats that Save Customers Energy and Money

Updated: 04.01.14 by Bill Fortner

6 steps to ensure you don't miss another opportunity to make add-onn sales.

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Selling HVAC Equipment in a Post-MillenniumSelling HVAC Equipment in a Post-Millennium

Updated: 03.01.14 by Jaime DiDomenico

How to Optimize Your Company Culture for Sales Growth

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Finishing and Implementing Your 2014 Three Page Business Plan

Updated: 12.01.13 by Ruth King

In the past two months you’ve created your 2014 goals with your employees and your 2014 marketing plan. This month you’ll complete your three page business plan by estimating your 2014 budget. I’ll end this series with some implementation suggestions so that you make 2014 your best year ever.

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Make Your Social Media Work for You

Updated: 11.01.13 by Kelly Meeneghan

How To Properly Leverage These Platforms To Work For Your Business

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The One-Page Marketing Activities Plan

Updated: 11.01.13 by Ruth King

How to create page two of your three-page 2014 Business Plan

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Developing Your Digital Marketing Skill Set

Updated: 10.01.13 by Jeff Shawd

You know the technical side of your business, but your marketing skills might need improvement. This article shows how investing time to strengthen your digital marketing skill set can pay off.

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4 Steps to an Ideal Winterization Service Marketing

Updated: 09.01.13 by Joy Gendusa

Promoting your business during Fall months can generate wintetime sales and revenue

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Implement Suggestive Selling and Increase Your Close Rates

Updated: 09.01.13 by Ken Reese

This action plan for implementing suggestive selling into your business model will help you increase close rates.

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5 Keys to the Art of Price Conditioning

Updated: 08.01.13 by Keith Mercurio

Discussing price earlier in a call – a practice called Price Conditioning – can be more successful in getting customers to do business. Here are five key steps for implementing Price Conditioning

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SEO in a Contracting World

Updated: 08.01.13 by Kenneth Goodrich

Goettl Good Guys Air Conditioning Repairmen uses these 10 basic steps to maximize their use of SEO. How does it work?

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Guidelines to Selling Sustainability

Updated: 07.01.13 by Frank Rotello

Selling sustainability is about offering a long-term value to your customers that will provide a payback for years to come. The sales process is based on presenting data and solid solutions while building a durable relationship with your customers.

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Top 5 Rules for Effective Vehicle Wrap Design

Updated: 06.01.13 by Dan Antonelli

Using your vehicles to help brand your company should be part of an overall marketing and branding effort, so that what ends up on your fleet is an extension of all the other marketing your company does.

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Are You Maximizing Your Fleet's Advertising Potential?

Updated: 06.01.13 by Greg Smith

Whether they have a fleet of one, or many, smart business owners recognize their fleet’s value for cost-effective advertising.

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Knocking On Doors Persistently Pays Off

Updated: 05.01.13 by Andres Lara

5 keys to stay determined.

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Getting The Most from Social Media

Updated: 05.01.13 by Bob Kelleher

How a tri-branding strategy promotes all you have to offer.

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Increase Close Rates and Average Tickets with Bundling

Updated: 04.01.13 by Keith Mercurio

Bundling is the assigning of a single value to a combination of multiple items, and it is one of my favorite topics because it’s a genuine “art.” To learn how to present bundles to potential customers requires a lot of training, time, and faith because the shift in your thinking will be significant.

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You've Got 8 Seconds, Be Interesting Or Lose the Sale

Updated: 03.26.13 by Jenn Morgan

The average adult attention span is 8 seconds, according to studies. Therefore, sales professionals must capture a customer’s attention immediately.

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Turn Your Business into an Overnight Sensation

Updated: 01.01.13 by Stacey Hall and Denise Michaels

Telling your story in a compelling way and being forthright in business will build up your reputation and set the stage for star status.

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7 Reasons Why Customer Referral Programs Fail

Updated: 12.01.12 by Bill Lee

There are certain predictable mistakes companies make that can derail customer referral programs before they ever get off the ground.

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Driving Inbound Marketing With Content Management

Updated: 12.01.12 by Colleen Weston

When using social media tools alone to drive your company’s messages, it’s nearly impossible to determine the correlation between all the likes, tweets, and shares you receive and how they translate in actual, concrete sales results.

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How to Identify and Deliver on Your Sales Promise

Updated: 11.01.12 by Victor Arocho

Collect input from everyone, define your promise, and then train for company-wide delivery.

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3 Key Elements of a Successful Explanatory Video

Updated: 10.01.12 by Anish Patel

Just about any service an HVACR contractor offers — can be effectively conveyed in an explanatory video, and with such widespread access to the Internet these days, explanatory videos are a great way to reach current and prospective customers.

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How We Did It: GallettAir Inc. Green Solutions

Updated: 10.01.12 by Carmine Galletta

GallettAir of Long Island, N.Y., added a new division that offers energy-performance testing in two months.

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Has Your Marketing Message Changed with the Times?

Updated: 10.01.12 by Marsha Friedman

People have changed in dramatic ways over the past five years, and businesses should take that into consideration this holiday season, says one public relations expert.

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6 Signs That You Need a Website Redesign

Updated: 09.01.12 by Kelly Meeneghan

Many business owners often sabotage their online reputation without realizing it by making decisions that harm or certainly don’t help their websites. Analytics can help to verify what improvements need to be made, but not all HVACR businesses have such statistical tools.

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How to Avoid 9 Common Sales Call Errors

Updated: 09.01.12 by Geoffrey James

Use these tactics instead to make the most of your opportunities

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6 Tips for Hiring a Professional Web Developer

Updated: 09.01.12 by Joe Thomas

Tips to finding and hiring the right professional website developer.

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Rebuild Your Brand in Three Steps

Updated: 08.01.12 by Heather Onorati

One of the most powerful tools to help overcome a prospect's natural skepticism and to build relationships is the customer testimonial. They create believability, credibility, and a sense of security for your prospect and customer.

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What’s This Going to Cost Me?

Updated: 07.01.12 by Ken Summers

An average contractor could spend tens of thousands to launch energy performance contracting, but the profit potential makes it worth the investment.

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10 Sales Strategies for Uncertain Times

Updated: 07.01.12 by Geoffrey James

Stay calm, be smart and continue selling while others are giving up.

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Clear, Clean Designs Connect with Customers

Updated: 06.01.12 by Tonya Vinas

Tops in Trucks winners say more with less as branding takes the spotlight

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Selling Commercial Service Agreements, pt. 6

Updated: 06.01.12 by Wendell Bedell

This is the final installment of a six-part series on creating a selling system for commercial service agreements.

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The 7 Deadly Sins of Sales Management

Updated: 05.01.12 by John Treace

I have been part of many business turnarounds in my career and have noted the errors consistently made by sales management, all of which negatively impact team morale and sales. Here are seven of the deadly sins of sales management.

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Thermostat Sales Tips

Updated: 04.01.12 by Jim Hinshaw

Getting Started on Electro-Programmable Thermostat Sales. Show and teach benefits to your team, and then make a sales plan!

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5 Ways to Build Sales Partnerships

Updated: 04.01.12 by Geoffrey James

Benefits could include cost savings and access to new prospects.

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6 Signs You Need To Rebuild Your Brand

Updated: 04.01.12 by Dan Antonelli

Don’t let nostalgia, “nephew art” and lack of standards hold your business back.

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Branding Is More Than Logos

Updated: 04.01.12 by Lee Gientke

What customers think about your company defines your brand.

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Selling Commercial Service Agreements, pt. 5

Updated: 04.01.12 by Wendell Bedell

This is the fifth of a six-part series on creating a selling system for commercial service agreements.

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Recipe for an Effective Social Media Mix

Updated: 03.01.12 by Lauren Whitson

As a business leader, you need to be familiar with the different social media platforms and understand how they can help you to improve marketing and communication. Each platform provides a different and potentially profitable opportunity to grow your business if used in a way that takes advantage of how it works.

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Online Content: Divide And Conquer For Success

Updated: 12.01.11 by Lauren Whitson

To manage your online presence, first define and recognize how each platform discretely supports your marketing goals. Then develop content appropriate to each channel

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Selling Commercial Service Agreements, pt. 3

Updated: 11.09.11 by Wendell Bedell

This is the third of a six-part series on creating a selling system for commercial service agreements.

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6 Easy Steps to Closing a Sale

Updated: 11.09.11 by Geoffrey James

Great sales closers set an objective, go into a meeting with the right mindset (to sell), check with the customer to make sure they're relating, reiterate their purpose and most importantly, ask for the sale.

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3 Reasons Your Direct-Mail Results Stink

Updated: 11.09.11 by Joy Gendusa

Postcard marketing will work for you if you do it correctly. Include these 10 elements to prepare a solid direct mailing piece.

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5 Steps to Effective Mobile Device Demos

Updated: 11.09.11 by Geoffrey James

The "art" of using mobile demonstrations to close business sales and sell more HVAC equipment and systems.

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Google SEO Changes

Updated: 11.01.11 by Nadia Romeo

Each year Google changes its algorithm — the formula it uses to rank websites — hundreds of times. Most of the changes are small; however, every few months, Google rolls out a major change that affects the performance of websites in its search engine. Below is a summary of major algorithm changes that took place in 2011 and likely affected your site.

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5 Steps to Speed Up and Increase Sales

Updated: 11.01.11 by Geoffrey James

This 5 step geometric approach results in more closes with the same amount of work.

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5 Tips For Improving Sales

Updated: 11.01.11 by Terry Tanker

Publisher Terry Tanker offers advice on improving sales calls from prospecting to presenting.

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Your Company Is Your Brand

Updated: 11.01.11 by Ron Smith

The same elements that make your installed system unique only to your company are some of the elements that contribute to establishing and maintaining your company’s brand.

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10 Ways to Keep Current Customers Coming Back

Updated: 10.01.11 by James Gerdsen

In the competitive industry of service and replacement HVAC, keeping customers has always been easier than getting new ones.

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Making Sense Of Social Media Chaos

Updated: 10.01.11 by HVACR Business Staff

When you are so focused on customer engagement as an end goal, it can be difficult to recognize and understand the challenges that social media can create for larger, multi-department companies.

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Make Time for Face Time

Updated: 09.01.11 by Heather Onorati

Although there is a marketing push to increase online presence, build communities and interact through technology, when it comes down to it, people buy from people. Make time for person-to-person relationship building.

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Marketing Zoning: Educate and Excite To Close The Sale

Updated: 09.01.11 by Steve Bilica

Educating your sales team about zoning options and benefits. Your sales team can then provide a wider range of comfort solutions.

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5 Steps to Connect Messaging to Sales

Updated: 08.01.11 by Geoffrey James

Use language and concepts that resonate with customers so they see your differentiators as value and won't mind paying a higher price.

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Selling Commercial Service Agreements, pt. 2

Updated: 08.01.11 by Wendell Bedell

This is the second of a six-part series on creating a selling system for commercial service agreements.

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10 Tips for Getting the Best Email Marketing Results

Updated: 08.01.11 by Greg Brown

Email marketing can be daunting with all the laws, spam filters, and confusion over the best method to use. Whether you’re an e-marketing novice or you’ve tried it before, learning the tricks of the trade can make the process easier and the outcome more successful. After reviewing the campaigns we’ve run for customers, we came up with the following 10 tips to get the best results from your email marketing campaigns:

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10 Strategies For Getting Good Customer Testimonials

Updated: 07.01.11 by Rich Friedel

One of the most powerful tools to help overcome a prospect's natural skepticism and to build relationships is the customer testimonial. They create believability, credibility, and a sense of security for your prospect and customer.

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5 Essentials of a Highly Profitable Commercial Service Department

Updated: 07.01.11 by James Graening

Before you can sell and deliver commercial service successfully, you must develop systems and “checklists” or standard operating procedures, policies, and systems.

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Selling Commercial Service Agreements, pt. 4

Updated: 07.01.11 by Wendell Bedell

This is the fourth of a six-part series on creating a selling system for commercial service agreements.

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Selling Commercial Service Agreements, pt. 1

Updated: 06.01.11 by Wendell Bedell

This is the first of a six-part series on creating a selling system for commercial service agreements.

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6 Keys To Success in Home-Performance Contracting

Updated: 05.01.11 by Robert Wilkos

HVACR contractors who offer home-performance contracting will become the dominant service providers in any given area.

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5 Corporate Blunders that Cripple Sales Efforts

Updated: 05.01.11 by Geoffrey James

These are the five most common blunders that cause teams and companies to fail when it comes to working together to make big-ticket sales, and what you can do to fix the problems.

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Avoid These 12 Social Media Mistakes

Updated: 04.01.11 by Nadia Romeo

Make a commitment and know your limits to get back on track.

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Sales Lessons From IBM: Tell the Customer's Story

Updated: 03.01.11 by Geoffrey James

When you’re selling to the customer, don’t try to be the hero who conquers the dragon. Instead, be the wizard who gives the hero a magic sword

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8 More Website Mistakes Contractors Commonly Make

Updated: 03.01.11 by Rich Friedel

This is the second of two articles on mistakes contractors commonly make on their websites and suggestions on how to avoid them.

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4 Ways to Market Via Smartphones

Updated: 03.01.11 by Ford Saeks

Smartphones have morphed into a texting, tweeting, multi-tasking productivity and entertainment gadget that offers a wide range of possibilities for you and your business.

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Top Green Building Trends Offer New Opportunities

Updated: 02.01.11 by HVACR Business Staff

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8 Common Website Mistakes and How to Avoid Them

Updated: 02.01.11 by Rich Friedel

When planning an online presence, first have a written plan and design with your marketing goals in mind.

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15 Ways to Drive More Traffic to Your Blog

Updated: 02.01.11 by Nadia Romeo

Stay ahead of competitors with good content, frequent updates, and keyword optimization.

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Make Your Move to Mobile

Updated: 12.01.10 by Mike Callahan

The features and benefits of almost all the systems that we investigated without going into the technical details or revealing specific provider names. This is certainly something you will want to research yourself.

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Customize Your Mobile Devices With Bridges To Other Software

Updated: 12.01.10 by Mark Barraclough

Alpine Mechanical Services uses the BlackBerry smart phone to connect information gathered by our technicians with our office and ultimately the retail client. This simple communication is really not simple. It involves off-the-shelf technology with the BlackBerry. Here's how we do it.

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3 Steps to Attracting Clients Online

Updated: 12.01.10 by Shama Hyder

What do you need to attract prospects online? A great BOD! No joke. BOD stands for Brand, Outcome, and Differentiator.

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Top 10 Strategic Errors in Your Sales Process

Updated: 12.01.10 by Geoffrey James

These are the top mistakes made by sales reps and how to correct them.

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How to Pre-Qualify a Sales Lead in 5 Steps

Updated: 10.01.10 by Geoffrey James

Your challenge is to focus time and energy on the prospects who are the most likely to buy. Here is how to do that by pre-qualifying your sales leads before you call them.

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5 Steps to Increasing End-of-the-Year Sales

Updated: 10.01.10 by Vicki Suiter

If your purpose and customers are pinching pennies, it's was to think the only way to get business is to cut your prices. Think again.

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How To Ring Up More Replacement Sales

Updated: 09.01.10 by Mike Callahan

It means they practiced the four Ps of retail; Personality, Positioning, Presentation, and Price. Personality: Your company’s personality mirrors your own.

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KEI L Relies on Vast Experience To Add HP Services

Updated: 09.01.10 by HVACR Business Staff

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Connect With Your Local Market

Updated: 07.01.10 by HVACR Business Staff

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From the Driver’s Seat

Updated: 06.01.10 by HVACR Business Staff

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A Better Way for Pine State Services

Updated: 06.01.10 by Tonya Vinas

Pine State Services, South Portland, Maine, began a vehicle-stocking-and-organization program for its fleet of 21 vehicles, 10 of which are service vehicles. Here's why and how they did it.

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True Colors

Updated: 06.01.10 by Tonya Vinas

Schultheis Bros. stands out with time-tested yellow-and-red fleet.

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Master Pay-Per-Click Advertising in 6 Steps

Updated: 05.01.10 by Ed Cerier

A well-executed PPC campaign often will have a higher conversion rate than organic research results.

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Several Trends Point to Better Times

Updated: 05.01.10 by Bruce Christensen

But taking advantage of pent-up demand requires a commitment to marketing, sales, and financing.

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7 Steps to Selling on More than Price

Updated: 05.01.10 by George Hedley

Taking pride in your company's awesome service and workmanship is one thing, but getting paid more than your competition for better quality is another.

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More of What I Learned About Twitter Marketing

Updated: 02.01.10 by Guy Kawasaki

Way back in July of 2009, I explained how I use twitter. A lot has changed since then, so this is an update on how I tweet. As a business owner, you can adopt my techniques to use twitter as a marketing tool.

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Open the Door to Better Sales in 2010

Updated: 02.01.10 by Wade Mayfield

Drastic price increases require a clearly defined sales process.

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Get Noticed with Interactive Advertising

Updated: 02.01.10 by Stacy Whisel

How to make customer connections online.

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Get on the Map!

Updated: 11.01.09 by Ed Cerier

If your company isn't already listed in Google's local search listings for hvacr contractors, then you need to get listed as soon as possible.

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Making It Happen

Updated: 11.01.09 by Michael Wayde

Part 2: How to produce effective broadcast ads for your target audience.

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More Effective Performance Standards in 10 Steps

Updated: 10.01.09 by Mike Callahan

Identify, create, and manage your standards according to customer requirements.

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Preparing For Your Debut

Updated: 10.01.09 by Michael Wayde

HVACR contractors should be able to answer three important questions before making a broadcast ad.

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Put Some "Pull" Into Your Marketing

Updated: 10.01.09 by Susan Kimball

How to use a combination of push promotion and social media interaction to attract new customers.

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Do You Fear Internet Marketing and Social Media?

Updated: 09.01.09 by Kari Logan

Take these three small steps to begin using these valuable online tools.

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How to Sell ‘Comfort’ to Customers

Updated: 09.01.09 by Richard Hartman

How Hartman Brothers successfully presents high-end systems as solutions to homeowners’ health and quality concerns.

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9 Tips for Using Twitter as a Marketing Tool

Updated: 08.01.09 by Guy Kawasaki

Everyone is a atwitter with Twitter, but not everyone uses Twitter for business. I use twitter as a tool - specifically as a marketing tool, and here nine lessons that I've learned about doing this.

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5 Building Blocks for Getting Positive Press

Updated: 08.01.09 by Kari Logan

Are you envious of the media coverage that other businesses get on the radio, television, in local papers, and within industry trade publications? Truth is, you probably have a story to tell too, but you haven't taken the time to uncover it, fine tune it, and get it into the hands of journalist.

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Why You Need To Be Using Social Media Tools

Updated: 08.01.09 by John Sonnhalter

Networking communities, mobile messaging, and other tools are a golden opportunity got advertising and marketing.

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Light Commercial Service and Service Agreement Business, part 2

Updated: 06.01.09 by Ron Smith

How to develop commercial service agreement sales leads that will establish and grow a service agreement customer base.

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The Art of Buzz

Updated: 05.01.09 by Guy Kawasaki

The reasons people talk about products and services and the best ways to seed discussions.

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If Your Employees Regularly Fail, the Problem Might Be You

Updated: 03.01.09 by Ron Smith

HVACR residential retail contractors who wish to grow their revenues and profits have a natural and synergistic diversification opportunity. With proper guidance, planning and execution, it’s not difficult to expand into the light commercial service and service agreement business.

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More Marketing 2.0

Updated: 03.01.09 by Mike Callahan

Last month, we examined the first three online strategies that President Obama employed during his campaign. This month, we offer two more, as well as a discussion on privacy and getting your own online marketing revolution started.

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Marketing 2.0

Updated: 02.01.09 by Mike Callahan

The strategy, approach, and tools use in Barack Obama's campaign, and a look at how contractors can apply these same tools to growing their hvacr company brands.

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From Order-Taking to Order-Making

Updated: 02.01.09 by Barry LaBov

Choosing survival, denial or revival in this (and any) recession.

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Marketing Green

Updated: 01.01.09 by Ross Soyka

The trend toward greener living and the emphasis on energy and sustainability isn’t going away. Becoming a green contractor, in many ways, is a change in business strategy. You have to transform yourself into a green consultant and take the lead in educating your customers about energy efficient systems and their value.

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Selling Green Internally

Updated: 01.01.09 by John Empson

A marketing strategy that your entire staff understands and buys into is one that the customer believes in.

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5 Pillars of Digital Marketing

Updated: 10.01.08 by Michael Wayde

A faltering economy presents the opportunity to rethink what you’ve done in the past and invest wisely in your future, maintaining or even growing a marketing communications program. In fact, history suggests that companies who continue to communicate and promote in hard times fare better during the downturn and recover more quickly as the economy improves.

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Top Four Marketing Buys

Updated: 10.01.08 by Ruth King

Direct mailing, reminder pieces, referral programs, and surveys are good uses of marketing dollars. Be sure to track results!

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Brand Beyond Marketing

Updated: 09.01.08 by Laura Pasternak

Employee education is particularly important for service organizations that don’t have concrete products. Their offerings are soft assets like knowledge, experience and people.?

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4 Steps To A Great Newsletter

Updated: 09.01.08 by Joe Pulizzi and Newt Barrett

This customized excerpt is from the book, Get Content. Get Customers. The book teaches you, step-by-step and through countless case studies, how to create and market your own content to acquire customers. Copies are available for purchase at www.getcontentgetcustomers.com.

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Word-Of-Mouth Marketing

Updated: 08.01.08 by Guy Kawasaki

Guy Kawasaki interviews Dave Balter, founder of BzzAgent on word-of-mouth marketing.

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Does Your Brand Have Personality?

Updated: 08.01.08 by Guy Kawasaki

Rohit Bhargava, founding member of the pioneering 360 Digital Influence team at Ogilvy Public Relations Worldwide, discusses the role of personality in branding with Guy Kawasaki.

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A Content Strategy That Will Grow Your Business

Updated: 07.01.08 by Joe Pulizzi and Newt Barrett

Although traditional marketing efforts may continue to pay some dividends, the Internet is where the true opportunity lies. Consumers are beginning their purchasing search online, make sure the information you provide helps them to make better choices.

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Customers Need IAQ

Updated: 05.01.08 by Traci Purdum

Education is key to IAQ sales. One way to help consumers is to offer customer testimonials, which can be a very powerful marketing tool.

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Maintaining Customer Interaction

Updated: 05.01.08 by Paul Grunau

Contractors should actively seek customer feedback, and develop a deep understanding of the customers’ businesses and what is important to them.

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Drip Marketing Critical To Cash Flow

Updated: 04.01.08 by Ruth King

Whether busy or slow, you should do some marketing activity every month (phone book advertising doesn’t count). The activity can be a major campaign or a small reminder about your company’s products and services. The small reminders, or drips, keep your company’s name in front of your customers and prospective customers each month.

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1-800-Call-Me

Updated: 04.01.08 by Mark Swepston

The best way to do thrive is to provide outstanding service that blows away the competition. To do that, you must stand out from the crowd. Vanity phone numbers and websites are a way to move your company into the mind of the customer when they're thinking about heating and cooling services.

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The Essence of Duct Tape Marketing

Updated: 03.01.08 by Guy Kawasaki

Make marketing your new habit, and find the money to stick with the plan. Effective small business marketing is a system — not an event — composed of simple, effective, and affordable techniques.

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Networking Works

Updated: 03.01.08 by Paul Dooney

Word-of-mouth advertising is a powerful marketing tool. Networking groups enable you to spread the word even farther.

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Advance Sales Via The Web

Updated: 02.01.08 by Michael Wayde

Consumers comparison shop by surfing the Web. When they've read enough, they click to buy. Make sure your site is the one that provides them all of the information they need to click "buy"!

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The Nine Best Story Lines For Marketing

Updated: 01.01.08 by Guy Kawasaki

Lois Kelly, author of Beyond Buzz, explains how picking the best story line for your company can give your marketing efforts a big boost.

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Cause Marketing—Good For Business

Updated: 11.01.07 by Armstrong, Andy

A well-thought-out cause marketing program can affect several key areas of your business: brand differentiation, employee recruiting and retention, community networking, and positive public relations.

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Converting Theory Into Practice

Updated: 11.01.07 by Ron Smith

Building a highly profitable HVACR retail business with residential service agreements takes more than ideas, it takes proper training and execution.

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Maneuvering Holiday Cash Mistakes

Updated: 10.01.07 by Ruth King

Ensure that your marketing message is heard by thinking differently then your competition. Stand out by sending mailers at unique times throughout the year. And, distribute bonuses in February rather than in December so as not to have your employees mistake profit sharing for a holiday bonus.

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Flip This Fleet

Updated: 10.01.07 by Traci Purdum

Traci Purdum summarizes characteristics of successful branding strategies and presents insight from the winners of HVACR Business' fleet design contest.

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Residential Service Agreements, Part 2

Updated: 10.01.07 by Ron Smith

Start with a structured and organized approach. Make sure all owners buy into the program, your technicians are well-trained in performing quality precision tune-ups, and a process is established to support the inside sales team as well as a fair pricing strategy.

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Added Value — A Powerful Marketing Principle

Updated: 10.01.07 by Ron Smith

Ron Smith offers tactics for caring for customers — both dissatisfied and highly satisfied. He notes that practicing added value helps you disarm angry customers and move satisfied customers into the more-than-satisfied bracket.

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Managing, Monitoring Sales For Success

Updated: 10.01.07 by Jackie Rainwater

By properly managing the sales force, you can be certain that all sales leads are carefully tracked, and promptly pursued— thus bringing more money to the bottom line.

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Proven Ways To Generate Sales Leads

Updated: 09.01.07 by Jackie Rainwater

Weather-driven sales certainly are a nice windfall when they happen. However, depending on temperature extremes to grow a viable hvac retail business simply doesn’t work for the long haul. In order to grow and prosper, the business must generate sufficient valid sales leads on a year-round basis.

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Residential Service Agreements, Part 1

Updated: 09.01.07 by Ron Smith

First in a series. Experts share what they've learned about the use of residential service agreements in building a residential retail contracting business.

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What Are Customers Looking For?

Updated: 09.01.07 by Ron Smith

As an hvac retailer, you must focus on these items: quality work, on-time delivery, ethical corporate behavior, and convenience. Price only becomes an issue when a company fails to provide any or all of these four items that customers want.

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Boost Your HVAC Accessories Sales

Updated: 08.01.07 by Jackie Rainwater

By educating customers about additional accessories, your company can increase sales and profit margins.

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Effective Sales Presentations Are Short, Focused

Updated: 08.01.07 by Guy Kawasaki

Follow the 10/20/30 rule of PowerPoint.

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Turbocharge Your Sales With Compensation That Motivates

Updated: 07.01.07 by Jackie Rainwater

A vitally important (although often underestimated) component of successful sales is the incentive and compensation plan. Jackie Rainwater discusses what an effective plan should include.

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Growing Sales Takes More Than Adding Salespeople

Updated: 04.01.07 by Jackie Rainwater

Building a successful retail sales and production department requires careful planning followed by the ongoing 100% commitment of everyone involved in the process to successfully execute the plan.

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Selling & Marketing IAQ

Updated: 03.01.07 by Robert Wilkos

Enhance your success with knowledge, experience and instruments, consumer trust, and marketing.

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Breathe Easier

Updated: 02.01.07 by Tonya Vinas

Several trends make now the time to incorporate IAQ information, products, and services into your offerings.

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How to Hire the Right Web Designer

Updated: 10.01.06 by Joe Dysart

What to look for and how to work with your web marketing partner.

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