Sales Call Tactics: Getting More Customers on a Maintenance Plan 

Selling maintenance plans can be a game-changer for trade businesses. These plans provide steady revenue, strengthen customer relationships, and keep your business top of mind. But closing the deal on a maintenance plan often requires a specific approach during sales calls. 

If you’re looking to increase customer enrollment, here’s our Gray Wolf guide for getting more customers on a maintenance plan. 

Start with the Customer’s Needs 

The first step in any sales call is understanding what the customer wants. Are they worried about sudden breakdowns? Do they want to extend the life of their equipment? Starting the conversation with their pain points shows that you’re focused on helping, not just selling. 

Ask open-ended questions to learn about their specific concerns. For example: 

  • “Have you had any issues with your HVAC system lately?” 
  • “How do you typically manage maintenance for your equipment?” 

This approach builds trust and opens the door to discussing how a maintenance plan addresses their needs. 

Present the Benefits Clearly 

Once you’ve identified their concerns, focus on how a maintenance plan solves their problems. Avoid using vague statements and instead highlight tangible benefits like: 

  • Cost Savings: Regular maintenance reduces the risk of expensive repairs. 
  • Convenience: Scheduled service takes the guesswork out of upkeep. 
  • Longevity: Proper care extends the life of their equipment. 

For example, you could say, “With our plan, you’ll get twice-a-year system checks to catch small issues before they turn into big expenses. It’s an easy way to save money and keep your system running smoothly.” 

Use Real-World Examples 

Sharing success stories can help potential customers see the value of a maintenance plan. Talk about how other clients have saved money, avoided downtime, or extended the life of their equipment. 

For instance, “One of our customers had a small refrigerant leak we caught during a routine inspection. Because we caught it early, they avoided a major repair bill and kept their system running all summer.” 

Real examples make the benefits feel achievable and relatable. 

Make Enrollment Easy 

Sometimes customers are interested but hesitate because they think signing up will be a hassle. Eliminate this barrier by simplifying the process. 

Be prepared to explain the steps clearly: 

  1. Choose the plan level that fits their needs. 
  1. Review and sign the agreement. 
  1. Get automatic reminders for their scheduled service visits. 

The simpler it sounds, the easier it will be for customers to say yes. 

Overcome Common Objections 

Even the best pitch can run into objections. Be ready to address common concerns with confidence and empathy. 

  • “I don’t want to commit to a plan”: Explain the flexibility of your plan, like easy cancellation or upgrades. 
  • “I’m not sure I’ll use it enough”: Highlight how regular maintenance prevents costly repairs and ensures better performance. 
  • “It feels expensive”: Break down the cost into smaller monthly amounts and compare it to the potential savings. 

Remember, overcoming objections is about educating the customer, not pressuring them. 

Ready to Join the Wolf Pack? 

Effective sales calls start with understanding your customers and showing them how your maintenance plan makes their lives easier. By focusing on their needs, presenting clear benefits, and handling objections, you can increase enrollment and grow your recurring revenue. 

If you’re ready to strengthen your sales tactics and build lasting customer relationships, it’s time to join the wolf pack. Contact Gray Wolf Strategies today and let us help you transform your approach to maintenance plan sales. 

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