Sales is about relationships, not rolodexes

Sometimes it can be easy to forget the importance of thinking of customers as friends.

In the HVAC business, it's the difference between the typical, "Hi, how are you?" greeting that customers hear from businesses multiple times a day, to the genuine, "It's so nice to see you! How has your day gone so far?"

Show your customers you care about them and not just their air conditioners with these tips:

Offer your service - free

When was the last time you gave someone a free estimate? A complimentary maintenance call? Offer these to your loyal customers, or first-timers. You'll already be ahead of your competition.

Acknowledge birthdays

Birthdays, anniversaries - every company is trying to get a word in edge-wise with customers during these milestones. But have you considered the anniversary of how long they've been your customer? Send them something special for their patronage.

Treat your customers like your friends and they will always call on your business in a time of HVAC need, like a friend. At the end of the day, you're building relationships with people, not their contact information.