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How to Get More HVAC Service Contracts and Grow Revenue

December 12, 2022 5 min. read
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Knowing how to sell HVAC service contracts helps you secure long-term customers, keep cash flowing all year, and grow your business.

Your challenge is to convince homeowners that HVAC service contracts are worth the commitment.

In this guide, we’ll show you how to show customers the value of HVAC service agreements, what to include in your agreements, and how you can package them to win over customers.

Practice your HVAC service contract sales pitch

When you master your pitch on HVAC service agreements, you can get customers to choose you as their go-to expert to inspect, diagnose, and maintain their heating and cooling systems all year.

Incorporate these benefits into your sales pitch to sell preventative maintenance contracts to HVAC leads:

  • Cheaper utility bills due to improved HVAC system efficiency
  • Comfortable indoor temperatures all year round
  • Heating and cooling systems that last longer and require fewer costly repairs
  • Quick responses to emergency HVAC failures (especially in extreme weather)
  • Cleaner HVAC ducts, air filters, and coils that improve indoor air quality
  • Regular inspections that catch small issues before they grow into bigger problems
  • Faster turnaround times for spare parts than HVAC manufacturers usually provide under warranties

After every one-off HVAC service job, ask your customer if they’ve considered routine maintenance to prevent future problems—on the phone or in your customer service follow-up emails. Then use the benefits above to explain why maintenance contracts are a no-brainer.

READ MORE: 7 HVAC sales tips to book more jobs (+ sales scripts)

What to include in an HVAC maintenance agreement

Your HVAC maintenance contract should set expectations with your customers—including the type of work you’re doing, how often they’ll see you, and your scheduling and payment processes.

Here’s what your customers need to know about their HVAC service agreement:

  • Frequency of visits. State clearly how many planned maintenance visits your customer can expect. Your visits could be twice a year, for instance, or annually with check-ups scheduled once every three months.
  • Services included. List every HVAC unit that needs servicing and describe the work you plan to perform (e.g. standard tests and inspections, cleaning, or rewiring).
  • Invoice schedule and payment terms. The payment terms of your HVAC maintenance contract should tell customers what payment methods they can use (credit card, check, or cash), how they’ll be invoiced, and when payment is due.

Before you write a contract for your customer to sign, review your service agreement details over the phone or in person. This gives you an opportunity to answer any questions or concerns they might have about the work.

READ MORE: 7 management tips for running an HVAC company

How to bundle and upsell HVAC maintenance packages

Your HVAC company can make more revenue from service agreements by offering price bundling and tiered pricing options.

Bundle your HVAC maintenance services

Start by offering every customer routine tune-ups for furnaces, air conditioning units, and any other HVAC system. Tune-ups include work like topping off refrigerant, cleaning air filters, checking for leaks, adjusting gas pressure, and testing thermostats.

Then add one or more of these additional services to create different HVAC service plans:

  • Same-day emergency service
  • Priority service over other HVAC customers
  • Spare HVAC equipment or parts offered at a discount price (e.g., 20% off blower motors, compressors, capacitors, or air filters)
  • Discount pricing for new HVAC installs (e.g., $200 off a new unit)

Upsell higher-value maintenance packages

Using good-better-best pricing options, you can give customers the power to choose the additional services they want—and you can close higher-priced jobs.

For instance, your good pricing tier could include HVAC system tune-ups only, while your better package offers same-day emergency service and priority repairs. Your best package would include all those services plus a discount on spare parts.

READ MORE: Free HVAC parts markup chart [+ markup calculation guide]

To easily present these tiered options to customers, you can create a quote in Jobber that includes optional line items—like this example:

Example of good better best pricing for an HVAC service contract on a quote made in Jobber

When viewing a quote sent with Jobber, a customer can click which service package they want. Once they sign the quote, you can convert it to a job, assign it to your service techs, and share all the job and client details for their site visit.

Screenshot showing how to convert a quote to a job in Jobber

How to get HVAC contracts approved

Once you’ve sent your HVAC service contract, keep following up with your potential customer until you get approval. Reach out every 2–5 days with a quote follow-up email to remind customers to sign the HVAC contract.

In your reminders, ask customers if they have any questions about the contract terms. Stay patient and empathetic when talking through a customer’s concerns or doubts—they need to trust you before committing to this long-term commitment.

Then, using Jobber, you can collect your customer’s signature online through client hub and make the service agreement official.

Example of a quote signature in Jobber

Using HVAC service software, you’ll easily keep track of every contract waiting to be signed. Staying organized before you start every HVAC maintenance agreement will help you hit the ground running as soon as you close the sale.

Originally published in May 2019. Last updated on December 12, 2022.

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