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Turning Mini Split
Leads Into Zoning Jobs.
Written by:
Ken Barton, Technical Sales, Arzel Zoning
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“A lot of times, people
don’t know what they want until you show it
to them.”
This quote from Steve Jobs is especially
true in the HVAC industry. People know that
certain rooms are uncomfortable but make the
assumption that because their parents' homes
had too hot or too cold spots, that is just
how the equipment works.
Those who decide they want better for their
homes’ system frequently turn to the
internet to begin researching ways to
correct their home comfort issues. A common
result for too hot and too cold Google
keyword searches? Mini splits.
Most contractors offer their preferred brand
of this equipment, however, one Arzel
contractor uses his mini split leads as a
spring board for a bigger sales opportunity,
a zoning system. After speaking to the
homeowner and asking a few key investigative
questions, the contractor can usually
determine whether the consumer would be
better served with a zoning solution.
Make the Case for Zoning
If the homeowner is trying to achieve
comfort for several hard to condition spaces
and they have forced air with duct work,
they are a better candidate for zoning than
mini splits. He explains to each homeowner
who fits this criteria that their problem is
getting comfort where its needed when its
wanted and can be corrected at a lower cost
than a new system.
Although zoning can be
more costly than an application using a
single mini-split, more often than not, the
homeowner reveals that their comfort issues
are throughout the home and they were
unaware a solution could correct the entire
home. They pursue the mini split option
because it puts a quick, relatively low cost
band aid on the spot they feel the most
discomfort such as an upstairs bedroom in
the summertime or basement. In these
instances, the contractor shared with me he
tells his customers they get more bang for
their buck when they improve their existing
system with zoning instead of installing
additional equipment to correct temperature
issues in one area.
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While the cost of a single mini split unit
is lower than a zoning system, the operating
costs and overall comfort benefits for a
whole home application pale in comparison.
Zoning systems provide better efficiency and
more comfort.
There is always a place for mini split such
as a converted space with no duct work,
boiler applications or homes with a need for
single area comfort improvement. After
learning how this contractor optimizes his
sales leads with zoning, I am certain there
are other homeowners out their needing the
guidance and knowledge of you, their comfort
expert. You have to go out and share with
your customers how you can raise their
comfort expectations of their existing
system. Remember, they don’t know what’s out
their until you, or your competitor, tells
them.
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