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In the May 2021 Snapshot Survey, contractors share their philosophies and strategies for tech selling vs. lead turnover to help you incorporate best practices in your contracting business. Here’s one survey question and its results from the summary report, which will be available in its entirety to EGIA members on 6/26/21.

What is the sales philosophy inside your company pertaining to the role of the technician?

EGIA Snapshot Survey - tech selling vs. lead turnover

With the right mindset and training, your technicians have the ability to be a substantial source of lead generation. But because they aren’t seasoned salespeople, contractors have different philosophies on how techs should handle leads. According to our survey, 47% of home services companies reported that they feel comfortable allowing their technicians to sell add-on and accessory products, as well as service agreements, but must turn over replacement leads. An additional 41% said techs can sell anything and only 12% said their techs are not allowed to sell at all. The data suggests that companies without the means to train their technicians on selling priniciples prefer to have techs hand over leads to sales.

Here’s what an HVAC contractor from Toronto said in the survey:

“We have recently adopted a lead turnover approach for system replacement that has resulted in higher average tickets and benefit both service and sales by sharing a percent of the commission. It has turned to a team approach rather than the service department competing with the sales team.”

EGIA members can click here to log in and access all of EGIA Contractor University’s tech selling training within the Contracting Best Practices Library.