Free prospecting kit · 40 pages · PDF
The commercial HVAC prospecting kit
A working kit for commercial HVAC and mechanical contractors who prospect facility directors, chief engineers and property managers. It is built around the facts that decide a commercial HVAC account: the incumbent, the equipment age and the month the maintenance agreement renews.
What's inside
- Gatekeeper, first-call and nurture scripts, with what to say when they push back
- A worked example: a full HVAC appointment call tagged step by step
- A six-touch email sequence and three LinkedIn messages, each with one question a facility director can answer
- Discovery questions for hospitals, hotels, schools, plants, warehouses and property managers
- Seven HVAC objections with what each means and what to say
- Account research sheet, 30-day cadence, qualified appointment checklist and handoff sheet
From the gatekeeper script“I'm trying to reach whoever looks after the heating and cooling equipment for the building. Would that be a facilities manager or a chief engineer there?”
