The Air Conditioning Contractors of America (ACCA), the nation's largest association of indoor environmental systems professionals, will hold its third annual National HVACR Residential Marketing & Sales Forum on April 4 & 5 in Arlington, Virginia.
For the third annual event, ACCA has developed an exciting new program featuring five of the most successful contractors in America, covering four of the most important topics in sales and marketing.
Among the topics being covered in this interactive two-day forum are:
Want more (profitable) sales? It starts with your company’s culture. Jackson & Sons, Inc. in Dudley, North Carolina, will give you valuable insight into how to compensate and incentivize your employees, how to treat them, and how to structure your business, and develop and implement strategy (not just goals).
Waiting for your phone to ring is like throwing darts at a dartboard while wearing a blindfold. Hobaica Services in Phoenix, Ariz., will share tips that will help contractors figure out who their true potential customers are, how to find them, and how to attract them.
A successful close doesn’t just happen at the end of your conversation. It begins before the conversation starts, showing customers how to say “yes” when you want them to. Isaac Heating & Air Conditioning in Rochester, N.Y. will explain how to take a customer’s objections and use them to close the sale, while building a case for the customer to accept the experience.
Closing a sale to one customer, once – it’s hardly worth the bother! Peaden Air Conditioning, Heating & Plumbing in Panama City, Fla., will share techniques to turn customers into lifetime clients by building a strong connection through service programs, community outreach, and referral rewards.
The panel-style forum along with the new “rapid roundtables” will be moderated by industry veteran Larry Taylor, trailblazing president of AirRite Air-Conditioning Company in Fort Worth. As master of ceremonies, Taylor will tie the discussion together, ensure plenty of interaction, and help attendees get all their answers questioned (and their answers questioned).
A special keynote presentation from HVAC sales guru Drew Cameron will help you discover the hidden weaknesses that sabotage salespeople’s performance. He will help you remove the shackles to your success and leverage maximum top line sales and drive bottom line profit performance.
Sharon Roberts will also help you figure out how your non-verbal communications affect your company and translate what your actions mean and show you how to close more sales by controlling your message, during her powerful closing presentation.
"The 2011 RMSF is not like any other event offered in the HVACR industry," says Kevin Holland, ACCA senior vice president business operations & membership. "We have brought in some of the best contractors from all over the country to give participants the ‘inside scoop’ into what they have done to grow their businesses and makes them more profitable. Couple that with two powerhouse sessions from leading sales and marketing trainers, and contractors won’t be able to find this caliber of training anywhere else."
Contractors registered for the Residential Marketing & Sales Forum can stay an extra day and participate in the annual Washington Fly-In for no additional charge. The Fly-In takes place on April 6, and gives contractors that opportunity to make a difference for their business, the industry, and our nation by meeting with their Congressman and Senators.
Full program details and registration are available online at www.hvacsalesforum.com or call Vickie Ellis at 703-824-8856. Early bird registration is $450 until February 17, after which the fee increases to $495. Space is limited; once the room is full, registration will close.
The RMSF will be held at the Sheraton Crystal City on April 4 & 5. A block of discounted rooms has been held until March 4; hotel reservations should be made by calling 888-627-8209 and mention ACCA for the special rate of $199 plus tax.
For over forty years, ACCA has served the nationwide educational, policy, and technical interests of the small businesses who design, install, and maintain indoor environmental systems. For more information, visit www.acca.org.
Jackson Systems, a 2011 ACCA Corporate Partner, is a proud sponsor of the 2011 ACCA Residential Marketing and Sales Forum.