This Might Be You…
Tired of doing small jobs?
Not making enough profit from some of your services?
Not getting the repeat business or as many referrals as you would like?
Too often, homeowners only call a contractor to fix a symptom of a larger issue with their home, or don’t understand the full scope of benefits of investing in repairs and upgrades to improve indoor air quality in their home. This is where you can educate the customer about the causes of different issues that might be occurring that they never realized how to address.
This is where contractors can truly become the heroes to their customers.
This Could Be You!
Now imagine, you show up to fix an issue a homeowner has called you for, but you also offer a more wholistic approach. Start by asking some questions, such as:
- Have you noticed any musty smells?
- Does your upstairs feel much warmer than downstairs?
- Do you get a lot of allergy symptoms or headaches indoors?
Now, depending on the type of contractor you are and the services you offer, opportunities can differ; but rather than just showing up for an HVAC troubleshooting call, dig deeper (not literally, although maybe). Here are some ways you can offer more to your customers during those smaller or infrequent jobs to talk about their home’s overall indoor air quality.
1. Check Filters and Offer Regular Maintenance Services
Life gets busy, and it can be easy to forget to regularly change your HVAC’s air filter. Or maybe you’re not sure which filter is best or what your system needs. This can be particularly true for first-time homeowners. By offering a regular maintenance schedule, you can help your customers breathe easier, take the worry from them, and ensure their systems are running properly.
This also ensures you are providing them with consistent indoor air quality, helping them view your business more favorably (and potentially leaving you positive reviews!) Plus, this gives you more opportunities to touch base on any promotions or new services and remind them of your referral program, if you have one.
2. Conduct a Home Humidity and Moisture Assessment
Remembering to check an air filter is easy enough, but knowing the quality of the air coming through the vents of a home requires training and expertise. By conducting a home humidity assessment, you can paint a better picture of how efficient their HVAC system is running, what possible issues they could be having, and what the cost of not taking care of it versus the benefits of addressing it are.
Possible outcomes of doing a home humidity and moisture assessment could be a duct cleaning service, installing a whole-home dehumidifier, possible mold remediation, or in some cases, foundation repair and waterproofing. Each solution has different associated costs, but they all have an impact on their indoor air quality. While homeowners tend to be reluctant to throw money at things that aren’t an emergency, educating them on these issues, reassuring them what the proper remediations are, and explaining the benefits will help to build trust and showcase your knowledge, which often leads to favorable outcomes.
*Keeping relative humidity in the target range of 40–60% improves comfort, reduces allergy triggers, and protects the structure. In damp climates or in homes with basements/crawl spaces, dehumidification is often essential. (AprilAire Blog – Dehumidification)
3. Perform a Radon Inspection
While each state has different requirements to be licensed to perform radon inspection and mitigation, it might be worth considering adding this service if you’d like to be able to address more indoor air quality (IAQ) issues. This is one home improvement that should be made if the homeowner plans to eventually sell, as more buyers are having testing done, so you might as well benefit in the long run by having safer, healthier air while living in the home.
*With people spending more time indoors, homeowners are increasingly ready to invest in IAQ. That opens the door for contractors to offer a variety of solutions: filtration, ventilation, humidity control, purification, radon mitigation, and app-enabled controls. (AprilAire Blog – Air Quality)
Your Service Game Plan by Season/Occasion
Season
Contractor Action
Indoor Air Quality (IAQ) Benefit
Summer
Offer tune‑ups, humidity check, recommend dehumidification
Prevent mold, relieve humidity complaints
Year-Round
Inspect ventilation & filtration; explain the benefits of an upgraded filter (if applicable) and fresh‑air ventilators
Filtration of wildfire smoke, allergens, VOCs
During Renovations
Suggest IAQ solutions to control dust, VOCs, pollen
Keep indoor air healthy while work is underway
Whenever Doing HVAC Service
Talk about IAQ upgrades, even if customer calls for HVAC only
Build credibility and long‑term customer value
Positioning & Selling So Customers Can’t Say No
When you explain what improving the indoor air quality of their home will do for their health, their long-term savings, and the value of their home, it’s no longer about selling equipment and services—you’re offering better health, comfort, and energy savings. That’s what separates top-tier contractors from the rest. And when you partner with Nash Distribution, you’ll know that you’re offering some of the best solutions on the market to support your customers’ journeys to living in a safer, healthier home.