HVAC

Sales &
Marketing
Workbook
Volume

01
 How Planning Adds Value

It’s just a few sheets of paper, but what you plan will change your business. Use this
workbook to think through your biggest problems and find solutions that you can put into
action. After you finish this book, you can put your plan in motion and start taking your
business to the next level.

Use this space to write about what you want

your business to look like in one year.

HVAC Sales & Marketing Workbook | Volume 1 2

 Goal Setting

Use this page to create a Wish List for your business in these three areas. Writing down
your goals will make them crystal clear when you begin to take the steps required to
achieve them.

Business Strategy for example– Increase revenues by XX%, be more productive, fill open positions

Revenue Generation for example– Get more leads, increase average job size, sell more
high-efficiency systems

Professional Development for example– Increase technical, sales, and leadership skills

HVAC Sales & Marketing Workbook | Volume 1 3

 Resource Inventory

Are you using your existing resources effectively? Use this space to think about what you
already have and how you can get more out of it. Do you have anything you can leverage
in the following 4 areas?

Technology

Team organization and positions

Partner and vendor relationships

Promotional opportunities

HVAC Sales & Marketing Workbook | Volume 1 4

 Charting Your Success

Now that you see what you want and what you have, it’s time to see where they meet in
the middle. List your goals from page 3 in the first column, and fill out the chart based on
what you think you can accomplish with your resources from page 4.

Goals Action Steps Timeframe Resources

HVAC Sales & Marketing Workbook | Volume 1 5

 Quick Solutions

Here’s a checklist of solutions that might help you meet your goals. See if you can check
off any of these boxes. If so, you’re moving in the right direction. If not, use it as a guide to
what you can easily accomplish to help increase sales.

Provide payment options to customers

Create and maintain a social media presence for

your company

Customer Testimonials on website

At least one sales all-star

Regularly schedule sales training

Good, Better, Best presentations for customers

Regularly checking industry trends

HVAC Sales & Marketing Workbook | Volume 1 6

Notes

HVAC Sales & Marketing Workbook | Volume 1 7