Skeptical on Vacation Vouchers as a Closing Tool?

 See how We Care Heating & Air used Destination Motivation’s Vacation Vouchers to increase their closing rates by more than 15%!

About the company:

We Care Heating & Air offers locations in Georgia and Florida, helping residential homeowners with a wide range of heating, cooling, plumbing and insulation services. The company was founded more than two decades ago in the Warner Robins, GA area, before expanding to four locations. Their hard work and dedication have helped them become a trusted company for thousands of companies over that time. Their passion for helping people solve their problems is a key part of their sales process, and partially led to their decision to seek out DestinationMotivation as a way to add value for their customers.

Challenge: 

Rusty Cochran, the President of We Care Heating & Air (WC) was first introduced to Destination Motivation (DM) more than a year before becoming a client. He was skeptical about whether a Vacation Voucher strategy would really increase their closing percentage, and about how hard it would be to work into their process. After trying a number of alternate tactics, they ultimately decided it was time to try it out.

Solution:

After signing up with Destination Motivation, WC took advantage of the company’s sales training program to teach their comfort advisors the best way to integrate the Vacation Vouchers into their sales pitch. Working closely with the team at Destination Motivation, the partners collaborated to modify DM’s in-home collateral to match the approach that WC wanted to take. Rather than being skeptical, the comfort advisors quickly noticed that homeowners saw the value from the Vacation Vouchers and it was helpful in closing deals. They introduced the vouchers very early in the sales presentation, and left it on the table the entire time to keep the homeowner focused on the positive the vacation (instead of focusing on the negative of the unexpected and significant cost a system replacement often requires). With that shift, homeowners became much more focused on getting the job completed to earn the voucher rather than stalling for a better deal.

Result:

In the first two months alone, WC gave out nearly 60 Vacation Vouchers, and the comfort advisors reported that this was often the primary reason that homeowners decided to do business with the company. Close rates nearly doubled in just a month, reaching as high as 47%. This has been a win-win for the company and their customers: The sales team is happy because closing more deals means they make more money, and customers are happy because they get a free vacation to offset the cost of their replacement units. WC has now made the VacationVouchers part of every sales presentation they have.