The majority of all sales presentations end without the salesperson formally asking for the order even once.

In part four of an ongoing series on service technician training, Weldon Long introduces the final steps of the R.I.S.C. process to show you how to provide solutions and more importantly, conclude your sales presentation by securing a “yes” or “no” answer. Plus, Gary Elekes shares his approach for tracking digital conversions.

All that and more, on this week's episode of Cracking the Code!

Watch now before it enters the EGIA members-only archive on 4/29.

Advertising through television and radio has been a long-lived marketing approach for reaching highly targeted audiences. But has broadcast advertising lost its luster in today’s digital landscape? In this month’s Snapshot Survey, we’re revisiting two previous surveys to understand how your company is currently utilizing tv and radio and how broadcast advertising has evolved over the last five years.

The EGIA Foundation is awarding 20 scholarships of $2,500 to students studying HVAC at an accredited community college, technical/vocational school, or other approved technical institute during the 2019-2020 academic year.

The last day for application submission is APRIL 30. Please share this opportunity with any high school seniors or recent graduates looking to advance their career in HVAC.

To learn more about the program and its eligibility requirements, or to apply, click below.

How long has the average technician been employed at your company?

Log-in to access this month’s research report on Employee Retention, along with more than six years of industry research archives.

We’ve assembled an all-star cast of industry titans to deliver you game-changing business expertise under the Vegas lights. Join us for 2 days of inspirational breakout sessions, dynamic networking opportunities, and powerful motivation from unforgettable keynote speakers – including television legend Jay Leno. Just listen to our previous attendee’s experience:

“I don’t know if you can put a price tag on the value of this conference with the amount of networking, information given and overall support for your business. Each speaker had endless amounts of knowledge.”

– Cathleen Helin, Northern Plumbing & Heating

Registration is now open for the event, with free tickets included at most EGIA membership levels. This event will sell-out, so don’t wait: lock-in your spot today!

The final EGIA Contractor University in-person workshop of our spring session kicks off tomorrow in Philadelphia!

There’s still time to take advantage of this training opportunity to help you elevate your consumer buying experience just in time for the summer rush.

There are few spots left – and the slate of fall workshops is still five months away – so sign up today while space is still available. As always, registration is free for EGIA Premium Members!

On ContractorConnect.org, Kenneth asked:

“I’m looking to see what shoulder season marketing campaigns have been successful. Any ideas would be appreciated.”

See other contractors’ and consultants’ feedback, and join the conversation yourself, on Contractor Connect – the latest EGIA member benefit free for all members.

In-Home Sales is one of the 10 core areas of curriculum available through EGIA Contractor University. For each core curriculum topic, online classes, in-person workshops and online library resources (videos, templates, and implementation tools) are available for EGIA members. To learn more about our in-home sales training, watch the intro video below and take the online class demo.