Could it be that your customers are already looking for what you’re selling, and they just don’t know it yet?
Homeowners want lower energy bills, better efficiency and a smaller environmental footprint. These goals are achievable through home electrification, even for those who’ve never heard the term “heat pump.”
That’s where you come in. Plumbers and HVAC installers have a chance to step beyond the role of technician and become trusted advisors, helping homeowners understand the benefits of electric appliances over gas and other fossil fuel options.
To close the knowledge gap between what customers want and what you offer, it’s time to move beyond price quotes. Here’s how to talk about the value of electrification and introduce solutions such as GE Profile™ GEOSPRING® Heat Pump Water Heaters and GE Connect Series Heat Pumps.
KEEP IT CLEAR, NOT COMPLICATED
Electrification of a home refers to installing electric-powered alternatives to appliances that burn fossil fuels such as natural gas, oil and propane. For homeowners, that could mean replacing an HVAC unit with a heat pump that can handle both heating and cooling or replacing natural gas water heaters with electric-powered options.
Homeowners may wonder, “Are electric water heaters better than gas?” or “Why would I want a heat pump for heating and cooling?” Educating customers on the advantages of home electrification allows you to explain what electric appliances do and why they might be a better choice for some homes.
Consider these top advantages of electrification:
Energy Transfer Versus Generation: Heat pumps move heat rather than generating it, which is far more efficient — and less expensive — than appliances that rely on fossil fuels. When explaining this difference, use comparisons that consumers can easily grasp. For example, a refrigerator is warm in the back because it pumps heat out to keep its contents cool. A heat pump works the same way.
Lower Bills: Everyone loves a home with lower energy costs. Rewiring America estimates that totally electrifying a home (from solar panels to electric cars) can result in approximately $172 in monthly savings, which totals around $2,000 per year. Heat pumps and heat pump water heaters are estimated to offer annual operating savings of more than $200 each.
Future-Proof Your Home: Energy-efficient and electric homes appeal to buyers if the homeowner decides to sell in the future. Numerous studies have shown that energy-efficient homes have higher sale and resale prices, anywhere from 2% to 8%, according to Energy Star. Electrification improvements make their home more desirable and could give them the edge in a tough market.
Performance and Comfort: Heat pump water heaters are designed to operate for 10 to 15 years (as opposed to 8 to 12 years for natural gas water heaters) and perform with minimal standby heat loss, further contributing to efficiency.
When it comes to heating and cooling, heat pumps provide superior comfort in the home. With the precise and consistent temperature control, heat pumps move conditioned air more evenly and continuously, allowing homeowners to say “so long” to uncomfortable hot and cold spots. Plus, these systems offer improved humidity control, which makes the air feel cooler and helps to prevent mold growth and dust mites. These benefits are especially pronounced if the homeowner is looking to replace their current system.
BE TRANSPARENT ABOUT COMMON MISCONCEPTIONS
Your more knowledgeable customers may already have common misconceptions about electrification or heat pumps. It’s important to address these items head-on to provide full transparency and encourage trust.
Common Misconception: It’s too expensive.
Fact: While the initial cost of electrification might be higher than some traditional systems, the energy efficiency gained often leads to lower operating costs over time by factoring in energy prices and long-term savings. Plus, initial costs can even be offset through rebates and possibly state or federal tax credits. Find rebates in your area with the GE Appliances rebates website.
Common Misconception: Heat pumps don’t work in cold climates.
Fact: Cold-climate heat pump technology has been refined to perform efficiently even in freezing temperatures. GE Appliances models labeled “Cold Climate Comfort” are rated for heating down to –22°F and are Energy Star–certified to deliver superior performance, even in extreme conditions.
Common Misconception: There won’t be enough hot water.
Fact: Modern electric and hybrid units are more than capable of providing enough hot water. For example, the GE Profile GEOSPRING Heat Pump Water Heater with FlexCAPACITY can flex its 50-gallon tank to act like an 80-gallon tank, providing 60% more hot water when needed.
TAILOR THE CONVERSATION TO YOUR CUSTOMER
Not every customer is motivated by the same thing. Ask open-ended questions to uncover their priorities:
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“What are your biggest concerns with your current system?” (e.g., high bills, inconsistent comfort)
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“How important is indoor air quality to you and your family?”
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“Are you interested in reducing your environmental footprint?”
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“Have you thought about ways to make your home more energy efficient?”
By shifting your sales approach from simply selling units to educating and empowering consumers with knowledge about the significant benefits of electric appliances, you can not only meet growing demand but also build stronger, more trusting relationships that lead to long-term success for your plumbing or HVAC business.
Ready to start the conversation? Learn more about how GE Appliances provides Air & Water Solutions today for professionals like you.