Selling and Performing Quality Duct Cleaning
|by Mary Dziak|
Each month we have training classes here at our facility. We not only train how to do duct cleaning, we also have a segment that outlines how to sell and price duct cleaning.
Air-Care has been cleaning air ducts since the late 1980’s. We were among the first duct cleaners here in Las Vegas and that is when we started manufacturing air duct cleaning equipment. As we learned this trade, we changed our equipment to fit the needs in the field. We manufactured our equipment for ease of use and with every change made it more efficient.
There have been stories in the national news lately about “scam” duct cleaners. These words are not ones we like related to our industry. There are ways to promote duct cleaning as a valuable service to the consumer. Unfortunately these “scam” or “bait and switch” ads just hurt our industry and make consumers skeptical of all of us.
Air-Care teaches and strongly believes that the only way to do duct cleaning correctly, is you have to clean everything that the indoor air touches. That means cleaning all the supply and return ducts, the air handler (furnace) and fogging the system. This is really “Air System Cleaning”. With the “bait and switch” ads that are out there, they advertise for primarily “duct cleaning” service although they don’t state that.
This “duct cleaning is just cleaning the air ducts themselves not “Air System Cleaning”. This is what puts you ahead of your competitors. The ads that you run should state “Air System Cleaning”. You really can’t put a dollar amount in your advertising because you wouldn’t be able to compete against the “$69” whole house ads. A good way to advertise is “Free No Obligation” inspection. This gets you in the door so that you can educate your customer of the differences in “duct cleaning” and “Air System Cleaning”. You can also offer a “free filter” or “free dryer duct service” instead of showing a price.
If you are hired to do a Air System Cleaning, then the first thing you do is clean the air handler. That should take 45 minutes to 1 hour to perform. After that you clean all supply and return ducts and than fog the system with a disinfectant and deodorizer. This should take 1 ½ to 2 hours to perform. Total on the job time should be around 2 ½ to 3 hours.
NADCA states that duct cleaning costs about $450 – $1000 nationally for Air System Cleaning. These are legitimate numbers, you don’t have to make up stories about mold or other problems that don’t exist to get the customer to want Air System Cleaning.
The worst story I have heard from others around the country is that there have been “so-called” duct cleaners come into a home, hook up a negative air machine and without going around to each duct, say that the ducts were cleaned. I don’t care how powerful of a negative air machine you have, if you do not disturb the debris in a duct system, it is not coming out.
Put yourself above the “bait and switch” competitors by advertising and doing the job with quality in mind.