Leverage Discounts to Increase Revenue

What’s up,

This time around, I’ve got a lot to share, including a topic that’s a bit controversial in the home service arena: discounts.

• Should you offer discounts?

• Should you avoid them altogether?

• Should you only offer discounts at certain times?

We cover this, and a lot more, in the content to come ⬇️ 

PS: I’d love your feedback on our last podcast. Shooting it was a blast, so I hope you enjoyed it :)

Special Thanks To Hatch

Hatch takes the guesswork out of follow-up by automating multi-touch outreach across the entire customer journey—everything from speed-to-lead responses to reactivating old estimates.

If you’re not looking deeper into your pipeline, you’re seriously missing out on major growth opportunities.

Why It Works

1. Faster response times: Hatch’s AI-powered CSRs handle inquiries instantly, answering questions, booking appointments, and qualifying leads without skipping a beat.

2. Higher conversion rates: Prompt, proactive follow-ups ensure every lead gets the attention it deserves, boosting close rates and customer retention.

3. Streamlined lead management: With centralized tracking and automation, you can standardize outreach, save time, and scale efficiently.

4. More revenue, less burnout: By automating repetitive tasks, your team can focus on high-value interactions while reducing CSR turnover.

Discounts Don’t Mean Less Revenue

Discounting doesn’t have to mean lower profits. In fact, when done right, it’s one of the most powerful levers you can pull to fill the schedule, boost cash flow, and keep margins healthy—especially in slow seasons.

Here’s how to use discounts strategically to drive sales without wrecking your bottom line:

Smart discounting keeps revenue flowing

Most businesses slash prices only when they’re desperate. The pros? They plan ahead, negotiate hard, and make discounts work for them. NOT against them.

• Bulk buys make deep discounts possible – Instead of chasing one-off rebates, we negotiated a 30% discount on HVAC equipment by buying in bulk. That let us stay ultra-competitive while keeping margins intact.

• BOGO offers increase volume without gutting profits – “Buy an AC, get a furnace free” sounds like a steal, but installation fees keep profitability strong while driving more deals.

• Time-based pricing fills dead slots – If installers are sitting, it’s wasted money. Instead, we use a code-based system to offer 20% off next-day jobs, keeping crews busy without sacrificing margin.

Inside sales turn unsold estimates into cash

If your closing rate is 50%, that means half of your leads are just sitting there.

How much extra revenue could you pull in by closing even 10-20% more?

• Dedicated follow-ups = more closed deals – Our inside sales team closes $35K+ daily by re-engaging leads that didn’t commit the first time.

• Live closes prevent lost sales – If a technician struggles to close, an inside sales rep jumps in on the spot to present options and seal the deal.

• Discounts + urgency = action – A homeowner on the fence? Offer a limited-time discount tied to an open install slot and get them off the sidelines.

The takeaway? Discounts are a tool, not a crutch

By planning ahead, controlling costs, and using discounts strategically, you’re not just surviving shoulder seasons—you’re thriving in them.

Want to see exactly how we make this work?

Listen to this week’s episode for a deep dive into discounting strategies that drive real results. ⬇️ 

Listen on Apple Podcasts 
Listen on Spotify
Watch on YouTube

News, Resources, and More

💡 Reminder: It’s AC tune-up season. Now’s the time for your inside sales team to reconnect with every past customer and get those appointments booked.

📰 Cinch Home Services, one of the nation’s top home service providers, earned three Stevie Awards for excellence in customer service, including one Gold and two Bronze in the 2025 Stevie Awards for Sales & Customer Service. Congrats!

✉️ Homepros is an email newsletter covering the HVAC industry's biggest news and trends in just a three-minute read, for free. It covers everything from replacement demand and the new administration's impact on the industry to acquisitions and technology.

⚡Shout Out to FieldPulse⚡

Unfamiliar with FieldPulse? Here’s the TL;DR…

Businesses using FieldPulse see an average of 78% annual growth and are saving 5-10 hours a week on administrative tasks—that’s HUGE!

If you're looking to streamline your ops before you can dive deeper into training, FieldPulse’s CRM platform is a game-changer.

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That’s All For Today

What did you think of today’s newsletter? I need to know these things—that way I can give you more of what you want.

See ya next time,

John

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