What to Do When Business is Slow: A Guide for Home Service Sales Teams

What to Do When Business is Slow: A Guide for Home Service Sales Teams

Follow-UpHome ServicesFeb 04, 2025

If you’re in the home services industry, you’ve probably noticed it’s slow this time of year. Some seasons often bring fewer calls, fewer leads, and a lot of frustrated salespeople waiting for opportunities to show up. But here’s the reality: waiting doesn’t pay the bills.

Whether you’re in HVAC, plumbing, or roofing (or any other industry), you’re sitting on more opportunities than you think. The question is: Are you ready to put in the work to find them?

Let’s break down how you can turn a slow season into a productive and profitable one.


Why It’s Slow and What That Means for You

Slow seasons happen. Homeowners aren’t rushing to replace their HVAC systems in January or fix their roof unless it’s urgent. But that doesn’t mean there’s no opportunity. In fact, most home service companies already have everything they need to succeed—they just aren’t using it.

Here’s the truth:

  • Your CRM, like Service Titan, is full of leads you haven’t followed up with.
  • Most customers you’ve quoted still haven’t made a decision.
  • Many past customers are ready for additional services—they just need a nudge.

It’s not that the work isn’t there. It’s that you haven’t worked the leads you already have.


Step 1: Work the Leads in Your CRM

Your CRM isn’t just a database; it’s your secret weapon during slow months. If you’ve been generating leads for years, you’re probably sitting on hundreds or even thousands of untapped opportunities.

Where to Start:

  1. Sort Leads by Status:

    • Look for leads marked as “closed-lost,” “estimate sent,” or “no response.” These are people who’ve already shown interest in your services.
    • Example: A plumbing company we worked with had over 500 “no response” leads in their CRM. By reaching out to just 20% of them, they closed $75,000 in additional revenue within three weeks.
  2. Create a Follow-Up Plan:

    • Call or text leads who never scheduled the service.
    • Send an email reminding them of their quote or offering a seasonal discount.

 


Step 2: Generate New Leads When It’s Slow

If you’ve worked through your CRM and still need more opportunities, it’s time to get creative. The best salespeople don’t just wait for leads—they go out and find them. This really boils down to your level of work ethic and how badly you want to meet new customers for your business.

Here’s How:

  1. Knock on Doors:

    • Visit neighborhoods where you’ve recently completed jobs. Bring flyers or door hangers with your contact info and a special offer.
    • Example: “We just finished installing a new energy-efficient HVAC system for your neighbor. Let us know if you’d like a free inspection!”
  2. Call Past Customers:

    • Offer them additional services or a tune-up.
    • Example: “Hi [Name], it’s been a while since we replaced your furnace. How’s it working? We’re offering a winter tune-up special if you’re interested!”
  3. Leverage Social Media:

    • Post helpful content, customer testimonials, or before-and-after photos. Encourage satisfied customers to tag you or leave reviews.

Step 3: Nurture Relationships with Future Customers

Not every lead is ready to buy right now, but that doesn’t mean they won’t in the future. Your job is to stay top of mind so that when they’re ready to make a decision, they think of YOU.

How to Build Relationships:

  1. Send Helpful Emails:

    • Share tips for maintaining their systems, like “5 Ways to Save on Heating Costs This Winter.”
  2. Keep Notes on Customers:

    • Use your CRM to track personal details, like what services they’ve shown interest in or specific problems they mentioned.
  3. Offer Free Inspections:

    • Give them a reason to engage with you again without committing to a big project right away.

A Success Story: Turning Slow Months into Big Revenue

A Midwest HVAC company we worked with was struggling last January. Leads had dropped by 40%, and their sales team was losing hope. Instead of accepting the slump, we helped them:

  • Re-engage old leads with a targeted follow-up campaign.
  • Train their team to call past customers and offer seasonal maintenance.
  • Launch a referral program to generate fresh leads.

The Result: They added $400,000 in revenue during what was historically their slowest month of the year.


Why Follow-Up is Your Best Tool

Here’s a statistic you can’t ignore:

  • 80% of sales require at least five follow-ups.
  • Most sales reps give up after one or two.

When you follow up consistently, you’re not just reminding customers about your services—you’re building trust, showing professionalism, and staying ahead of your competition.


Final Thoughts: Action Over Excuses

Slow months don’t have to mean slow sales. If you’re willing to put in the work, January can become one of your most productive times of the year.

Here’s what to do right now:

  1. Open your CRM and start calling those old leads.
  2. Knock on doors, call past customers, and create your own opportunities.
  3. Follow up, follow up, follow up.

Remember, the best sales reps don’t wait for leads—they create them.

If you’re ready to learn how to maximize slow months and build a follow-up system that works, we can help. Let’s make this your most profitable January/slow season yet.

Click here to get started.