The average HVAC service call pays between $150 and $300. But the average HVAC technician who upsells consistently? They're generating $400 to $700 per visit — from the same call, the same truck, the same labor cost.
The difference isn't luck. It's having the right words ready at the right moment. This guide gives you word-for-word scripts for the six most common upsell opportunities, plus a system for turning those scripts into habits your entire team actually uses.
Why Upselling in HVAC Is Different
HVAC upselling isn't about pressuring someone into a purchase. Homeowners hire you because they don't know what they don't know. When you spot a problem they haven't noticed — a clogged drain line, a filter six months overdue, an IAQ issue affecting their family — telling them about it is a service, not a sales pitch.
The frame matters. You're not selling. You're reporting what you found and giving them a choice. That mindset shift is step one. The scripts below are step two.
The 6 HVAC Upsell Opportunities
| Upsell Type | When to Offer | Avg Revenue Add |
|---|---|---|
| Maintenance agreement / tune-up | End of any service call | $150–$350/year |
| Air quality products (filters, UV, purifiers) | Tune-up or IAQ inspection | $200–$800 |
| Thermostat upgrade (smart/zoned) | Any call on older system | $150–$400 installed |
| Drain line / condensate treatment | AC service in summer | $40–$120 |
| Duct cleaning or sealing | Any system complaint or older home | $300–$800 |
| Equipment replacement / system upgrade | 10+ year old system or major repair | $4,000–$12,000+ |
Pick two or three that fit your business and build the habit there first. Don't try to offer all six on every call.
Script 1: Maintenance Agreement Upsell
After completing any repair or tune-up
This is your highest-leverage upsell because it creates recurring revenue and locks in the customer. Before you leave, pull out your tablet or a simple sheet.
Get permission to share
"Mr. Johnson, everything is running well now. Before I head out — can I take 60 seconds to show you something that most of my customers end up thanking me for later?" (Wait for yes.)
Present the plan as insurance
"We have a maintenance plan that covers two tune-ups a year — one before summer, one before winter. It also bumps you to priority scheduling if something goes wrong, and you get a discount on any parts we need. A lot of people think of it like insurance for their system — small amount each month, and it keeps you from getting hit with a big repair at the worst time. Most folks do it for under $20 a month. Want me to walk you through what's included?"
If they hesitate
"No pressure at all — I'll leave you a card with the details. The main reason people sign up after the fact is they remember sitting without AC in July waiting three days for a tech. With the plan, you're always first in line."
Script 2: Air Quality / Filter Upgrade
WHEN: During any tune-up or inspection where you pull the filter. SETUP: Hold up the filter (or show a photo) while you explain. "So I pulled your filter and wanted to show you this before I put it back. [Describe what you see — dirty, wrong size, wrong MERV rating.] This one is doing about 60% of the job it should be. It lets a lot of fine particles through — dust, pet dander, that kind of thing. For a lot of families, especially with kids or allergies, that matters more than people realize." "We have a few options depending on how much you want to address it. At the basic end, I can swap in a higher-grade filter for you today — it's [price] and you'd want to change it every 60–90 days. Or if you want to solve it more permanently, we install UV air purifiers and whole-home filtration systems that handle it automatically. Want me to do a quick walkaround and give you a quote on what that would look like?" KEY TIP: Never say "you should" — say "a lot of families in your situation." It removes the pressure and adds social proof in one phrase.
Script 3: Smart Thermostat Upsell
WHEN: You spot an old manual or basic digital thermostat during any service call. "Quick question — how do you normally control your AC when you're away from home? Like if you leave for work in the morning?" (Let them answer.) "That's one of the biggest ways people run up their energy bills without realizing it. The smart thermostats we install — we use [brand you work with] — actually learn your schedule and adjust automatically. Most homeowners see their energy bill drop 10–15% in the first year. Installed, it's [price]. At that rate, it usually pays for itself in 12–18 months. Want me to see if your system is compatible — takes about 30 seconds?" WHY THIS WORKS: You asked a question before pitching. You let them describe their own problem. The pitch came after they told you they needed it.
Script 4: Drain Line / Condensate Treatment
WHEN: AC season. This is a fast, low-cost add-on that prevents a common headache. "While I was in there, I cleared your condensate drain — it was starting to build up. This time of year we see a lot of water damage from clogged drains, especially in [your region]. For [price], I can add a condensate treatment tablet that prevents buildup for the next 12 months. Takes me about 2 minutes to put in. Want me to add that?" KEY PHRASE: "Want me to add that?" is softer than "Would you like to purchase." It frames the action as something you're doing for them, not something they're buying from you.
Script 5: Duct Cleaning or Sealing
WHEN: During any call where the customer mentions inconsistent temperatures, high bills, or dust. "How long have you been in this house? And do you know when the ducts were last cleaned or inspected?" (Most customers won't know.) "Most ducts should be cleaned every 3–5 years. In older homes especially, there's also usually some leakage at the connections — anywhere from 20 to 40 percent of your cooled air can escape into your attic before it ever reaches your rooms. That's essentially paying to cool your attic. We do a duct inspection and sealing service — want me to do a quick visual check while I'm here and give you a number? No obligation, just gives you a baseline."
Want this running automatically?
ServiceHub automates follow-ups, reminders, and booking confirmations so nothing falls through the cracks.
Script 6: Equipment Replacement Conversation
WHEN: The system is 10+ years old, or a repair cost exceeds 50% of replacement cost. This is the upsell that requires the most finesse. The goal is to educate, not to scare. "I want to be straight with you about what I'm seeing. This system is [X] years old, and the repair we're looking at today is [cost]. Industry rule of thumb is that when repair cost hits 50% of replacement cost, it usually makes more financial sense to replace — especially because a newer system will run 20–30% more efficiently, which saves you on bills every month." "Here's what I can do: I'll fix this today so you're not without AC. And I'll put together a replacement quote you can look at on your own time — no pressure. That way you have both options in front of you and you can decide what makes sense for your situation. Fair?" KEY: Always offer the fix first. It builds trust. Then introduce replacement as their option, not your recommendation.
How to Build Upsell Habits Across Your Team
Add upsell items to your inspection checklist
If the checklist asks "filter condition: good/fair/poor" and "thermostat type: manual/digital/smart," your techs will notice these things every time — and noticing creates the conversation opener.
Role-play once a week
Take 10 minutes at your Monday morning meeting. One tech plays the customer, one plays the technician. Rotate. It feels awkward at first. That awkwardness goes away after two or three sessions, and the confidence on actual calls goes up significantly.
Track it in your job software
If you can see which tech offered maintenance agreements this week and which didn't, you can coach. You can't improve what you don't measure.
Celebrate the win, not just the revenue
When a tech lands a maintenance agreement, call it out in your group chat. Recognition creates repetition.
How Automation Increases Upsell Conversions After the Visit
Not every customer says yes on the day. A homeowner might genuinely be interested in a maintenance agreement but need to talk to their spouse, check their budget, or just not be in decision-making mode during the service visit.
Automated follow-up is how you convert those "maybe later" customers without your techs having to remember to call.
Day 1 after visit
Text with a summary of what was found and what was recommended — keeps you top of mind, adds credibility.
Day 3
Short follow-up with a link to your maintenance plan or IAQ page.
Day 14
Final nudge: "We're booking our next round of tune-ups, wanted to see if you'd like to lock in a time."
The Simple Math
average ticket today (industry baseline)
$220
of calls where you land one successful upsell
30%
extra revenue per month (30 upsells × $150 avg)
$4,500
extra revenue per year — from the same call volume
$54,000
How ServiceHub Automates Your Upsell Follow-Up
Most upsells that don't close on the day convert 3–14 days later — if you stay in contact. ServiceHub automates that follow-through so your techs focus on the visit and the software handles the rest.
- Post-Visit Sequences: Automatically send a visit summary and recommended upsell within minutes of job completion.
- Day 3 + Day 14 Nudges: Follow-up texts go out on schedule without anyone having to remember.
- Maintenance Agreement Tracking: See which customers have been offered a plan and which haven't across your whole team.
- Technician Dashboards: Track upsell offer rates per tech — so you know who to coach and who to celebrate.
?FAQ: HVAC Upselling
Which HVAC upsell should I start with?▼
How do I upsell without feeling pushy?▼
What if the customer says the price is too high?▼
How do I get my techs to actually use the scripts?▼
Is it ethical to upsell on every call?▼
Turn every service call into more revenue
ServiceHub automates post-visit follow-up so your upsell offers keep working after the truck leaves.
Keep Reading
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Set up HVAC maintenance subscription plans to turn tune-ups into predictable recurring revenue.