Many heat-pump jobs are not lost on price. They are lost because the homeowner leaves the visit unsure what they are buying, whether the rebate applies, and what the monthly cost would be. This service rebuilds your quote and the conversation around it. It is sales and marketing advice; sizing and design stay with your licensed technicians.
What usually goes wrong
When we review heat-pump quotes, the same problems come up:
- Too many options. Five systems on one page, each with different efficiency figures, so nothing feels like a clear recommendation.
- Rebates as promises. "$7,500 off" printed as if it were a discount, when the program, not the contractor, decides eligibility.
- Savings claims without support. Statements about lower bills that cannot be backed up. The Competition Bureau notes that the Competition Act prohibits performance claims not based on adequate and proper testing, and that environmental claims are assessed on their general impression.
- Hidden fees. Mandatory charges left off the headline price. The Bureau's drip pricing guidance explains why that is a problem.
- Financing mentioned too late, after the homeowner has already decided the total is out of reach.
How we rebuild the quote
We work through a simple sequence.
- One recommendation, one or two alternatives. Lead with the system your technician recommends for this home, and show the alternatives as trade-offs, not a menu.
- Plain-language comparison. Comfort, backup heat, noise, ductwork changes and maintenance, in a short table rather than a paragraph of model numbers.
- Program section with honest wording. The program name, the published amount, a link to the official page and the date checked, plus a line saying eligibility is decided by the program.
- Total price including mandatory charges. No surprises on the final invoice.
- Financing as an option, early. If you offer third-party financing from a licensed lender, introduce it as one way to pay, and let the lender explain terms.
A worked example of the numbers
Suppose a ducted cold-climate quote totals $16,000 including all mandatory charges, and the homeowner may qualify for a published program rebate of $2,000. Show it like this:
| Line | Amount |
|---|---|
| System, installation and required charges | $16,000 |
| Program rebate the homeowner may qualify for (paid by the program, subject to its rules) | up to $2,000 |
| Net cost if the rebate is approved | $14,000 |
That layout is honest, easy to read and makes clear who pays the rebate. Replace the figures with your own and with the current program amount for your province.
What you receive
- a revised quote template for each of your launch offers
- a conversation guide for in-home and video quotes, with placeholders such as [Customer name] and [Program name]
- program wording that names, links and dates each program without promising eligibility
- a short financing explanation to use with lender materials
Scope and timing are confirmed in writing in your proposal.
How results are measured
Track quote-to-job close rate by offer, average days from quote to decision, and the share of quotes that include a program. A clearer quote should shorten decision time, even before close rates move.
Who this is for
This service suits companies that already generate heat-pump enquiries but convert too few into jobs, and companies about to launch that want to get the quote right from the first visit. It also helps owners whose technicians run quotes themselves and want a shared structure, so the customer hears the same clear explanation no matter who visits.
Mistakes to avoid
- Quoting by phone without a visit or proper assessment. It invites callbacks and disputes.
- Letting the rebate drive the system choice. Recommend what fits the home, then show which programs may apply.
- Copying a competitor's quote. Their warranty, labour and callback costs differ from yours.
If you have not yet chosen your offers, start with equipment-line decisions. For a sample conversation outline, read the quote conversation guide, or call, text or email us.
Frequently asked questions
Do you arrange financing for our customers?
No. We help you explain and market financing that licensed lenders or programs offer. We neither lend nor broker, so rates and approvals for a heat-pump loan always come from the lender itself.
How many options should a heat-pump quote include?
Usually two or three. One option rarely feels like a choice, and five overwhelms most homeowners. We help you decide which options belong together for each home type.
Can we put rebate amounts on the quote?
You can show the program's published amount and link to it, with clear wording that eligibility is decided by the program. Avoid presenting the rebate as already deducted unless the program pays you directly and has approved the customer.
Will you sit in on our sales calls?
We review recorded or written material, quote samples and your call notes, and we can run video sessions with your team. We do not attend in-home visits.
Sources
- Competition Bureau: Environmental claims and greenwashing (2026-10-23)
- Competition Bureau: Drip pricing (2026-10-23)