How to Present Menu Pricing on Duct Cleaning Jobs With The New Flat Rate!

How to Present Menu Pricing on Duct Cleaning Jobs With The New Flat Rate!

Written by: The New Flat Rate

Duct cleaning is one of the most under-presented services in the field. Not because it isn’t needed. Not because homeowners don’t care.

But because technicians either:

• Feel awkward bringing it up

• Throw out one price verbally

• Or skip it entirely
  
  

For owners, that means lost revenue. For techs, that means missed opportunity.

The problem isn’t duct cleaning. The problem is presentation. And that’s where menu pricing changes everything.

Why Duct Cleaning Should Be a Menu — Not a Verbal Price

When you give one flat number for duct cleaning, the homeowner hears:

“Yes or no?”

When you present structured options, the homeowner thinks:

“Which one makes the most sense?”

That shift is huge.

Indoor Air Quality services like duct cleaning are rarely emergencies. They’re improvements. And improvements require comparison.

Menu pricing creates that comparison naturally. Instead of convincing, you’re offering choices. That’s a completely different dynamic.

For Technicians: Stop Deciding for the Customer

One of the biggest mistakes in the field is pre-qualifying the homeowner in your head.

• “They won’t go for this.”

• “They just want the repair.”

• “This house doesn’t look like they’ll spend money.”

So the tech never presents duct cleaning.

Here’s the reality:

It’s not your job to decide what they’ll buy. It’s your job to present solutions.

If you identified excessive dust, poor airflow, contamination, aging ductwork, or IAQ complaints then you have an obligation to present it.

Menu pricing removes the emotional pressure from that moment.

You’re not pushing.

You’re presenting.

Then you turn the tablet around and let them choose.

For Owners: Your Techs Don’t Need to Be Salespeople

Owners often struggle with IAQ services because they assume:

“My guys aren’t salespeople.”

Good news, they don’t need to be. Menu pricing does the heavy lifting.

When a technician can say:

“While I was inspecting your system, I noticed some concerns with your ductwork. I built out a few options so you can see what that would look like.”

That’s not selling. That’s professional communication.

The structure of The New Flat Rate eliminates the need for negotiation, price justification, or awkward persuasion.

Your technicians simply:

1. Identify the issue.

2. Build the options.

3. Present the menu.

4. Let the homeowner decide.

That’s repeatable. That’s coachable. That’s scalable.

When to Present Duct Cleaning as a Menu

Duct cleaning should be presented when you see:

• Heavy dust buildup

• Airflow imbalance

• Contaminants or debris

• Odor issues

• Mold concerns

• Allergy complaints

• Aging duct systems

It should feel like a natural extension of an IAQ conversation, not a surprise add-on at the end.

The key is positioning.

You’re not saying:
“Do you want your ducts cleaned?”

You’re saying:
“Here are your options for improving your indoor air quality.”

That language matters.

Choosing the Right Level: Protecting Margins in the Field

Menu pricing only works when it’s priced correctly. Level 1 is the starting point, not a catch-all solution.

Technicians should move up a level when:

• The job will take longer than the base allowance

• Additional equipment or labor is required

• The lowest level won’t fully solve the issue

Owners: this is where coaching matters.

If techs constantly default to Level 1 to “make it easier to sell,” you’ll see callbacks, reduced margins, and frustration.

Proper presentation includes proper scope. We don’t sell band-aids. We solve problems.

The Psychological Advantage of Menu Pricing on IAQ Jobs

Here’s what happens when duct cleaning is presented properly as a menu:

• The homeowner feels in control.

• The technician feels less pressure.

• The conversation becomes about value — not price.

Even older homeowners appreciate structured options.

It feels organized.
It feels transparent.
It feels professional.

And professionalism builds trust.

The Most Common Mistakes (And How to Fix Them)

Mistake #1: Apologizing for the price
Fix: State it confidently and move on.

Mistake #2: Over-explaining every detail
Fix: Let the menu and script guide the conversation.

Mistake #3: Only showing one option
Fix: Always present the full menu.

Mistake #4: Skipping it entirely
Fix: If you identified it, present it.

Remember: if it’s never shown, it’s never sold.

Final Thought for Techs and Owners

Duct cleaning isn’t about upselling. It’s about offering solutions that improve system performance and air quality.

Menu pricing simply gives structure to that conversation.

For technicians, it removes pressure. For owners, it creates consistency. And for homeowners, it creates choice.

When you present it correctly, you don’t feel pushy. You feel professional.

Want to learn more about The New Flat Rate?

Give us a call at 706-259-8892. OR schedule a demo by clicking the button below!