Homeowners are most anxious when it comes time to make relatively expensive home improvements.  Replacing a heating and air system can cost anywhere from 5-10k.  Homeowners want to know that they are getting the best deal possible.

The problem homeowners face is that they are usually not prepared to speak intelligently to heating contractors about the minutia of HVAC systems.

Here are 5 tips for homeowners who want to prepare to negotiate with heating contractors.

1. Asking the contractor to match a competitor’s lower bid is usually a dead-end.  You probably won’t know enough about different brands or products to make a convincing argument.

2. Ask the contractor to help you understand why their bid is higher than a competitor’s.  Either you will discover a flaw in the latter’s price quote, or the former will have to prove that he is offering you something better.

3. Ask for a discount by explaining that you like the particular model they offer, but that it is outside of your budget.  Ask the contractor to help you make it work with your budget.

4. Offer better payment terms, such as payment in cash upon completion of the job, to make it easier for the contractor to give you a discount.

5. There’s more to negotiate for than price.  Service and maintenance contract, free accessories, and labor warranties are also on the table during negotiations.