One very efficient way to attract your potential client’s attention is to be closed to her concerns. For some of them, worldwide Energy and Climate issues, and the way they can help improve through their firm, is an important topic. As a consequence, your sales teams need to know the main figures and facts related to these issues.
Moreover, even for a priori non-interested potential client’s, Energy and Climate insights are a useful tool to introduce a sales meeting. Indeed, nobody will refuse to talk about climate change or energy depletion!
We used to say that while asking a question to experts, you would receive as many answers as experts you ask your question to. No reason to be different in Energy Efficiency. Thus, Energy Efficiency engineers would legitimately give different answers depending on their own expertise (metering, automation, thermal, electricity and so on) and on the firm/product line they belong to.
My personal answer based on field experience is the following: You should start your Energy Efficiency project certainly not with an offer! Neither an audit, nor a metering systems’ installation. You should start it with questions and a genuine ability to listen to your client’s answers. Finally, this is basically a regular sales approach sometimes some engineers tend to negligate a little bit too much.
You feel disappointed. You’ve just presented your amazing Energy Efficiency offer to one of your leads, and it turns out that your client doesn’t seem to be completely convinced by your solution. Yet, the payback time is very decent, the investment not very high and compatible with your client’s budget and the solution is technically guaranteed. Sounds familiar?
As seen in a previous post, there are many different hurdles proactive Energy Efficiency solutions providers have to face. And even though your solution looks great, sometimes you need to align your client’s representatives’ interests. One of the means to do so is to make your offer sexy. How could it be done? Many ways of doing so.
It’s Friday 6pm. And you’re coming back home after a hectic week at your Energy Efficiency solutions company. While traveling in the train, you ask yourself: “why is it so hard to sell my amazing Energy Efficiency products? Why was it easier to sell financial products in my past life?”
Proactive Energy Efficiency entrepreneurs have to face several barriers (some of them have been here detailed in this blog). It’s possible to give your client deals the best chance for success. To do so, you may want to implement some wise solution strategies.
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Double your sales by implementing solutions strategies
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