how to sell energy efficiency
TRANSCRIPT
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Presents
How to Sell Energy Efficiency: What Your Customers Need to Hear.
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John Haithcock, Adros Energy Small Business Owner-Operator
White Pine Builders 18 years Adros Energy 2 years
Massachusetts Construction Supervisor International Ground Source Heat Pump
Association(IGSHPA) Certification North American Board of Certified Energ
Practitioners(NABCEP) Certification Building Performance Institute Analyst Residential Energy HERS Rater EPA Certified Renovator
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Overview of Presentation The Process
What Do Customers Want to Hear
Selling Techniques
Questions
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The Process Advise customer to follow a process that
starts with analysis, improved efficiency followed by renewables.
Steps in the Process Energy Audit or HERS Rating Efficiency measure or Energy Star build High Performance HVAC Renewable/Alternative Energy
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Why Energy Audits Audit Results show:
Energy Efficiency of home How to improve comfort and quality How to lower energy/operating costs How to improve property value How to make home attractive to buyers
who seek energy efficient homes
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Why Energy Star Building Energy Star building practice results:
Improved Energy Efficiency of home Improved comfort and quality Lower energy/operating costs Higher property value Attract buyers who seek energy efficient
homes Homes Sell faster and at higher price!
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The Energy Audit
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The Audit Process Safety Audit
Test combustible appliances for safe emissions
Blower Door Testing Negative air pressure in the home
Find the air leaks Find insulation failures Inefficient appliances
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Adros Confidential
Thermal Imaging Thermal Scans of exterior walls and
windows Air infiltration shows as blue cold spots Heat loss shows as orange hot spots
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Audit Report Test performed Test Results Recommended Energy Efficiency
Measures Expected Savings from Improvements Energy plan in order of proirty
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Thermal EnclosureSystem:
• Insulation R-Value• Air Leakage• Insulation
Installation• Air Barriers• Thermal Bridging• High-Perf.
Windows• High-Perf. Doors
Energy Efficiency Measures
UPGRADES: HVAC and Appliances
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Example of Payback Expected blower door 1500 CFM @50 Actual is 4500 CFM @50 Savings could be estimated at 50% Air sealing cost is approximately
$2,000.00 Yearly savings is approximately
$2,000.00 Payback is one year Savings is $2,000.00 each year forward
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Payment Options Offer Payment Terms
Offer Financing
Offer discount for payment in full
Offer some sweat equity
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Doing the Right Thing Send Them Down the Energy Star Track Conservation First Envelope Performance Ventilation Requirements Advanced Lighting Domestic Hot Water Geothermal Solar Wind
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Partnerships Partnerships are a great way to
generate leads and share customer base
Partnerships can fill in holes in the process
Partner with an Audit Company Partner with a Trade you do not do
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What do Customers Want to Hear Some do not Know Education The Bottom Line Safety in the Home They can Trust You You have the Correct Training &
Certifications How long will you be around That they are making a good choice
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Education Home owners want to understand how
their home works They want to know how to fix the leaks It is up to us to provide them the
information they need Use hand outs provided by the EPA and
Energy Star
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The Bottom Line
50% Savings
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Know the incentives Learn what incentives are available
Federal
State
Local
Utilities
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Safety in the home
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They can trust you Give them good up to date references Have a book of jobs completed with
pictures and happy customers Find out the problem and let them know
you can fix it.
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Certifications and Experience Show them your certifications Explain why they are important Show pictures of jobs completed Show how results were positive
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You will be there when things go wrong Is the vehicle lettered or does it have a
slap on magnetic sign Your track record Problems you solved for other
customers
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That they are doing a Good Thing and making the correct choice Reducing their Carbon Footprint Reducing Dependence on Foreign Oil Keeping our Oceans Clean Preserving Places like Alaska Protecting the Ozone Preventing Wars for Oil
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Selling Techniques Customer Focused Selling
Relationship Selling
Three Closing Techniques
#1 Forgotten Sales Secret
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Customer Focused Selling Sell Solutions, Not Products
Focus on the Customer’s Needs
Every Customer is Different
Have a Dialogue, Not a Presentation
Put on Your Customer’s Shoes
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Relationship Selling People don’t buy from Companies, they
buy from People they trust. They have to know you They have to like you It happens in 10 Seconds
It’s a Long Term Investment in the Company’s Future.Maintain contact and follow-up
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Closing Techniques Understand Your Prospect
Help the person fix their problem
Be ConfidentTell them you can fix the problem and
will guarantee your work
Follow-Up Is KeyPut a plan together so follow-up is
automatic for sales that didn’t close
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#1 Forgotten Sales Secret Use the Right Choices
Would you like wine with your mealOr Would you care to order White or Red
The Question should not be able to be answered with a “NO”
Give your customers a Choice
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Adros Energy Located in Amherst, NH We are a professional organization
dedicated to reducing energy usage and finding solutions to future energy needs.
Our mission is capital savings through energy conservation, envelope performance, and the use of solar, geothermal, and wind alternatives.
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Thank YouJohn Haithcock
Adros EnergyOwner5 Northern Blvd, Suite 10Amherst, NH 03031603-880-6007John.haithcock@adrosenergy.comwww.adrosenergy.com