We talk a lot about sales strategies and tactics that are appropriate for commercial and industrial prospects. These generally larger projects predictably yield larger returns for the customer; however, residential energy upgrades can produce compelling benefits for the customer as well, particularly if you reframe the savings and benefits in the right way. Over the course of the next two days, we’ll discuss some strategies for reframing the value of enhanced efficiency when selling to homeowners.
Comfort
- Improved indoor air quality
- Better temperature control
- Reduced glare
- Improved lighting quality
Pride of ownership
- Bragging rights about the reduced carbon footprint
- Green / high-performance “badge value”
Saving money to fund educational expenses
- Energy cost savings that can be repurposed to fund educational expenses (savings for a college fund, student loan payments, etc.)
